McLeod
Thomas Iacovoni
Summary
Motivated collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
27
27
years of professional experience
Work History
National Key Account Manager
Point Dedicated Services
09.2022 - 02.2024
- Utilized Hub Spot and McLeod software to effectively track account information, sales activities, and client interactions for improved efficiency in managing key accounts.
- Created customized sales proposals for key accounts, showcasing unique solutions tailored to their specific needs.
- Negotiated prices, terms of sales and service agreements.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Specialized and developed Cross Border shipments Automotive and Medical Supplies into and out of Mexico and Canada.
- Developed and on-boarded Adient in November of 2023. Expected revenue in 2024 of 6 Million based on lane awards and commitments.
- Developed and On-Boarded GE Appliance in February 2024. Awarded 2.5 Million for 2024/25.
National Key Account Manager
Whiteline Express
09.2021 - 09.2022
- Utilized CRM software to effectively track account information, sales activities, and client interactions for improved efficiency in managing key accounts.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Secured .5 Million in new business in 2021 and On target for 2.5M new business in 2022.
- Extensive cold calling and lead development via Phone, Email, Social Media, Rocket Reach, and face to face.
Director of Sales and Logistics
Atlas Trucking
11.2017 - 07.2021
- Implemented systems and procedures to increase sales and reduce dead head over 2% in Logistics and Assets in 2020.
- Expanded customer base by targeting untapped markets through innovative lead generation tactics and follow-up mechanisms.
- Responsible for all sales and customer development for Atlas Trucking, Atlas Logistics and Atlas Fleet services.
- Accomplished business goals with in Atlas logistics through effective management of sales operation increasing sales from $1.2 million in 2017 to 12 million in 2020.
- Managed 8 Logistics dispatchers and 2 outside sales reps.
- Grew Atlas Fleet Services from start up in January 2019 to 2.1 Million in 2020.
- Granulated back haul customer network diversify commodities and reducing deadhead.
- Worked closely with outside carriers and agents to reduce cost of moving our parent company Eaton Steel's loads by 8%.
Sales Director, Business Development
Hornady Trucking
01.2012 - 11.2016
- Negotiated contracts with key clients, securing long-term partnerships and driving consistent revenue growth.
- Responsible for all sales and operations in all states through out the Midwest, East Coast.
- Developed strong back haul lanes through extensive travel through out and face to face calls increasing revenue by 18%.
- Consulted with pricing and operations to develop new accounts reducing dead head by 1.8%.
- Oversaw successful sales processes by identifying leads, providing sales support, and supervising contract negotiations.
VP of National Accounts
Western Express Trucking
01.2008 - 01.2012
- Opened 12 new national account customers across the Midwest and West Coast markets and increased Sales by 14 Million in new business in 2008.
- Expanded national account portfolio with targeted prospecting, product presentations, and contract negotiation.
- Communicated product quality and market comparisons by creating sales presentations.
- Personally, developed approximately 40% of the flatbed revenue 2009.
- Managed 8 Account Executives based across the country helping diversify freight mix.
- Instrumental in driving our rate per mile from $1.45 to a high of $1.78.
- Worked closely with operations to drive the most profitable freight into the system.
- Heavily involved with Smithway Acquisition merging both sales and operations teams.
Sales and Operations Manager
Prime, Inc
01.1997 - 01.2004
- Used strong analytical and problem-solving skills to develop effective solutions for challenging situations.
- Proved successful working within tight deadlines in a fast-paced environment.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Demonstrated strong organizational and time management skills while managing multiple projects.
- Responsible for all sales and operations in the states of California, Utah, Nevada, Arizona, New Mexico, Texas, Oklahoma
Louisiana, Mississippi, Tennessee, Kansas and Colorado. - Developed 100 truck intra Texas fleet with the highest profitability per unit in the company.
- Noted for the ability to develop customers in difficult markets throughout the country.
- Negotiated strategic partnership with shippers increasing sales to 28 million, 37% of the division's revenues.
Education
BBA - Economics And General Business
Western Michigan University
Kalamazoo, MISkills
- Contract Negotiation
- Opening and closing procedures
- Social Media Marketing
- Expert in Mcleod and Skilled in TRW
- Client Relationship Building
- Strong Knowledge of Cross Border customers and shipments
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Software
TRW
Hub Spot
Sales Force
Microsoft Suite/Teams
Accomplishments
- Supervised team of 10 staff members. 2 sales people and 8 operations at Atlas Trucking
- Managed 8 Sales People at Western Express and collaborated with operations team.
- Expert in McLeod Software. Reviewed and created work flows to improve operational efficiencies.
- Activated under utilized functions in McLeod logistics software. Developed web portal for logistics truck tracking and POD's. Improved load offering distribution network.
Timeline
National Key Account Manager
Point Dedicated Services
09.2022 - 02.2024
National Key Account Manager
Whiteline Express
09.2021 - 09.2022
Director of Sales and Logistics
Atlas Trucking
11.2017 - 07.2021
Sales Director, Business Development
Hornady Trucking
01.2012 - 11.2016
VP of National Accounts
Western Express Trucking
01.2008 - 01.2012
Sales and Operations Manager
Prime, Inc
01.1997 - 01.2004
BBA - Economics And General Business
Western Michigan University
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