JEFF GROENKE

9872 S. Florence Place, Highlands Ranch, CO 80126

417-849-5155 / jgaedc12@westpost.net
VICE PRESIDENT SALES / SALES OPERATIONS
P&L / International Sales / Margin & Revenue Growth
Organizational Development
Process Management / Global CRM
Program Management / Team Building / Training
Global sales executive with proven success driving
growth and profits for startup, mid-cap and Fortune
100 industry leaders DHL Express and FedEx Ground and most recently EDGE Logisti
cs.
Record of growing revenue while containing costs.
Implemented systems and processes that improved
performance while managing $3.3B in business and
increasing shareholder value.
*-Developing and instituting business & sales
strategies that drive increased market share & profits
*-Implementing new processes and systems
dramatically improving ROI
*-Embracing state-of-the art technologies consistently
improving corporate performance
Key Skills: Crafting and implementing effective sales
strategies. Excelling in high pressure and rapidly
changing environments. Exceeding company
expectations and goals. Recruiting, training and
mentoring strong professional sales teams. Building
longstanding customer relationships even while
negotiating creative win-win contracts.
BS, Business Administration, Carlson School of Management, University of Minneso
ta.
SELECTED ACCOMPLISHMENTS
Secured $8M in new business and improved profitability 5% at Edge Logistics. Dev
eloped new strategies and programs across departments improving sales, marketing
and customer service, which put the company on track to exceed its first year g
oal.
Increased logistics revenue 30% and profitability 8% at
Ward Transport and Logistics. Implemented and
trained team on bundled/integrated consultative sales
process/solution. Bundled LTL, TL and Logistics
Services so customers only had to contact one person
within Ward, rather than several different people.
Grew sales at DHL 12% with 8% fewer sales
executives and a 10% reduction on the $58M P&L
budget. Field Sales numbers were flat and costs were
climbing. Implemented program designed to increase
effectiveness and efficiency of each sales executive.
Eliminated non-performers. Sales increased from $3B
to $3.36B.
Key player in successful 90-day integration of sales
operations after DHL purchase of Airborne. Developed
plan and recruited integration team. Incorporated
competition and reward and recognition programs and
designed a matrixed integration organization. Achieved goal of providing one fac
e to the customer in
90 days.
Turned around the Midwest Region at DHL from last to
first place in quota attainment. Region was at 94% of
plan and in last place for quota attainment and
profitability. Implemented Mentoring and Performance
Management Programs. Region achieved 100% of
plan, became #1 in quota attainment at 104% on goal
to hit $208M in revenue, #2 in profitability and had the
lowest sales executive turnover at 13%.
CAREER HISTORY
Sr. Executive, Edge Logistics, January, 2010 to August, 2010. Had complete
P&L responsibility for this $30M startup parcel
distribution logistics company. Built executive team.
Developed new "Expedited Parcel Distribution Solution
Strategy" focused on providing large parcel distribution
for next day service customers at reduced rates.
Sr. Vice President Sales & Marketing, Ward Transport
& Logistics Corp., 2007 to 2009. Manage P&L budget
of $7.5M and 110 associates for this $167M company.
Implemented strategy, driving sales and improving
customer satisfaction. Transformed sales team into a
solutions-oriented consultative sales force.
DHL Express, $70B global transportation and delivery
company.
*-Vice President (Various), 2005 to 2007. Positions
included: VP Telephone / Inside Sales and Sales
Support, VP Sales Process and Development-US, and
VP Field Sales-US. Managed sales budgets ranging
from $500M to $3.3B and operating budgets up to
$58M. Managed and provided support for 1100 sales
executives.
*-Vice President, Sales Process & Support-US, 2004
to 2005. Designed / built new sales support
organization providing: automation, compensation,
communications, reporting, metrics & pre/post sales
support.
*-Vice President, Ground Services-US, 2003.
Developed second year commercial strategy and
DHL's ground product service offering. After
integration with Airborne Express, led the sales
integration process team. Began as Regional Sales
Director in the Midwest Region in 1999 and promoted
to Sales Director, USA in 2002.
Earlier: Roadway Package System, Inc. (RPS) / FedEx
Ground, Regional and District Sales Manager.