Duane H.

Beacham
809 Secret Garden Drive
Chattanooga, TN 37421
db5c378c@westpost.net
Mobile (423) 762-4155
Residence (423) 899-3097
Top-Producing Sales Management & National Accounts Executive
Highly-successful sales management leader and mentor with fifteen-plus years exp
erience building and motivating top-tier sales organizations. Sales management p
acesetter, who as VP, Sales for the $300M Southeastern Region of MS Carriers, ca
ptured multiple national accounts valued at over $45M per year, secured closure
on major logistical services contracts worth $68M per annum, and grew sales 35%
while streamlining the regional sales team. Business development expert who dou
bled international business by implementing an effective import/export program a
s Division VP Sales with $3.4B Schneider National.
Fortune 500 accounts leader who developed and managed $155M of national accounts
sales, increased revenues from the Wal-Mart account from $2.5M to over $40M, ra
ised rates 12.1%, and implemented a seasonal surge program that delivered $1.5M
in incremental revenues as Vice President of National Account Sales with $700M C
ovenant Transport. Recognized by colleagues for outstanding sales management exp
ertise, new business development skills, and the proven ability to out think and
out sell the competitors. Accomplished speaker and presenter with superb leader
ship and interpersonal skills, combined with seasoned experience in strategic pl
anning and project management.
Field Sales Leadership ... New Business Development ... Strategic Account Manage
ment
Target Marketing ... Lead Generation ... Market Penetration ... Project Manageme
nt
Warehouse Management & Inventory Control Systems ... Strategic Planning
Contract Negotiations ... Team Leadership & Motivation ... Change Management ...
Logistics

PROFESSIONAL EXPERIENCE
Western Express, Inc., Nashville, TN * 2009
$650M regional-to medium-haul truckload carrier with 4,000 employees serving the
continental US.
Vice President of National Accounts
Recruited with senior-level responsibility reporting to the Executive Vice Presi
dent of Sales. Charged with identifying, evaluating, and winning new national ac
counts from the competitors.
* Secured both the Kellogg's and Clorox bids and won several new accounts within
90 days through the implementation of cost-effective "Rainmaking" techniques.
* National accounts sales organization eliminated in major reduction in force.
USA Truck, Incorporated, Van Buren, AR * 2008-2009
$536M short-to medium-haul, dry-van truckload carrier servicing the continental
US, Mexico, and Canada with 3,500 employees.
Director of Sales, Midwestern & Central US
Led and directed new business development and all sales and marketing activities
for the $200M Central US Division. Hired, trained, and managed 6 Regional and N
ational Account Managers.
* Spearheaded the start up of Midwestern regional fleet to over 1,400 loads per
week.
* Led and directed conversion of freight mix from long-haul to regional short-ha
ul freight resulting in a revenue increase of $136 per truck per week.
Interstate Distributor Company, LLC, Tacoma, WA * 2005-2008
$575M expedited truckload, dry-van carrier with local, regional and long haul fl
eets specializing in express, time sensitive traffic, intermodal, and refrigerat
ed freight. Employs 3,500.
Vice President of Sales, Eastern US
Led and directed new business development, planning, sales, marketing, and nati
onal account activities
for the Eastern US. Recruited, trained, and coached six National Accoun
t Managers. Implemented a comprehensive sales strategy to maximize sales to exi
sting customers, revitalize dormant accounts, recapture lost accounts, and expan
d to new markets.
* Won multiple new national accounts for local, regional, team expedited, and in
termodal freight.
* Spearheaded start-up and directed sales growth of the Refrigerated Temperature
Control Division to over 200 singles and teams nationwide.
* Delivered new business that grew the Southern Regional Fleet to over 300 truck
s.
* Secured long-term, dedicated contracts that incorporated 90 singles and 15 tea
ms.
Covenant Transport, Inc., Chattanooga, TN * 2002-2005
$712M large-team carrier with regional and long-haul fleets, specializing in exp
ress, time-sensitive traffic servicing the contiguous 48 states with 5,000 emplo
yees.
Vice President of Sales, National Accounts
Senior-level national accounts charter to manage, direct, and develop $155M majo
r accounts business that included the regional divisions.
* Led the competitive strategy development and closed contracts with national ac
counts that generated $75M of revenue.
* Propelled Wal-Mart account revenues from $2.5M to over $40M.
* Closed several long-term, dedicated contracts that encompassed 225 trucks and
40 teams.
* Increased rates 12.1% in 2004 resulting in an overall increase of $.18 per loa
ded mile.
Swift Transportation, Inc., Phoenix, AZ * 1996-2002
Major logistical transportation company servicing North America with 21,400 empl
oyees, 17,000 trucks, and 40 terminals across the US.
Vice President Sales, Southeastern - MS Carriers Subsidiary, Memphis, TN
Led new business development for this $300M division with responsibility for dir
ecting operations, sales, and customer service. Managed national accounts, the r
egional sales force, logistic planning, and the dedicated and specialized fleets
.
* Captured and closed national accounts with sales exceeding $45M.
* Streamlined regional sales force while achieving over 35% revenue growth per y
ear.
* Closed major logistical services contracts with revenues of $68M.
* Negotiated and closed long-term contracts comprised of 170 trucks.
Schneider National, Inc., Green Bay, WI * 1994-1996
Leading logistical transportation truckload carrier serving North America with 1
9,300 employees.
Vice President Sales & Marketing - Specialized Division
Reported to the Division VP & General Manager with senior-level responsibility f
or business development, planning, sales, and marketing with this $110M division
.
* Championed and led the implementation of a new international import/export tra
ffic program that delivered a 200% increase in international business.
* Re-directed sales focus to upgrade customer base yielding an increase of $.13
mile.
Career Notes: Additional 7 years sales management experience as Area Marketing M
anager, Midwestern and Regional Marketing Manager, Southwestern with J.B. Hunt T
ransportation, and 6 years as Sales Manager, Gulf Coast and International with C
&H Transportation.

EDUCATION
BS, Marketing & Business Logistics, The Pennsylvania State University, State Col
lege, PA