Karen Schwartz

Responsible for product development of ground transportation solutions throughout North America. Negotiate transportation contracts and work with carriers Successful Implementation of TMS Solution development and project management of the implementation of new and existing clients Warehouse and distribution solution development and implementation Cross border solutions, Northbound, and southbound consolidation programs CLVS air inbound product development Vendor management Canada and US Customs expertise used to assist clients in the movement of goods through various modes of transportation

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Roles: Reporting to the SVP of Sales and Marketing; managed and oversaw all aspects of day-to-day sales and service delivery to a client base generating $45M in annual revenue from mid-size and large companies, retailers and financial institutions across Canada; oversaw a 9-person national sales team and both head office and branch sales functions; managed key accounts and client retention initiatives; planned and implemented vertical market strategies for growing revenue across all product segments; assessed capabilities and qualifications of sales team; hired and fired sales personnel; coached, developed and trained business development and account management staff; directed RFP submission, business case development and negotiations of contracts up to $5M; approved pricing, expenses and commissions; regularly conducted national sales meetings; co-developed national sales and commission plans; represented company with industry associations. Selected achievements:  Developed and implemented RFPs and pricing models that supported the acquisition of $20M+ in business and contract renewals;  Improved sales force effectiveness by implementing sales force automation, a national sales funnel, reporting metrics and an improved RFP response process and submission material;  Increased efficiency by creating a cross-departmental client implementation process for improved on boarding of new clients as well as contract renewals;  Improved accountability and performance measurement by developing a Client Health Matrix to measure and manage service levels and account management as well as Legendary Service and Raving Fan customer models (Ken Blanchard);  Created and launched a Quarterly Business Review for distribution to the client base as well as an internal publication that highlighted company successes to foster a winning sales culture;  Created the company’s profile on social networking site Linkedin.com.

Roles: Implemented national account development, sales and pricing strategies; negotiated $1M+ contracts; directed project teams of 5 to 20; managed accounts, expectations and customer service at the executive level; coached sales and operations staff; oversee service design/delivery and coordinated with the Solutions Development group, Implementations teams, senior executives and operations; responded to RFPs; worked with SAP as a CRM and Sales Force Automation tool; participated in industry conferences as a guest speaker on innovative transportation solutions; performed market analyses. Selected achievements:  Developed responses to major RFP’s valued at over $125M in revenues and successfully closed lucrative agreements with key accounts within the metals, minerals and automotive manufacturing industries.

Roles: Developed and implemented national account development, sales and pricing strategies; prospected new business; negotiated $500K contracts; performed market analyses; directed project teams of 5 to 20; created and implemented employee training and support materials; coached sales and operations staff; responded to RFPs and developed logistics solutions; delivered executive sales presentations; periodically performed as Sales Manager. Selected achievements:  Recognized as the number one UPS Business Development Executive in the country in 2004, 2005 and 2006 (surpassing the closest runner-up by at least $500K in revenues);  Consistently achieved between 150% to 250% of targeted plan for new account development by attracting $2.5M to $3M in business each year;  Negotiated and closed a $4M contract with IBM for Canadian Customs brokerage, a $3M contract with Staples for ocean shipping and $1M+ deals with Tyco Healthcare and Castool Tooling Solutions;  One of only 15 professionals in Canada chosen to attend UPS Management Leadership School in the US;  Increased overall effectiveness by breaking down barriers between sales teams and various operations groups;  Selected as a) Chair of the UPS-United Way Community Relations Committee representing business development, client care, community development and employee volunteerism initiatives in Ontario, b) member of Technology Solution Committee with a mandate to review the effectiveness of existing technologies and deliver strategic recommendations for improvement, and c) member of a committee that reviewed and developed solution support, presentation materials and documentation to enhance business development.