Tom Dorsam
Huntington,NY
Summary
Dynamic sales leader with deep expertise in strategic account management, complex negotiations, and solution development. Consistently exceed performance targets by building strong relationships at all levels of an organization. Known for working with a strong sense of urgency, driving client success, and forging lasting partnerships. Passionate about delivering value and creating measurable business impact.
Overview
31
31
years of professional experience
Work History
Vice President of Sales
ShipMint
09.2024 - Current
- Lead all sales initiatives for a boutique logistics consulting firm focused on shipping cost optimization.
- Sell and market a proprietary SaaS platform delivering advanced parcel analytics and contract insights.
- Drive business development through strategic outreach to mid-market eCommerce and retail companies.
- Provide supply chain consulting, including carrier negotiations and cost reduction strategies.
- Collaborate with operations and product teams to align sales goals with customer success outcomes.
Enterprise Account Manager
UPS
Melville, NY
07.2004 - 09.2024
- Led all customer engagement for $250M+ book of business, including two Fortune 30 accounts
- Grew revenue by $37.5M annually over 3 years through competitor conversion and innovative solutions (between 2022-2024)
- Created sales strategy, communication, and negotiations across the UPS portfolio
- Directed contract lifecycle from development to execution, ensuring profitable outcomes
- Owned and executed all quarterly business reviews, in-person strategy sessions, and whiteboard workshops with clients
Senior Enterprise Account Executive
UPS
New York
07.2002 - 05.2004
- Developed new opportunities across enterprise accounts
- Expanded existing customer relationships while driving incremental growth.
Senior Account Executive
UPS
New York City
10.1997 - 07.2002
- Advanced through various sales roles and territories while consistently surpassing performance targets while managing a book of business with 200+ customers
UPS Service Provider
UPS
New York CIty
11.1994 - 11.1997
- Delivered packages safely and on time while providing excellent customer service.
Education
Bachelor of Science - Organizational Management
Manhattan College
New York, NYSkills
- Strategic sales and account management
- Complex negotiation and contract execution
- Solution development and value creation
- Relationship management and customer engagement
- Business planning and revenue growth
- Coaching and leadership
PROFESSIONAL DEVELOPMENT
- Advanced Negotiations & Contract Strategy
- Financial Acumen for Sales Leaders
- Customer Messaging & Public Speaking
- Supply Chain & E-Commerce for Business
- CRM & Presentation Development
Timeline
Vice President of Sales
ShipMint
09.2024 - Current
Enterprise Account Manager
UPS
07.2004 - 09.2024
Senior Enterprise Account Executive
UPS
07.2002 - 05.2004
Senior Account Executive
UPS
10.1997 - 07.2002
UPS Service Provider
UPS
11.1994 - 11.1997
Bachelor of Science - Organizational Management
Manhattan College
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