Jacob Calloway
Lake Elsinore
Summary
With over nine years of experience, including four as Strategic Account Manager at Penske Logistics, contributed to expanding customer engagement and refining sales strategy. Leveraged supply chain knowledge to align with organizational goals and empower our team’s mission of delivering seamless logistics solutions. Values collaboration, data-driven decision-making, and fostering relationships that enhance operational success. Excited to bring diverse perspectives and a passion for growth to the evolving logistics landscape.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Strategic Account Manager
Penske Logistics
West Coast
02.2022 - Current
- Developed strategic partnerships to enhance client satisfaction and retention.
- Analyzed market trends to identify growth opportunities for key accounts.
- Delivered presentations that communicated value propositions to executive stakeholders.
- Served as the primary point of contact for all account-related matters, building trust with key decision makers.
- Developed customized strategies for each account, resulting in stronger partnerships and improved outcomes.
- Collaborated cross-functionally to address client needs promptly and efficiently.
- Managed a portfolio of key accounts, ensuring high levels of client satisfaction and retention.
- Expanded the company''s presence within existing accounts through effective networking and relationship-building efforts.
- Drove process improvements across multiple teams to streamline workflows related to servicing our strategic partners.
- Built diverse and consistent sales portfolio.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Stayed current on company offerings and industry trends.
- Attended monthly sales meetings and quarterly sales trainings.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Set and achieved company defined sales goals.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Built relationships with customers and community to promote long term business growth.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Negotiated prices, terms of sales and service agreements.
- Contributed to team objectives in fast-paced environment.
- Identified new business opportunities with existing clients, leading to increased revenue growth.
- Enhanced client relationships by consistently delivering strategic insights and tailored solutions.
- Analyzed market trends and competitor activity to inform strategic decisions within the organization.
- Led internal discussions around pricing strategy adjustments based on market conditions and competitive analysis results.
- Monitored sales performance metrics to achieve strategic account objectives.
- Mentored junior team members on account management best practices and strategies.
- Collaborated with cross-functional teams to optimize supply chain solutions.
- Managed contract negotiations to ensure alignment with client objectives.
Business Development Manager
Penske Logistics
West Coast
05.2020 - 02.2022
- Led cross-functional teams to identify and pursue new business opportunities.
- Developed and implemented strategic growth plans, enhancing market presence.
- Established strong relationships with key clients, fostering long-term partnerships.
- Analyzed market trends to inform strategic decision-making and positioning.
- Coordinated contract negotiations, ensuring alignment between client needs and operational capabilities.
- Drove sales by developing multi-million dollar contract sales.
- Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Increased sales volume and expanded product line to new retailers, warehouse clubs and natural food chains.
- Facilitated business by implementing practical networking techniques.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Prepared sales presentations for clients showing success and credibility of products.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Managed accounts to retain existing relationships and grow share of business.
- Built relationships with customers and community to establish long-term business growth.
- Expanded customer base by networking at industry events and leveraging social media platforms.
- Strengthened client relationships, conducting regular follow-up meetings to ensure satisfaction and uncover additional needs.
- Participated in trade shows and conferences to network and generate leads.
- Streamlined contract renewal processes to enhance customer retention rates.
- Developed and maintained strategic partnerships to provide added value to clients and increase competitive advantage.
- Improved sales team performance with targeted training programs focused on advanced sales techniques and product knowledge.
- Secured high-value accounts through persistent and strategic outreach efforts.
- Optimized operational processes for cost savings, analyzing existing procedures and implementing improvements.
- Coordinated with product development teams to ensure offerings met market demands and client expectations.
- Negotiated favorable terms in partnership agreements, ensuring long-term profitability and stability.
- Fostered culture of innovation, encouraging team members to propose new ideas for products and services.
- Reduced time to market for new products by optimizing development and approval processes.
- Implemented CRM tools to better track sales opportunities and customer interactions.
- Enhanced internal communications, implementing new intranet platform for more efficient information sharing.
- Led cross-functional teams to launch marketing campaigns, resulting in increased brand awareness.
- Drove revenue growth by identifying and securing new business opportunities in untapped markets.
- Launched new product lines by conducting extensive competitor analysis and identifying gaps in existing market offerings.
- Negotiated lucrative contracts with suppliers and vendors, securing favorable pricing and terms for the company.
- Established valuable partnerships with complementary businesses, creating mutually beneficial synergies that accelerated growth for both parties.
- Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
- Enhanced the company''s profitability by identifying and eliminating inefficiencies in existing business processes.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
Branch Rental Manager
Penske Truck Leasing
Ontario, CA
05.2018 - 05.2020
- Oversaw daily branch operations, ensuring compliance with safety regulations and company policies.
- Led team in optimizing rental processes, resulting in improved customer satisfaction and operational efficiency.
- Managed fleet maintenance schedules, coordinating repairs to minimize downtime and enhance vehicle availability.
- Developed training programs for staff, enhancing product knowledge and customer service skills across the team.
- Implemented cost-control measures that reduced operational expenses while maintaining service quality standards.
- Built strong relationships with local businesses to drive sales growth and foster community partnerships.
- Coordinated with other branches within the region to share best practices, learn from one another''s successes and challenges, and collaborate on initiatives that benefited the entire organization.
- Facilitated smooth interdepartmental collaboration for the seamless execution of daily operations, special projects, and events.
- Optimized fleet utilization to maximize revenue generation and minimize operational costs.
- Helped train new staff on company policies, procedures and standards, boosting productivity.
- Managed multiple tasks in high-volume environment.
- Drafted quotes, confirmed orders, and managed transfers to handle rental needs efficiently.
- Achieved revenue growth with targeted marketing strategies and excellent customer service.
- Managed budgets effectively to ensure optimal allocation of resources across various initiatives within the branch location.
- Streamlined branch operations for increased profitability by implementing cost-saving initiatives.
Management Trainee
Penske Truck Leasing
Ontario, CA
10.2016 - 05.2018
- Led cross-functional teams to enhance operational efficiency and service quality.
- Implemented process improvements that reduced response times for customer inquiries.
- Trained and mentored new employees on company policies and best practices.
- Analyzed performance data to identify trends and recommend actionable strategies.
- Collaborated with management to develop training programs for skill enhancement.
- Leveraged data and analytics to make informed decisions and drive business improvements.
- Planned, created, tested and deployed system life cycle methodology to produce high quality systems to meet and exceed customer expectations.
- Set aggressive targets for employees to drive company success and strengthen motivation.
- Established team priorities, maintained schedules and monitored performance.
Education
Sales Leadership Program - Business Management
Harvard University
Cambridge, MA06-2023
Bachelor of Arts - Psychology
California State University, San Bernardino
San Bernardino, CA06-2016
Skills
- Sales strategy development
- Competitive analysis
- Pipeline management
- Territory management
- Revenue generation
- Sales tactics
- Analytical skills
- Contract negotiation
- Negotiation tactics
- Persuasive communication
- Business development
- Direct sales
- Sales promotion
- Sales cycle management
- Upselling techniques
- CRM software proficiency
- Data-driven decision making
- Sales negotiations
- Problem-solving
- Organizational skills
- Strategic planning
- Solution selling
- Networking skills
Accomplishments
- Achieved Winner Circle by completing sales quota/goal.
Certification
- CSP - Certified Sales Professional
Languages
English
Timeline
Strategic Account Manager
Penske Logistics
02.2022 - Current
Business Development Manager
Penske Logistics
05.2020 - 02.2022
Branch Rental Manager
Penske Truck Leasing
05.2018 - 05.2020
Management Trainee
Penske Truck Leasing
10.2016 - 05.2018
Sales Leadership Program - Business Management
Harvard University
Bachelor of Arts - Psychology
California State University, San Bernardino