The assignment
Combine account development with operating responsibility in Bay Area pharmaceutical logistics. The role required attention to customer relationships, delivery workflows, frontline management, and the economics of new business.
My contribution
I managed two supervisors overseeing 23 drivers, implemented standard operating procedures and training, and worked with third-party developers on delivery and logistics software workflows. I also designed and sold a Save Mart pharmaceutical logistics solution using existing delivery routes.
The results
The account grew organically by 37% over two years. The Save Mart solution generated an 82% contribution margin. These measures describe the account and the specific solution, respectively.
A colleague’s perspective
In his November 2015 recommendation, my colleague Chad Shearer credited the training approach with reaching managers in 12 states at more than 20 locations, and reported a 30% reduction in turnover.