Rob Brown
Livingston,NJ
Summary
Motivated professional with more than 29 years of progressive experience in US, European, Middle Eastern, Caribbean and Central American environments who has a proven track record in both commercial and operational leadership roles. Consistently achieving optimal results through process improvement and employee engagement to achieve a common goal. Experienced in managing and negotiating with Enterprise customers, Government / DOD agencies and gaining / developing relationships with a partnership approach. A Trusted leader with proven results.
Overview
30
30
years of professional experience
Work History
National Accounts Manager
DHL Express
02.2020 - Current
- Responsibility for Life-science vertical
- Manage and develop customer relationships by reviewing supply chain needs and aligning to DHL products
- Prospecting and acquiring new customers
- Development of strategies to increase sales penetration and profits in assigned accounts
- Identifies business opportunities and assesses customer needs and matches them with DHL's services to acquire key national accounts
- Work on special assignments to support DHL strategies and initiatives
- Partner with global and regional management team to coordinate customer requests and services that are being promoted
- Develop customized presentations for various decision making audiences to close on new business
- Increased revenue by $8.5 million
Major Account Executive
DHL Express
01.2020 - 02.2020
- Manage and develop the assigned existing major customers within the Field sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs
- Develop and implement an approach to secure competitors business (within our customer) in the shortest time possible. Establish opportunity pipeline to support this approach and target them accordingly
- Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers' relationship. Build and strengthened client partnerships to improve product growth, amplify product penetration and maximize share of wallet
Country Manager Bermuda And Caribbean Agents
DHL Express Corporate Office
02.2010 - 12.2019
- Lead a team of 8 direct reports and 150 in direct reports
- Increased employee engagement by 29% and active leadership by 27%
- Enable and manage the achievement of service performance that exceeds customer expectations and differentiates DHL from our competitors
- Liaise with key and strategically important customers at the appropriate level to ensure customer retention, development and growth of new business
- Ensure that the annual business plan including revenue, cash flow, profit and service levels are met and corrective action is taken to rectify any negative variance
- Continually review and improve business processes to improve productivity and add value to DHL services.
- Determine country organization structure, roles and responsibility and performance targets and goals
- Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional cluster and Country objectives and targets
- Supported country growth of 18%
Caribbean Regional Business Development Manager
DHL Express Corporate Office
06.2007 - 02.2010
- Supported local sales teams with large and complex local client negotiations
- Built relationships with customers and the community to establish long-term business growth
- Negotiated and Implemented preferred carrier status with the regions largest Telecommunications provider with and annual shipping spend in excess of $1.5 million
- Established a single carrier agreement with the regions largest bank securing an annual spend in excess of $3 million across multiple service offerings (Express, Mail, Fulfillment).
Country Commercial Director
DHL Express
07.2005 - 06.2007
- Implement business and sales strategies to achieve business objectives growing revenue by $2 million
- Identify and develop new business opportunities to increase market share
- Coordinate with internal departments to provide excellent services to customers
- Providing sales mentoring and sales trainings to sales team
- Conduct Market Research and Business studies and provide market intelligences to support team and company's business initiatives
Area Sales Manager
DHL Express
12.2004 - 07.2005
- Manage and develop Field Sales team within the country
- Support Field Sales Team to achieve country targets
- Drive performance improvement of Field Sales group to achieve maximum results
- Support Field Sales Team in customer interactions
- Ensure achievement of country Sales Target
Key Accounts Manager
DHL Express
10.2002 - 12.2004
- Exceeded sales targets by 1.6 million US$.
- Negotiated DOD contracts
- Built relationships with customers and the community to promote long term business growth.
- Managed and negotiated US contractor accounts involved with the rebuilding of Iraq
Field Sales Executive
DHL Express
10.2000 - 10.2002
- Managed a portfolio of 120 accounts
- Identified prospective customers by using business directories and following leads from existing clients
- Exceeded sales goals by 35%
Field Sales Executive
DHL Express
01.1999 - 10.2000
- Managed a portfolio of 120 accounts
- Contacted new and existing customers to discuss how their needs could be met through specific products and services
- Exceeded sales goals by 31%
Mobile Customer Support
DHL Express
05.1997 - 01.1999
- Prospected and conducted face-to-face sales calls with business executives and directors throughout assigned territory, coordinated between various departments and customers to resolve problems
Executive Desk Agent
DHL Express
06.1995 - 05.1997
- Dedicated contact for Key Clients in the banking sector, managed Daily flight of material on Concorde
Customer Service Agent
DHL Express
11.1994 - 06.1995
- Met or exceeded service and quality standards every review period, handled customer calls effectively and efficiently in a complex, fast-paced and challenging call center environment
Skills
- Account management
- Operations management
- Commercial management
- Employee relations
- Strong interpersonal skills
- Detail-oriented
- Natural leader
- Customer relations specialist
- Contract negotiation
- Decisive
- Trusted Advisor
Accomplishments
- 47% revenue growth 2022 ($8.5 million)
- Exceeded company revenue objectives by 15% and exceeded annual EBIT budget by 50%
- Created $5 million business case to consolidate multiple facilities in into 1 building with in-house Customs clearance. This was approved by the Global Management Board and the move was successful
- Aligned with local Rugby Union in Bermuda working with a local family charity to support at risk youth though personal development and sport
- Increased active leadership 27% and employee engagement by 29%
- Established a single carrier agreement with the regions largest bank securing an annual spend in excess of 3 million $ across multiple service offerings (Express, Mail and Fulfillment)
Hobbies and Interests
- Cycling
- Rugby
- Motorsport
- Camping / Hiking
- Adult leader for The Boy Scouts of America
Timeline
National Accounts Manager
DHL Express
02.2020 - Current
Major Account Executive
DHL Express
01.2020 - 02.2020
Country Manager Bermuda And Caribbean Agents
DHL Express Corporate Office
02.2010 - 12.2019
Caribbean Regional Business Development Manager
DHL Express Corporate Office
06.2007 - 02.2010
Country Commercial Director
DHL Express
07.2005 - 06.2007
Area Sales Manager
DHL Express
12.2004 - 07.2005
Key Accounts Manager
DHL Express
10.2002 - 12.2004
Field Sales Executive
DHL Express
10.2000 - 10.2002
Field Sales Executive
DHL Express
01.1999 - 10.2000
Mobile Customer Support
DHL Express
05.1997 - 01.1999
Executive Desk Agent
DHL Express
06.1995 - 05.1997
Customer Service Agent
DHL Express
11.1994 - 06.1995
Similar Profiles
AMRITHA SHETTYAMRITHA SHETTY
Senior Director, Global e-Commerce Programs, Customer Operations (COG) at DHL Express Global Network Operations / DHL GroupSenior Director, Global e-Commerce Programs, Customer Operations (COG) at DHL Express Global Network Operations / DHL Group
PRAKASH PATILPRAKASH PATIL
Network Control Group Supervisor at DHL ExpressNetwork Control Group Supervisor at DHL Express
Hunter GrummanHunter Grumman
Operations Supervisor at DHL ExpressOperations Supervisor at DHL Express
Betsegaw AbadamaBetsegaw Abadama
Sanction and Export Control Senior Analyst at DHL ExpressSanction and Export Control Senior Analyst at DHL Express
Samantha BergerSamantha Berger
Veterinary Technician at Animal Emergency and Referral AssociatesVeterinary Technician at Animal Emergency and Referral Associates