Corbett Luttrell

Support the Customer Solutions group in leading customer-facing meetings, perform trend analysis, manage customer scorecards, proactively identify, and drive performance improvements, and ultimately be the advocate for the customer. • Act as a sales analyst in the West region. • Maintain responsibility for revenue, margin, and profitability growth for all focus accounts within the West brokerage region. • Develop corrective strategies for under-penetrated and unprofitable accounts. • Determine the potential of each focus account and create an action plan to attain highest market share possible. • Monitor revenue achievement by customer and undertake appropriate action with key stakeholders to ensure that commitments are being met or exceeded. • Encourage success in sales initiatives and share best practices. • Perform trend analysis to provide strategic and actionable business insights that enable leadership to make data-driven decisions and reduce the risk of customer churn. • Facilitate operational reporting for monthly/quarterly business reviews for assigned focus account.

• Mentor and lead a team of inside salespeople; provide industry expertise, guidance and support • Interview and train new employees, conduct employee reviews and establish detailed performance goals • Act as a liaison between Sales and Operations; work cross-functionally to review pricing & strategy, market penetration and service Key Performance Indicators (KPIs) • Drive both revenue and margin growth across multiple verticals and modes; develop and maintain best business practices • Develop sales pipelines and strategies • Review sales activity KPIs, including revenue, margin, load count, etc.

-Mentor and lead a team of inside sales people; provide industry expertise, guidance and support Interview and train new employees, conduct employee reviews and establish detailed performance goals -Act as a liaison between Sales and Operations; work cross-functionally to review pricing, market penetration and service Key Performance Indicators (KPIs) -Drive both revenue and margin growth across multiple verticals and modes; develop and maintain best business practices -Develop sales pipelines and strategies -Review sales activity KPIs, including revenue, margin, load count, call logs and CRM adherence -Review customer metrics in real time -Assist with submitting timely customer bid packages

RESPONSIBILITIES -Develop and maintain FTL business throughout North America -Prospect for leads to build a pipeline, including heavy cold-calling -Manage accounts to retain existing relationships and grow share of business -Succeed at heavy price and service negotiation with customers and carriers -Use both traditional and electronic communication tools to make contact with prospective, current and former customers -Identify business opportunities for company services -Create quotes and sales proposals for company services -Independently generate new sales revenue -Collaborate with your team on pricing decisions, supplier selection and timing -Translate business opportunities into incremental revenues through strong selling -Manage multiple projects simultaneously with a sense of urgency -Maintain and update accurate information in the company's operating systems -Understand and support the goals, policies and procedures of XPO Logistics -Maintain confidentiality of company information

RESPONSIBILITIES: -Book available freight in a cost effective manner -Source and negotiate with carrier base to move available loads (Truckload, Flatbed, and Intermodal) -Schedule pick-up and delivery appointment times -Communicate effectively with carriers and build carrier relationships -Build strong liaison relationships with XPO’s customer base: -Maintain reliable communications with customers regarding changes in pick-up and delivery schedules and potential service failures -Communicate customer problems, needs, leads and inquiries to the sales force -Quote customers on new lanes when requested -Recommend process improvements and implement once approved -Maintain and update accurate information in company’s operating systems -When possible, pre-plan the use of carriers and equipment for efficiency -Assist in P.O.D. retrieval -Understand and support the goals, policies and procedures of XPO Logistics -Maintain confidentiality of company information