Summary
Overview
Work History
Education
Skills
Timeline
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THOMAS BROWN

CHATTANOOGA,TENNESSEE

Summary

Strategic accounts leader with a track record of driving results and enhancing team collaboration. Expertise in developing and implementing effective strategies while managing key client relationships. Proficient in negotiating high-stakes contracts and identifying growth opportunities to optimize account performance. Recognized for a reliable, results-driven approach in fast-paced environments.

Overview

15
15
years of professional experience

Work History

Vice President, Strategic Accounts

RXO, Inc
09.2024 - Current
  • Outside sells for 20 active fortune 100 accounts
  • Generated over $35,000,000 in revenue
  • Grew new business by $5,000,000
  • Improved customer retention from 65% to 85%
  • Cross selling 12 service offerings with 42 subset offerings
  • Proficient in Salesforce and other CRMs to track sales activities
  • Analyze market trends to adjust sales strategies and to improve competitiveness

Director, Enterprise Sales

RXO, Inc (Formerly Coyote Logistics)
05.2018 - 09.2024
  • Manage portfolio of 37 active fortune 100 accounts
  • Generated over $200,000,000 in revenue
  • Maintained customer retention by 90%
  • Monitor customer satisfaction and addressing concerns
  • Ability to exceed sales targets and overall revenue growth
  • Utilize internal CRM to track customer interactions and sales performance
  • Targeted prospecting for fortune 100 customers
  • Pricing and contract negotiation

Sales Director

COYOTE LOGISTICS (Formerly Access America Transport)
05.2010 - 01.2018
  • Developed strategic sales initiatives to increase market share and drive revenue growth.
  • Mentored sales team members, fostering skills development and improving overall performance metrics.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
  • Managed accounts to retain existing relationships and grow share of business.
  • Analyzed market trends to identify new business opportunities and refine sales strategies.

Restaurant Manager

NORTHSHORE GRILLE
10.2008 - 05.2010
  • Purchased adequate quantities of necessary restaurant items, including food, beverages, equipment and supplies.
  • Met, greeted and encouraged feedback from customers and used feedback to implement positive changes within the restaurant.
  • Oversaw daily restaurant operations ensuring compliance with health and safety regulations.
  • Trained and mentored staff, enhancing team performance and service quality.

Server

BACK INN CAFE
05.2006 - 10.2008
  • Skillfully promoted items on beverage lists and restaurant specials.
  • Displayed enthusiasm and knowledge about the restaurant's menu and products.
  • Consistently provided professional, friendly and engaging service.

Education

No Degree - Political Science

Union University
Jackson, TN

No Degree - Political Science

University of Tennessee, Chattanooga
Chattanooga, TN

Skills

  • Sales leadership
  • Relationship management
  • Account development
  • Industry expertise
  • Sales strategy development
  • Revenue generation

Timeline

Vice President, Strategic Accounts

RXO, Inc
09.2024 - Current

Director, Enterprise Sales

RXO, Inc (Formerly Coyote Logistics)
05.2018 - 09.2024

Sales Director

COYOTE LOGISTICS (Formerly Access America Transport)
05.2010 - 01.2018

Restaurant Manager

NORTHSHORE GRILLE
10.2008 - 05.2010

Server

BACK INN CAFE
05.2006 - 10.2008

No Degree - Political Science

Union University

No Degree - Political Science

University of Tennessee, Chattanooga

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