Peter Germuska
I Am Experienced In Supply Chain Management In The Transportation Industry. I Progressed In My Career From Capacity Procurement Through Sales To Being A People Leader. I Confidently Make Decisions On My Own, However, I Support My Team By Providing Space For Suggestions And Help Them With Guidance To Realize Their Ideas. I Consider My Company's Interest As It Would Be My Own. I Am Experienced In People Management, Forging Coherent Team From Individuals, Engaging My People And Pulling Them Together To Reach Targets. I Rely On Facts , Data, Data Analysis To Make Informed Business Decisions And Take Calculated Risk. I Enjoy Challenges And I Am Proud To Find A Way To Win.
Mogyoród
Summary
Dedicated Supply Chain professional with history of meeting company goals utilizing consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
26
26
years of professional experience
2
2
Languages
Work History
Branch Manager
C.H. Robinson
Budapest
01.2008 - 12.2022
- Standing out among the world’s largest logistics platforms, C.H Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. For 100+ years, our global suite of services has innovated trade to seamlessly deliver the products and goods that drive the world’s economy. With 20 million shipments annually for 100,000 customers, and millions of dollars contributed to support causes that matter to us, our people and technology literally move the world. Link: https://www.chrobinson.com/en/)
- Core company values: Integrity : living up to promises, Flexibility: being solution oriented, Growth: minimum 15% growth on long term, company-wide
- Key responsibilities / summary:
- As Branch Manager I was responsible for growth and operational management of the Budapest Road Transportation branch, to create and execute business plan for profitable growth
- From 2008 grew from 4 people to 12, from 400 loads a month to 1500 loads a month (2021)
- Surpassed growth targets from 2017 to 2022 in 3 years by a landslide, reaching targets by mid year. In 2022 reached financial targets by Q3 setting an absolute record of 500,000€+ pretax income
- My focus was to grow business through active sales planning, selling, and delivering excellent service to existing and new customers. Lead by example motivating and engaging my team in delivering high levels of service (over 95% on time pickup and delivery)
- To drive sales and account growth developed sales universe and customer segmentation, set specific targets to each segment (group of customers or prospects), set specific activities for each segment and ensured activities were done on agreed timeline. Thorough planning and disciplined execution brought outstanding results. Our sales person was #1 in Europe in 2019, passing 100,000 EUR net revenue from new sales
- I was responsible to hire, develop and manage talent, empowering my team combined with hands-on and highly engaged leadership style
- Developed recruitment pipeline with future key players and cut down hiring time from 3-5 months to 1-2 months
- Actively searched for outstanding talent (game changers) in the transportation industry to better our team and ensure future growth
- Set up hiring budget, introduced behavioral interviewing, DISC test and candidate profiles
- Developed relationships with agencies to ensure flow of talent on short notice upon need
- Forged coherent team from individuals
- Developed business people with mission to grow the piece of business they were entrusted with, as a result growing the branch
- Ensured new employees got the proper training (onboarding) to reach role based productivity targets within 6 months from time of hire
- Ensured that ambitious people would have career roadmap (personal development plan) to reach their career objectives
- Set up the following people management process:
- S.M.A.R.T goal setting for each direct and indirect report (score card development). Score cards were available and refreshed monthly, reviews/ coaching was done monthly. We used score cards / reviews to drive people to expectations and to achieve organizational goals
- The branch was recognized for surpassing company targets in automation in 2022 such as passing 85% GPS tracked (eligible), 15% autobook and reaching 50% of carrier processes being fully automated.
- Responsible for compensation planning, compensation tied to employee score cards (performance based compensation)
- Worked closely with other branches in the European branch network and actively supported my team in selling, account management, execution, and planning
- We delivered on average 15% growth YOY
- Pricing and tender management: developed data based pricing increasing win rate on tenders from 4% to 15%, surpassing network average of 8%. Set ambitious, 20% win rate target, and in order to reach this target set up proactive tender alignment, targeting sales people and account managers owning the business relationships of target companies within the network
- Continual improvement based on annual employee survey results and weekly feedback from the team. Conducted weekly brainstorming including the entire team, where each team member was encouraged to come forward with their ideas for improvement.
- Leadership team also had weekly meeting where we discussed progress to targets of each team leader’s direct reports and made adjustments when it was necessary to reach targets
- Managed disciplinary actions and terminations
- Further accountability details:
- Developed and grew existing accounts to generate more revenue and expand cooperation
- Developed, maintained, and optimize carrier relationships and capacity procurement strategies
- Analyzed the carrier base, set up specific targets for branch carrier portfolio by carrier nationality based on lower buy rates from a specific segments, increasing branch profit margin by 1%
- Created, budget, and executed business plan together with my team, encompassing sales, account development, people development, carrier/capacity strategy, to ensure profitable branch growth
- Developed and managed partnerships within the CHR network to enhance overall growth and profitability
- As a result of networking the share of business volume from the network reached 20% in 2022 vs 10%- in the previous years
- Lead through changing market conditions
- Reached ever high 30% spot volume in tight carrier market in 2022 vs under 10% spot in previous years, driving branch margin to increase by 30%
- Analytics: I was part of the advisory board of data scientists. Ensured that raw data is available and data source is consistent, therefore analysis and score cards could be made easily with copy/ pasting raw data. I made discoveries and suggested improvement among others to CO2 calculation. CO2 grew into a selling point to customers and having accurate CO2 emission estimates is a selling point
- I used raw data to do root cause analyses to solve problems, analyze business trends (re) engineer processes and for continual improvement.
Business Development Manager
C.H. Robinson
01.2004 - 01.2008
- The purpose of this position was to secure new profitable and sustainable business for our branch in Budapest
- I was focusing on Budapest’s strengths and working within the C.H. Robinson network to provide excellent service to customers with diverse transportation needs
- Developed customers in Hungary, England, in The Netherlands and in Germany strictly relying on network branches outside Hungary for capacity on lanes from Spain to England, Germany to Spain and The Netherlands to Spain
- I was in daily contact with customers of various sizes (local to multinational), building relationships, solving problems, assessing their needs and taking action
- Actively create opportunities for growth of the business
- Generate business leads by proactively approaching new customers (active new customer acquisition). Started to develop Sales Universe based on D&B data in 2010 to cut down on prospecting time and provide quality leads. This activity was refined over the years. In a matter of hours I was able to put together 10-20 pre-qualified leads for cold calls and with 1-2 days on the road I was able to close 1 customer per week (on average) with 10% closing rate and generate 30,000 – 120,000 EUR net revenue per year
- Involvement in strategic sales planning
- Follow up on existing and new customers (Implementation, project management)
- Existing customer development: Ensuring growth of existing customers, Relationship management, Regular visits and business reviews, Strategic reviews, Develop customer facing reports
- Negotiated, prepared and signed contracts with clients
- Reached out to potential customers via telephone, email and in-person inquiries
- Developed and implemented favorable pricing structures balancing firm objectives against customer targets
- Established relationships with key decision-makers within customer's organization to promote growth and retention
Transportation Representative
C.H. Robinson
Chicago
01.1997 - 01.2004
- Build capacity from Chicago to Virginia, West Virginia and to Maryland. Deceloped a 1.5 mil dollar profit center.
- Execute transport orders, manage escalations, ensure service levels are met
- Price negotiations with carriers
- Pricing lanes, loads in focus area
- Reach individual financial targets
- Development of carrier review process and reporting
- Carrier relationship management
- Learn the basics of 3PL transportation
- How to get the job done with subcontractors
- Being responsible for others, mostly subcontractor’s actions
- Power of a team and team work
Education
Bachelor of Arts (BA) - Business Administration and Management
Luther College
Decorah, Iowa, USAAgricultural Sciences
Pannon Agricultural University
Keszthely, HungaryAssociate’s Degree - Agriculture
Pannon Agricultural University
Kaposvár, HungarySkills
Human resources knowledge
undefinedWork Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Great things happen to those who don't stop believing, trying, learning, and being grateful
Roy T. Bennett
Timeline
Branch Manager
C.H. Robinson
01.2008 - 12.2022
Business Development Manager
C.H. Robinson
01.2004 - 01.2008
Transportation Representative
C.H. Robinson
01.1997 - 01.2004
Bachelor of Arts (BA) - Business Administration and Management
Luther College
Agricultural Sciences
Pannon Agricultural University
Associate’s Degree - Agriculture
Pannon Agricultural University
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