Frank Parisi

For those who have stepped foot into any athletic arena of competition, the parallels to Sales and Management are clear. From the offseason to the championship, each aspect of athletic competition reflects a very similar build-up and approach to winning in a business setting. Many secrets to success lie within the parallels between these two worlds, and that's how we approach it at SMRT believe that the ability to win is learned and earned through a very specific set of conditions that we've replicated based on a combination of cognitive science, behavioral studies, and experience. Combined with our Fractional Training approach, we deliver effective, scalable, repeatable, and proven solutions to create winners in Sales and Management roles. It's time to start creating more winners.

Goman+York Property Advisors, LLC, provides expert advice and high-value services to landlords and tenants, owners and investors in the commercial real-estate industry. We deliver "real world", customized real-estate solutions for all our clients. We consistently exceed our clients' expectations.

As Head of Sales at Zero Down, I am being tasked with helping support our organization grow our client base, offering cutting edge technologies to help clients optimize the transportation flows of their supply chain. Zero Down helps clients find solves for operational efficiency, risk mitigation, top line revenue growth as well as bottom line cost savings. Through Sales leadership, business development, operational support, and industry relevance, I will be working to: • Develop and implement strategic sales plans to achieve company goals and objectives • Oversee the sales process from lead generation to deal closure, ensuring efficiency and effectiveness • Secure new clients and partners, yielding win-win relationships for sustainable growth • Cultivate and maintain strong relationships with existing key clients and strategic partners • Foster a high-performance culture that emphasizes accountability, collaboration, and customer-centricity • Collaborate with internal and external stakeholders to explore and capitalize on market trends and emerging opportunities • Stay informed on industry trends, activities, and market conditions in effort to continuously support our client base

This new, exciting role represents a departure from my 25+ years of direct, small parcel carrier sales to joining a team of world-class experts in the transportation, logistics, forwarding and warehousing vertical. My position will be to help support growth here at SEKO, sourcing the most efficient, cost effective parcel solutions as part of the SEKO Value Chain. Supported by innovative technology platforms and integrations, we are a customer-focused organization who are ‘fast on our feet’ in delivering end-to-end solutions helping our current and future clients getting product to their markets. Some highlights to date: • Responsible for successful re-negotiation of incumbent carrier agreements, tracking ~8% savings YOY on small parcel spend • Helped lead Kaizen process to streamline carrier AP process, culminating in total re-write of current process saving saving both carrier expense and administrative costs • Key responsibility of onboarding/diversifying current carrier mix with one regional provider onboarded, working towards several, key partnerships in parcel/postal model space • Support Technology team innovate and source updated, relevant IT platforms • Augment Enterprise Sales efforts in landing key deals with direct customer interaction, contributing to Sales’ efforts with key, credible product knowledge support • Developing plans to build out Product and Product Team across the Enterprise • Continually seeking new and developing existing partnerships to enhance parcel product portfolio

• Lead the Enterprise Sales organization to execute proven business strategy through constructive, consultative Enterprise Customer engagement. • Provide leadership to the sales organization’s management team to help foster a win-win culture of providing solutions that help customers turn current pain points to gains and thrive because of it. • Work with GoFor Senior Leadership to help lead organizational change by continuously assessing the need for change, championing service change initiatives, and removing obstacles impeding to help solidify our customer's customer experience. • Ultimately accountable for solid top line and bottom line growth for both GoFor and our customers through value based sales!

Selected for this role to lend extensive industry experience, knowledge and sales acumen/proficiency to help continue GoFor's tremendous success here in North America. Main responsibilities will be working with current GoFor Stakeholders continuing to grow market share and revenues in the US from Fortune 100 companies.

In this role, I was recruited and hired to provide strategic leadership establishing parcel delivery service while transitioning company focus from print media delivery. The business has now been transformed with primary focus on providing customer centric solutions for ecommerce, small parcel delivery. I helped build the service from the ground up including creating a new brand, defining sales / marketing plan, as well as development and implementation of tool, structure, processes, and procedures. ➥ Collaborated with Executive Leadership, engaging with them to deepen understanding of small parcel delivery market potential, and influence strategic decision-making. ➥ Leveraged extensive experience and knowledge to contribute to the creation and implementation of year 1 business plan. ➥ Directly manage Key National Accounts, effectively building and strengthening relationships by providing solutions for the delivery of goods to their customers while ensuring their requirements and expectations are consistently met and surpassed. ➥ Helped with customization, implementation, and training for CRM systems. ➥ Supported sales team efforts such as helping train new sales teams, formulating and monitoring KPIs, and creating promotional initiatives to help bolster sales all in effort to drive plan attainment performance. ➥ Fostered relationships with logistics service providers that include 3PLs and SaaS partners for IT integrations. ➥ Crafted an effective customer sourcing strategy and process to identify potential national accounts deemed as key to supporting long-term growth. ➥ Successfully securing deals with leading national logos securing business to achieve and surpass year-end revenue goal targets.

Here, I took on the challenge of creating and leading a dynamic sales organization managing top tier accounts in FedEx Worldwide Sales Organization, successfully growing portfolio from $150M to $350M+. I defined, developed, and led execution of strategy, and delivery of the business plan. I also built and led a team of 11 direct reports, driving continuous growth. ➥ Oversaw key account management, and the development and implementation of account strategies that strengthened relationships and opened new opportunities to expand account footprint. ➥ Built out and continuously enhanced sales processes, procedures, structures, and tools to ensure exceptional standards of service delivery. ➥ Applied innovative strategic planning to navigate challenges such as the economic downturn 2008-2009, to sustain sales growth. ➥ Utilized a defined sales process to develop and manage pipeline, increasing sales. ➥ Consulted with major customers across diverse business lines, including Etail/Retail, Consumer Goods, Manufacturing, and Finance, with national accounts such as Wayfair, Hasbro, LEGO, Fuji Film, Smith & Weston, Citi, and Fidelity. ➥ Delivered inspirational leadership, mentoring, training, and guiding 11 direct reports, resulting in the promotion of 9 directs. ➥ Received multiple awards and executive recognition, including: FedEx Top-Performing Sales Team Award 2018 as recognition for 7/8 Account Managers 100%+ to plan - $17M in revenue growth on $165M base. FedEx Ambassador’s Club Award, 2017 for ranking #6 of 36 Managers for delivering $15.2M in revenue growth (100% to plan on ~$152M base). FedEx President’s Club Award, 2016, for achieving #2 ranking out of 36 Managers for attaining $37M in revenue growth (120% to plan on ~$185M base).

I was initially hired as Corporate Account Manager to drive growth of a non-mature account base of ~$15M. I rapidly advanced to Worldwide Account Manager, serving as an individual contributor responsible for maintaining and growing ~$40M account base. ➥ Defined and implemented strategy to reignite a non-performing area, successfully stimulating a 3% ($1.2M) base growth in first year. ➥ Crafted a competitive RFQ that incorporated a well-defined sales process and internal stakeholder collaboration, and a highly competitive value proposition that secured retention of the largest account, valued at $23M. ➥ Assumed role of informal team leaders supporting the institution of new perspectives on account analysis and system knowledge.

Here, I supported District Sales VP in development, implementation, and execution of initiatives for a $500M to $2B business and overseeing a 42-member sales force. ➥ Maximized utilization of a $100K promotion budget for local campaigns to foster awareness of new UPS products. ➥ Reengineered go to market sales force structure saving district approximately $150K (2 positions less). ➥ Developed a new Sales Incentive Compensation plan to better allocate reward fund for top producers. ➥ Provided solid business cases for bids over $1M, pulling together all stakeholders for close analysis and examination.

➥ Managed an 8-member sales team in execution of a $50M business plan. ➥ Delivered outstanding District results of over $3M in growth/106% to plan year one. ➥ Methodical sales planning maintained continued business plan success year 2, attaining 104% to business plan results. ➥ Assessed team personnel, balancing right salespeople to right accounts, yielding immediate success of new accounts sales of more than $1.5M year two. ➥ Selected by VP as next level Management mentee based on results, receiving additional support and training as a reward for Sales leadership success.