John Orton

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Adding value by generating ideas that challenge the Status Quo by being a Sua Sponte leader ➳2019 Esperanza ➳2020 Serve ➳2021 Courage ➳ 2022 Believe ➳ 2023 Temperance

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Manager Pricing Strategy and AnalyticsManager Pricing Strategy and Analytics
Okuma America Corporation · Full-timeOkuma America Corporation · Full-time
Nov 2019 - Present · 3 yrs 9 mosNov 2019 - Present · 3 yrs 9 mos
Charlotte, North Carolina AreaCharlotte, North Carolina Area
XPO logo
Director - Sales ProcessDirector - Sales Process
XPO Logistics, Inc. · Full-timeXPO Logistics, Inc. · Full-time
Jan 2015 - Nov 2019 · 4 yrs 11 mosJan 2015 - Nov 2019 · 4 yrs 11 mos
Charlotte, North CarolinaCharlotte, North Carolina
Spearhead Compensation Design & Management, Territory Design/Rollout, and CRM Design
& Implementation for strategic sellers focused on the Fortune 750 and representing over
$3B of annual revenue and $100B in potential spend.

• Won 2nd place in an internal technology competition “Shark Truck” in July 2019 out of over 60 entries.
• Created territories focused on balancing workload, potential and opportunity for 40+ sales team resulting in a higher number of customer interactions with the right accounts and double-digit revenue growth.
• Designed, modeled, and implemented a sales commission plan resulting in higher upsell and cross-sell on profitable accounts.
Spearhead Compensation Design & Management, Territory Design/Rollout, and CRM Design & Implementation for strategic sellers focused on the Fortune 750 and representing over $3B of annual revenue and $100B in potential spend. • Won 2nd place in an internal technology competition “Shark Truck” in July 2019 out of over 60 entries. • Created territories focused on balancing workload, potential and opportunity for 40+ sales team resulting in a higher number of customer interactions with the right accounts and double-digit revenue growth. • Designed, modeled, and implemented a sales commission plan resulting in higher upsell and cross-sell on profitable accounts.
Horizon Lines logo
Horizon LinesHorizon Lines
14 yrs 1 mo14 yrs 1 mo
Director, Pricing, Marketing and LogisticsDirector, Pricing, Marketing and Logistics
Full-timeFull-time
Jun 2011 - Jan 2015 · 3 yrs 8 mosJun 2011 - Jan 2015 · 3 yrs 8 mos
Charlotte, North Carolina AreaCharlotte, North Carolina Area
Led Pricing, Marketing, and Logistics for the largest vessel container carrier from the U.S. to
Puerto Rico. Directed a six-person staff and yearly revenue of $300M and 75,000 container loads from over 1,000 locations. Accountable for managing over 250 contracts and bids with most major retailers, consumer products, and pharmaceuticals in a very volatile and competitive environment.

• A key team member that made a major change to service offering resulting in a 25% improvement in market share and lower cost to serve.
• Developed improved expense recovery method that improved earnings by over $1M annually.
Led Pricing, Marketing, and Logistics for the largest vessel container carrier from the U.S. to Puerto Rico. Directed a six-person staff and yearly revenue of $300M and 75,000 container loads from over 1,000 locations. Accountable for managing over 250 contracts and bids with most major retailers, consumer products, and pharmaceuticals in a very volatile and competitive environment. • A key team member that made a major change to service offering resulting in a 25% improvement in market share and lower cost to serve. • Developed improved expense recovery method that improved earnings by over $1M annually.
Director, PricingDirector, Pricing
Full-timeFull-time
Jun 2008 - Jun 2011 · 3 yrs 1 moJun 2008 - Jun 2011 · 3 yrs 1 mo
Charlotte, North Carolina AreaCharlotte, North Carolina Area
Started a five-person pricing team from scratch after a period of extreme internal and external turmoil. Established procedures, processes, metrics and tools to manage over 250
contracts representing over $300M of annual revenue.

• Set pricing strategy that resulted in the highest earnings for business division in 2009.
• Reduced cycle time of quotes by over 25% and improved quality of quotes with a consistent format.
Started a five-person pricing team from scratch after a period of extreme internal and external turmoil. Established procedures, processes, metrics and tools to manage over 250 contracts representing over $300M of annual revenue. • Set pricing strategy that resulted in the highest earnings for business division in 2009. • Reduced cycle time of quotes by over 25% and improved quality of quotes with a consistent format.
Internal Change Management ConsultantInternal Change Management Consultant
Jun 2006 - Jun 2008 · 2 yrs 1 moJun 2006 - Jun 2008 · 2 yrs 1 mo
Led internal change efforts to improve 100 person sales, pricing, and marketing team in over 10 locations in the U.S. representing over $1B of annual revenue. Developed metrics,
meetings, processes, procedures, and software tools (CRM, BI, & Margin Costing) to
implement change in the entire organization.

• A key leader on a team that in less than 15 months generated over $10M in savings.
• Led the design of business intelligence tool architecture and implemented dashboards/tools facilitating better and faster analysis of changing business conditions.
• Customized Salesforce.com to manage Accounts, Leads, Opportunities, & Contracts.
Led internal change efforts to improve 100 person sales, pricing, and marketing team in over 10 locations in the U.S. representing over $1B of annual revenue. Developed metrics, meetings, processes, procedures, and software tools (CRM, BI, & Margin Costing) to implement change in the entire organization. • A key leader on a team that in less than 15 months generated over $10M in savings. • Led the design of business intelligence tool architecture and implemented dashboards/tools facilitating better and faster analysis of changing business conditions. • Customized Salesforce.com to manage Accounts, Leads, Opportunities, & Contracts.
Marketing ManagerMarketing Manager
Mar 2004 - Jun 2006 · 2 yrs 4 mosMar 2004 - Jun 2006 · 2 yrs 4 mos
Charlotte, North Carolina AreaCharlotte, North Carolina Area
Managed marketing efforts for a division with over $300M in annual revenue. Areas of focus
included analysis (market/customer/deployment/margin/intermodal), advertising
(print/internet), customer communications, internal communications, and logistics.
Developed tools /processes that maximized margins and improved understanding of profit
levers.
Managed marketing efforts for a division with over $300M in annual revenue. Areas of focus included analysis (market/customer/deployment/margin/intermodal), advertising (print/internet), customer communications, internal communications, and logistics. Developed tools /processes that maximized margins and improved understanding of profit levers.
Senior Financial Analyst, Strategic Planning & Business AnalysisSenior Financial Analyst, Strategic Planning & Business Analysis
Jan 2001 - Mar 2004 · 3 yrs 3 mosJan 2001 - Mar 2004 · 3 yrs 3 mos
Charlotte, North Carolina AreaCharlotte, North Carolina Area
Analyzed over 250 capital projects representing $50M of investment. Projects reviewed
included purchase and lease of hard assets (vessels/containers/chassis/cranes/trucks),
information technology (internal/external), and business unit changes (deployments/markets
served). Developed complex financial models used to value the company prior to a sale to private equity. Analyzed expense, revenue, and balance sheet accounts to explain deviations from budgets and forecast. Worked with business units during the annual budgeting process to construct yearly budgets.Analyzed over 250 capital projects representing $50M of investment. Projects reviewed included purchase and lease of hard assets (vessels/containers/chassis/cranes/trucks), information technology (internal/external), and business unit changes (deployments/markets served). Developed complex financial models used to value the company prior to a sale to private equity. Analyzed expense, revenue, and balance sheet accounts to explain deviations from budgets and forecast. Worked with business units during the annual budgeting process to construct yearly budgets.
Norfolk Naval Shipyard logo
Nuclear EngineerNuclear Engineer
Norfolk Naval Shipyard · Full-timeNorfolk Naval Shipyard · Full-time
Jul 1990 - Jun 2000 · 10 yrsJul 1990 - Jun 2000 · 10 yrs
Nuclear Engineer at Norfolk Naval Shipyard in
Portsmouth, VA from July 1990 through July 2000.