Colin McKenna

TMW Systems is a developer of enterprise management software for the surface transportation services industry, including logistics, freight, trucking and heavy-duty repair and maintenance

• Reporting directly to the Regional Vice President of Sales, was responsible for managing a territory of over 200 existing accounts with a $2 million annual quota by aligning customer business priorities to TMW solution offerings including - Enterprise Transportation Software, Optimization Software, Asset Maintenance Software, Business Intelligence, and Cloud Hosting solutions
• Developed and implemented an internal territory plan and managed sales through forecasting in NetSuite, account strategy, and planning
• Developed proposals encompassing all aspects of the solution offering, presented value proposition and ROI Analysis, and negotiated pricing and contractual agreements

• Responsible for generating new leads and managing existing lead qualification for TMW’s Enterprise Transportation Software offerings in the following industry segments – For-Hire Carriers, Broker & Third Party Logistics, Energy & Fuel Supply Chain, and Repair and Maintenance companies in the Western United States, Mexico, and Canada. Reported directly and managed lead qualification for 2 senior Regional Sales Managers with a combined quota of $4million annually. Coornidate initial sales process of identify solution fit and scheduling demos with sales engineers
• Orchestrated the successful response to multiple complex enterprise software RFP’s and RFI’s
• Assisted with market research and analysis to expand or solution offering in the Energy Services market that encompassed market analysis of Potential Available Market, Total Available Market, and, Serviceable Obtainable Market

J.B. Hunt Transport Services, Inc., is one of the largest transportation logistics companies in North America, and provides safe and reliable transportation services to a diverse group of customers throughout the continental United States, Canada, and Mexico

• Responsible for the daily operation of 30 drivers, 4 distribution centers, and 3 operations supervisors servicing the states of Texas, Oklahoma, and Louisiana. Full P&L responsibility for account grossing over $5 million in annual revenue. Conducted P&L analysis to determine trends in costs to maximize profitability
• Led the start up effort for new business based in Temple and Kilgore, TX with annual revenue of over $1.5 million. This included the hiring/training of all drivers and making sure all equipment, drivers, and site management were trained and ready to go on day 1 of start up
• In charge of the selection, hiring, and training & development of all office personnel and drivers. Made sure the drivers/company were in full compliance with state, federal, and DOT safety requirements
• Developed, implemented, and communicated Key Performance Indicators and measurement tools that drove the Customer Value Delivery process

• Oversaw day to day operations of multiple accounts servicing the Midwest region including Home Depot, Office Depot, Ball Aerosol and Intermodal
• Involved in the daily routing and dispatch of company drivers and trucks to ensure cost and productivity goals were met
• Interacted and communicated with customers to improve the service we provided as well as evaluate performance metrics