Philip Arana
Greenville,NC
Summary
Experienced Logistics professional proficient at monitoring operational pulse to deliver relevant information to all major internal customers and stakeholders. Accustomed to working with multiple entities to achieve business goals for logistics efficiency, cost containment and contract integrity. Works quickly and maintains focus while providing top-notch customer service.
Overview
13
13
years of professional experience
Work History
Account Manager
Estes Express Lines
Wilson, NC
10.2020 - Current
- Oversaw new business development and account management.
- Increased territory revenue from $6.8 to $9.2 million YOY
- Recommended brand services to customers, highlighted benefits and redirected objections to secure business
- Addressed problems with accounting, billing and service delivery to maintain and enhance client satisfaction.
Director of Enterprise Accounts
Elite Transit Solutions
Raleigh, NC
10.2019 - 05.2020
- Identified and pursued Enterprise business opportunities to generate new company Full Truckload revenue
- Negotiated, prepared and signed contracts with clients
- Compiled product, market and customer data to forecast accurate sales and profit projections
- Leveraged industry trends and competitive analysis to improve customer relationship building
- Collaborated with sales and marketing departments to support business objectives and client acquisition
- Drove operational and carrier sales development to improve service and margin
Account Executive
XPO Logistics
Morrisville, NC
03.2017 - 03.2019
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads
- Achieved average 124% of annual territory quota (revenue and tonnage)
- Built strong client relationships leading to increase in cross sales of 14%
- Communicated regularly with District Managers and National Account Managers for daily support and strategic planning for accounts
- Trained in SPIN Selling
- District subject matter expert for SalesForce Lightning and Einstein
Strategic Account Manager
Issuer Direct
Morrisville, NC
10.2015 - 03.2017
- Managed book of business of $2.4 million in sales
- Grew book of business from 87% growth to 106% previous year revenue by cross selling current accounts, cold calling and networking
- Develop sales strategy to target digital platform and full service prospects
- Helped develop mentor program for new Account Executives
- Analyzed and reported on quarterly customer activity, business trends, and areas of concern
- Oversaw sales forecasting, goal setting and performance reporting for all accounts
- Maintained central database of key contacts, risk ratings, financial impact and key issues
Agent Owner
PML Logistics Raleigh
Durham, NC
01.2014 - 01.2016
- Developed customer base of $650k in revenue through cold calling, prospecting and networking
- Reduced client operating budget by average of 27%
- Established customer relationships through prompt and courteous service
- Visited clients on-site to give benefit-oriented sales presentations
- Consulted with clients after sales and contract signing to resolve problems and provide ongoing support
- Recipient of multiple positive reviews acknowledging dedication to excellent customer service
Supply Chain And Logistics Manager
PCP Group, LLC
Saint Petersburg, FL
02.2009 - 01.2014
- Managed purchasing, sourcing and inventory
- Managed budget of $15-20 million
- Supervised material flow, storage and global order fulfillment
- Contract negotiation with suppliers and freight carriers to maintain profit margin
- Managed shipping and inventory teams (15-20 direct reports)
- Initiated project of new warehouse workflow and automation to improve overall efficiency, labor costs, and inventory levels
- Led warehouse improvement initiatives to advance operational efficiencies
- Performed monthly reconciliation of open purchasing orders
- Generated weekly, monthly, quarterly and yearly reports on purchasing operations
Education
Bachelor of Arts - Business Administration
Saint Andrews Presbyterian College
Laurinburg, NCSkills
- Sales and market development
- Market trends understanding
- Proficient in Salesforce, Hubspot CRM
- Sales presentations
- Lead development
- New market penetration
- Territory management
- Networking
- Prospecting skills
- Vendor management
- ERP and WMS distribution systems
- Employee development and management
- MS Office proficiency
Timeline
Account Manager
Estes Express Lines
10.2020 - Current
Director of Enterprise Accounts
Elite Transit Solutions
10.2019 - 05.2020
Account Executive
XPO Logistics
03.2017 - 03.2019
Strategic Account Manager
Issuer Direct
10.2015 - 03.2017
Agent Owner
PML Logistics Raleigh
01.2014 - 01.2016
Supply Chain And Logistics Manager
PCP Group, LLC
02.2009 - 01.2014
Bachelor of Arts - Business Administration
Saint Andrews Presbyterian College
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