Tom Donovan

Thomas C Donovan Indianapolis, IN -- CAREER Executive Leader with hands-on, functional expertise in Business Development, Sales & SUMMARY Marketing, Operations, General Management and Customer Service developed during progressively Senior roles with international and domestic industry leaders. EMPLOYMENT Interim - Sr Manager Account Management, GXO HISTORY Logistics (3PL eCommerce Fulfillment)  5/24-3/25 Indianapolis, IN Manage all support activity related to retention and growth of the Company’s #1 Strategic Global account.  Developed Business Case leading expansion of services to new geographic Regions  Renewed facility Agreement for $13M annualized revenue Strategic Account Director, AFS Logistics (3PL Transportation)  4/21-8/23 Indianapolis, IN Managed Indiana Sales Territory to 10% growth in Y1 with Company, signed and implemented 4 new deals including largest of year - $150M in Managed Trans  Added W OH and KY Sales Territories, managed to 15% Revenue growth. Signed and implemented 3 new logo deals YTD Principal, tdSHIPS (See Below) (Logistics Consultancy, Contract Sales) SVP Sales & Marketing, TBB Global Logistics (Lead Logistics provider, Supply Chain Consultant)  3/15 – 3/21 Indianapolis, IN 3/13 – 11/14 New Freedom, PA Aligned, lead and developed Inside/Outside Sales team, changing model from brokered Transportation provider to Lead Logistics Provider (LLP) across multiple lines of business. Introduced Consulting offering to portfolio. Introduced metrics to measure, manage performance, increase production – Sales Pipeline, Cost of sales, Executive sponsor programs. Launched CRM tool to manage client activity across the enterprise  Revamped Marketing Department, revised collateral to reflect new strategic focus, aligned company memberships, organizations and trade show strategies along with key market verticals  Directly managed several key accounts to protect revenue under direct competitive attack, expand Lines of business participation for growth. Lead acquisition of 3 major client closes, totaling over $25M in freight spend, over $1M in Net Profit annually. Principal, tdSHIPS (Transportation, Distribution, Logistics Consultancy)  9/08 – 2/13 Indianapolis, IN Created Business Plan for Regional Transportation provider designed for strategic expansion into value-added warehousing and related transportation. Plan included 3 years Revenue and Expense projections, Capital Start-up expense, Sales and Marketing Plan for presentation to Investors. Continue to advise non-Logistics companies on Business Planning for financing, strategic expansion  Advising Private Equity investment companies on 3PL, Transportation and Distribution markets - with insights into market trends and providers  Contributing SME to Conexus, IN – statewide Public/ Private initiative with strategic focus on Logistics activities to lead economic development  Launched truckload Brokerage/Intermodal Market service offerings for a niche-non asset provider. Re-wrote Sales collateral/website content.  Contract Sales for non and asset-based Carriers (Dry van, reefer, flatbed), Logistics technology to Logistics Services Providers(LSPs) SVP Business Development, Trans Global Logistics (International Freight Forwarder)  1/07 – 6/08 Indianapolis, IN Assisted in penetration of 4 anchor accounts for Air($5MM pa, $2.2MM), Ocean ($3.2MM, $1.6MM) Products  Recruited, trained and placed BD team to deliver Results for 3 year Strategic Plan, expanded coverage to ATL, SEA markets. Upgraded Sales reporting, forecasting and pricing processes  Re-Launched Ocean Product, developed Carrier partnerships, expanded offering into Gateway port container transloading Director Integrated Solutions, Ozburn-Hessey Logistics (3PL Transportation and Distribution)  7/05 – 11/06 Plainfield, IN Secured 5 year contract, $3MM annual Revenue new client in first 6 months, penetrated 2 other Targeted Sporting Goods Retailers. Developed Forward Deployment distribution model for 2 Sporting Goods Retailers – taking selected category merchandise out of an in-sourced network to multiple outsourced Regional centers for store replenishment and stocking  Introduced 2 potential Strategic acquisition candidates to expand service offering add accretive growth SVP Sales & Marketing, Air-Road Express 8/03 – 1/05 (LTL consolidator, Truckload carrier)  Indianapolis, IN Achieved $45MM in Revenue for 2004 at 11%GM, from $37MM in 2003. Focus on team building, business and service development to deliver $150MM in annual Revenue within 5 years.  Lead revamped Sales organization in transition from asset-based carrier to 3PL provider specializing in NAFTA Logistics solutions. Responsible for re-launch of brand, collateral and marketing strategy for turnaround after acquisition.  Established Sales KPI’s to manage Sales resource productivity, forecast new business and manage performance against Plan by Territory and for overall business  Expanded Service Offerings to include Contract Warehousing and Distribution through Regional and National partners, also placing dedicated resources on-site in client operations for outsourced Transportation support VP Sales, Americas - APLL (Global 3rd Party Logistics Provider) 1/01-7/03 Oakland and Costa Mesa, CA  Increased Revenue by 87% to $750MM for Americas Region  Reorganized resources from separate Business Units into end-to-end Sales Organization. Hired staff, developed Training and Variable compensation programs  Acquired Contract Warehousing expanding offerings for International/Domestic Distribution solutions. Developed with Engineering team template for new business acquisition, project management and performance improvement for Distribution clients  Established Sales KPI’s to track incremental growth across multiple Service Offerings. Lead Product Managers to build Business Plans, serve as Executive resource to Sales Team  Formed Global Sales program VP US West, Keystone Internet Services 1/00 – 12/00 (Outsourced e-commerce provider)  Irvine, CA Opened Western Region office, recruited, trained Sales, Admin and Project Management team.  Acquired 2 clients during start-up, one the biggest on-line launch in E-Commerce at the time, increasing Company revenues by 50% annually.  Developed cross-channel e-Commerce/Retail Distribution offering utilizing transload facilities at Gateway ports VP US West Region, P&O Container/P&O Nedlloyd (Global Ocean Container Shipping)) 1/96 – 12/99 Santa Ana, CA  Increased sales from $17MM to $120MM.  Recruited, trained and placed Sales, Sales Management team during major expansion, merger and acquisition.  Implemented Sales Management processes for tracking New Business gains and managing Prospects through Sales Cycle. Built Inside Sales Team to Farm and Prospect to grow customer base.  Launched pilot for Company-wide SFA - using Sales Logix  Lead North America participation in global corporate project to define core and valueadded services. PRIOR WORK HISTORY  Employer - APL(multiple divisions), 17 years-)  Functional – General/Branch Manager, Sales Manager, Sales Exec, Customer Service Manager, Operations Manager  Services – International Origin Logistics services, Domestic Rail(IMC)/Truck Brokerage, Ocean Container Carrier EDUCATION CERTIFICATIONS  Locations - Atlanta, S California , Hong Kong, Memphis, New Orleans, Houston  Xavier HS, NY, NY - College Preparatory  Catholic University, Washington, DC – Speech & Drama  Tulane University, Freeman School of Business - MBA Certificate  Certified Global Business Professional(CGBP) - NASBITE  Certified Lean Methods Practitioner - 6 Sigma