R.

ANTHONY (TONY) SCHMID

1383 Park Hollow Lane 770-277-8923
Lawrenceville, GA 30043 ts9172da@westpost.net
GLOBAL BUSINESS DEVELOPMENT MANAGER

PROFILE: Performance-driven, analytical leader with extensive experience in bot

h the US and Asian Markets. Expertise lies in Logistics and Sales Management b
uilding trusted relationships with Key Multinational clientele. Proven success
as a Top Sales Manager specializing in contract negotiations, customs regulation
s and Global Freight movement.
HIGHLIGHTS OF QUALIFICATIONS
Business Development Top Sales Leader International Market Expert
International Trade Cross-Cultural Expert Logistics Management
Import / Export Freight Forwarding Sales Force Automation
Key Account Mgmt. Customs Regulations Contract Negotiations
SELECTED ACHIEVEMENTS
Project Management. Led negotiations for acquisition of a new multi-million dol
lar key client with extraordinary requirements for large military shipments to A
fghanistan. Collaborated with operations teams around the globe to facilitate pr
oduct movement. IMPACT: Successfully facilitated a move of 22 tons in 3 days f
rom Japan to Afghanistan. Significantly grew revenues and customer satisfaction
resulting in long term repeat business.
Relationship Building/Cross Cultural Expertise. Identified problematic communi
cation gap between the Customer Service teams in China and the US. Initiated co
llaboration sessions to determine the issues that were causing the most concern.
Drafted new escalation procedures with proper contact information for problem
resolution. RESULT: Improved relations between the two countries and dramatica
lly reduced customer service response times.
Public Relations. Selected as the first American Business Development Manager i
n China. Joined the American Chamber of Commerce of South China to present a new
face of the company within the China market. Regularly engaged with top busine
ss leaders as well as high ranking government officials and was twice interviewe
d on Chinese television. RESULT: Created conditions where the customers were s
eeking our company rather than having to ask for their business.
Sales Management. Initiated a multi-region turnaround strategy for sales teams
in the Southeast to grow international services which were in a year over year d
ecline. Provided training and secured meetings with top 3 prospects for each of
the 58 sales reps, led negotiations to acquire new business. RESULT: Sales te
ams became confident in selling international products. Southeast area as a who
le achieved 265% of target with over $2MM in new revenue.
Team Player/Leader. In the process of company reorganization and downsizing, re
cruited to take the work load previously handled by five people and charged with
growing the business dramatically. Worked with Division offices, explained the
new structure and gained team trust. RESULT: Achieved unprecedented sales res
ults and increased morale as many sales reps far exceeded their goals for the fi
rst time.
EDUCATION
Bachelor of Science - Finance, University of Illinois at Chicago 1986
R. ANTHONY (TONY) SCHMID
1383 Park Hollow Lane 770-277-8923
Lawrenceville, GA 30043 ts9172da@westpost.net
STATEMENT OF PURPOSE: To secure a sales leadership role for a progressive compan
y within the Atlanta Metro area.
PROFESSIONAL EXPERIENCE
DHL EXPRESS 2003-2009
Manager-International Sales - Atlanta, GA / Chicago, IL
Ensured growth of the DHL International product revenue first in Midwest Region
and then two Southern Regions guiding the international efforts of 38 and 58 sal
es professionals respectively.
Built and maintained solid relationships with medium to large international car
go shippers providing ongoing support to ensure successful global movements and
customs clearance.
Increased Midwest regional sales goals from 96% to 108% of $12MM goal through c
onsultative selling and teaching the sales teams best practices in international
shipping services.
Consistently achieved distinction as Top Sales Leader; success gained by consta
nt travel to customer sites and effective communication with Southeast teams res
ulting in revenues at 265% of target.
Mentored DHL Reps and Sales Managers on prospecting for, proposing and closing
new international business through to follow up with foreign countries to ensure
the best possible customer experience.
Trade Lane Business Development Manager - Guangzhou and Beijing, China
2006-2007
Lead all sales efforts of more than 300 sales people in Southern and Northern ar
eas of China to build DHL business for China-US and China-Mexico trade lanes.
Designed customized shipping solutions for Chinese companies to support their b
usiness with the US and Mexico by collaborating with DHL management, operations
and sales staffs in all three countries.
Developed Chinese counterparts with first hand knowledge of DHL USA network to
foster full understanding of the trade lane and allow more successful freight sa
les efforts.
Leveraged role as a VIP member of The American Chamber of Commerce of South Chi
na, to promote DHL to government and business leaders as the premiere cargo carr
ier in China.
Account Representative - Chicago, IL
2003-2005
Sold DHL Express USA services and built successful business relationships in a t
hree million dollar territory.
Developed and maintained key relationships with major international Customers i
ncluding UBS, ABN Amro, Boeing, Bank One, PriceWaterhouseCoopers and Hyatt.
Achieved dramatic improvements in two sales territories during 2003, successful
ly transitioned and retained all customers to the new larger DHL in 2004 resulti
ng in 112% territory performance.
Targeted new prospects and penetrated existing customers to maximize profit as
well as customer satisfaction by focusing on the value proposition.
AGFA CORPORATION - Chicago, IL
1993-2002
Territory Sales Manager (2000-2002)
National Customer Relations / Call Center Team Leader (1998-2000)
Senior Customer Relations Representative (1993-1998)
Responsible for sales and leasing of photographic equipment as well as sales of
photographic papers, films and chemicals to independent retailers in a $4.3 mil
lion territory.
Successfully closed four new digital imaging systems resulting in over $825K in
 revenue.
Managed national call center with a staff of twelve customer relations represen
tatives.
Leader of CIP committee that developed self-directed-work-team concept, goals a
nd metrics.
Key contributing member of power-user team that shaped conversion to SAP/R3 ope
rating system.
Monitored and ensured ongoing compliance with ISO 9001 Certification requiremen
ts.
Coordinated and followed up on all aspects of logistics for customer orders and
tracked factory shipments from Europe.