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Russell L. Wynia SALES EXECUTIVE FOCUSED ON STRATEGIC BUSINESS

PLANNING RESULTING IN MARKET SHARE GROWTH
AND IMPROVED PROFITS
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Collierville, TN 38017 Cell: (716) 570-9320
wyniarussell@yahoo.com www.linkedin.com/in/russellwynia

SENIOR SALES EXECUTIVE whose background includes a career track in executive
management with an emphasis in sales leadership and corporate sales and marketing
strategy. Path to success includes: improving corporate sales and business culture as well
as leading front-line sales and support teams to break through the long-standing
performance ceilings.
Areas of expertise include strategic sales development to aggressively expand: Truckload
Brokerage; Less-than-Truckload (LTL); White Glove/Final Mile; Expedited; Warehousing
and Global transportation services.

Relentlessly Pursuing and Achieving Improvements and Growth
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Career from top producing Supervisor to Regional Vice President of Sales.
Turned around a "non-growth" region with $26MM in revenue growth and $7MM
profit improvement. 2nd best growth rate out of 10 regions system-wide.
Achieved top ranking for specialty service Active Account growth (34%).
Won best operating service center in Northeast region.
Successfully bridged cultural differences in leading international sales district.
Number 1 Account Manager in the Northeast and top ten system-wide in revenue
growth. Aggressively grew territory from $2.3MM to $6.5MM.
Led Marines in improving efficiency in numerous projects resulting in meritorious
promotion ahead of peers.

Driving Organizational and Sales Excellence
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Solution Selling | Consulting
Strategic | Business Development
Multi-site Growth Accountability
Cross Functional Team Building
P&L Management
Executive Presentations
Skilled Negotiation

Logistics Operations Leadership
Change | Project Management
Deal Structuring | Value Creation
Profit Maximization
Customer Relationship Management
Global Sales Leadership
Problem Solving | Issue Resolution

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Russell L. Wynia
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Regional Vice President of Sales Collierville, TN (2/12 - 5/14)
ABF Freight System, Inc.: Tier 1 global logistics solutions provider

Eight state region (AL, AR, FL, GA, KY, MO, MS, and TN) had a non-growth
reputation.
Influenced, coached and mentored a 60+ person Regional Sales Team in 27 service centers
throughout the Southeastern US; accountable for setting long-term direction, achieving
client growth, delivering cost reductions strategies and guiding this transportation services
provider into fast growing and profitable markets.

Removed non-growth reputation by generating $26MM in revenue growth with
$7MM profit improvement; 2
nd
best growth rate out of 10 regions system-wide.
Influenced behaviors resulting in annual revenue of $160MM with 7% growth in
companys most mature market.
Consultative sales employing designed questioning techniques; develop
comprehensive understanding of customer's business model and their unique
challenges to growth within their own marketplace.
Increased revenue (79%), tonnage (80%) and active account base (34%) in
warehousing, distribution and third party logistics (3PL) industries.

Branch Manager Buffalo, NY (10/8 1/12)
ABF Freight System, Inc.: Tier 1 global logistics solutions provider

Large end-of-line terminal was not performing up to historic service levels.
Directed 35+ associates and managed all functions (sales, operations, billing, line-haul,
driver relations, maintenance, personnel, safety, corporate reporting, and client
relationships) pertaining to the productivity and profitability of facility. Interact with upper
level management to determine operational and growth goals.

Resolved personnel issues by building rapport and credibility with diverse groups of
employees from non-exempt to senior management.
Initiated and implemented incentive programs which resulted in increased specialty
service shipments by 20% over 6 month period.
Created sense of urgency and a can-do spirit resulting in improved customer
experience.
Achieved top performing service center status in the New England market.
Named Operations Management Honor Graduate.
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Russell L. Wynia
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District Sales Manager Buffalo, NY (12/06 - 9/08)
ABF Freight System, Inc.: Tier 1 global logistics solutions provider

International sales district was not reaching and exceeding their prescribed revenue
goals.
Brought innovation in the form of sales planning and revenue improvement by building
market-share growth from the bottom up; developed and implemented leadership
directives to coordinate and drive business growth through 10 sales executives responsible
for multi-district, international territory.

Overcame cultural differences between members of an international sales team.
Influenced behaviors resulting in greater sense of camaraderie.
Established district-wide training program geared toward more productive sales calls.
Generated revenue growth of 10-15% and profit improvement of 5-10% in companys
most competitive market.

Account Manager Rochester/Buffalo, NY (5/95 11/06)
ABF Freight System, Inc.: Tier 1 global logistics solutions provider

Large, strategic end-of-line terminal was in need of profitable revenue growth.
Develop new active account business while maintaining current customers; Prospect for
new business through research. Identify and transform those challenges into opportunities
and apply the appropriate solution.

Influenced decision makers from junior employees to C-Level management.
Negotiated wide range of service agreements; resolved customer concerns and
successfully solved problems by offering creative solutions.
Increased annual revenue from $2.3MM to $5.6 MM; ranked number 1 Account
Manager in the Northeast and in the top ten system-wide in revenue growth.

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Russell L. Wynia
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Outbound Supervisor Buffalo, NY (1/94 4/95)
United Parcel Service: Tier 1 global logistics solutions provider

Large, international service center was failing to meet their assigned operational
goals.
Directed all supervisory functions (employee relations, personnel, safety, corporate
reporting and loading) for large distribution facility. Supervised all administrative and
operational functions pertaining to the productivity of assigned area. Interact with upper
level management to determine operational and growth goals.

Consistently surpassed operational metrics resulting in promotion from hourly labor
to Supervisor.
Influenced behaviors; coached and mentored associates resulting in increased load
accuracy.
Developed and implemented management directives to empower 15+ associates.
Improved operational performance setting the standard determining how outbound
points of departure (PD) are to perform.


Leading and Learning
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United States Marine Corps Kaneohe Bay, HI (9/87 9/95)
Sergeant (E-5): Combat Engineer | Platoon Sergeant

Honorable Discharge
Certificate of Commendation (2 times) Leadership/Expertise and Rescue Efforts.
Letter of Appreciation (2 times) Exceptional Performance and Problem Solving.
Meritorious Mast (2 times) Life Saving / Devotion to Duty and Diligence.
Certificate of Appreciation

State University of New York College at Buffalo Buffalo, NY

Master of Science (MS) Industrial Technology
Bachelor of Science (BS) Business Administration