Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
Generic

Steven Delicato

Saline,MI

Summary

Forward-thinking Senior Manager adept at managing teams of 50+ employees with 6 direct reports to accomplish challenging objectives. Imparts clear vision to guide cohesive, high-performing teams.

Overview

13
13
years of professional experience

Work History

Senior Manager, SMB Sales

Coyote Logistics
10.2023 - Current
  • Lead, manage and develop a sales team at peak of 57 individual contributors and 6 sales managers, including hiring and performance management.
  • Grew total load volume by 20% since assuming role and increased broker efficiency by more than double (load per rep, per day)
  • Developed, implemented and met OKR's for Detroit branch
  • Accountable to meet company objectives in volume, revenue and margin growth set for Detroit branch. Currently on target to grow gross margin by 17% YoY to 6 mil and volume 20% YoY to 32.4k loads.
  • Stakeholder for interdepartmental improvement processes between coverage and customer sales. Identified deficiency in service failure notification and created measurable action plan for improvement.

Manager, SMB Sales

Coyote Logistics
10.2022 - 10.2023
  • Started new sales team, producing 134k of gross margin in entirely organic new business
  • Managed RFP process and contractual pricing for sales team
  • Accountable for sales team performance management
  • Reviewed seller performance monthly, creating account-specific strategies to hit margin and volume targets
  • Developed and implemented sales training exercises for branch.

Manager, Carrier Sales

Coyote Logistics
09.2020 - 10.2022
  • Lead team of 35 IC's comprised of remote and hybrid sellers
  • Booked 200-300 loads per month, providing 20+ coverage options on freight per day as player-coach
  • Responsible for rate approval, coverage, and procurement of all freight originating out of assigned region
  • Owned high-level issue resolution and carrier relationships

Carrier Sales Trainer

Coyote Logistics
02.2020 - 09.2020
  • Trained 57 new hires over the course of 5 hiring classes in-person, remotely and in a hybrid work environment
  • Accountable for getting all new hires to a baseline production level of 40+ loads booked before graduating them to a sales team
  • Created and delivered training content administered company-wide as part of onboarding process
  • Developed process to deliver 100+ leads per week to sales team in collaboration with marketing and sales department

Senior Carrier Sales Rep

Coyote Logistics
02.2018 - 02.2020
  • Individual contributor role responsible for selling & servicing freight with carrier partners
  • Booked average of 250 loads per month, exceeding KPI's
  • Procured contracted capacity at profitable margins for 20% of freight sold

General Manager

Landscape Lighting Specialist
10.2013 - 02.2020
  • Responsible for every aspect of the business including business development, revenue strategy, employee
    management and development, customer satisfaction, project design, execution and overall product quality
  • Doubled the company’s revenues in the first year as General Manager by owning expansion into e-commerce
  • Formalized contract process and implemented new service system – improved response times from 7 days to 24 hours

Electrical Supply Sales

Gross Electric
11.2011 - 10.2013
  • Inside sales associate responsible for being a product specialist
  • Built, grew and maintained relationships with top accounts for branch
  • Responsible for opening and closing the store. Reconciled cash drawer for department daily.

Education

Some College (No Degree) - Coursework Toward Business Administration Degree

Washtenaw Community College
Ann Arbor, MI

Skills

  • Software knowledge includes Microsoft Office Applications, Microsoft Dynamics CRM, QuickBooks, APD Payroll Systems, ZoomInfo, LinkedIn Sales Navigator, BAZOOKA TMS
  • Talent Development
  • Logistics operations management
  • Strategic Planning
  • Organizational improvement
  • Market Analysis
  • Reporting management
  • Team Leadership
  • Process Improvement
  • Training and Development

Accomplishments

Coyote Logistics

Executive Sales Leader of the Year, Detroit 2021

Global MVP, Q4 2020

"Purest of the Pack", October 2020

Timeline

Senior Manager, SMB Sales

Coyote Logistics
10.2023 - Current

Manager, SMB Sales

Coyote Logistics
10.2022 - 10.2023

Manager, Carrier Sales

Coyote Logistics
09.2020 - 10.2022

Carrier Sales Trainer

Coyote Logistics
02.2020 - 09.2020

Senior Carrier Sales Rep

Coyote Logistics
02.2018 - 02.2020

General Manager

Landscape Lighting Specialist
10.2013 - 02.2020

Electrical Supply Sales

Gross Electric
11.2011 - 10.2013

Some College (No Degree) - Coursework Toward Business Administration Degree

Washtenaw Community College

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Steven Delicato