1. 1 Rafael Terriquez Diaz
R A F A E L T E R R I Q U E Z D I A Z
1263 Silverado Drive
Chula Vista, California 91915
619-274-9020
Rafaelterriquez13@gmail.com
OBJECTIVE
Continue a successful career in domestic and international business sales and apply my professional experience to
expand market share and generate revenue.
SOLUTION SELLING PROFESSIONAL SKILLS
Dynamic sales professional with more than 13 years of experience boosting organizational profitability and revenue
performance through high-impact sales. Client-centric approach with inside and outside sales expertise. Notable success
building rapport, analyzing customer needs, and overcoming challenging obstacles. Willing to relocate and/or travel.
Consistently exceed challenging sales objectives. Areas of expertise include:
 Complex Problem Solving
 Deductive Reasoning
 Revenue Growth
 Customer Loyalty
 Active Listening
 Persuasion
 Negotiation
 Consultative Sales
 Sales Cycle Management
 Team Building/Leadership
 New Product Introduction
EXPERIENCE
April 15th 2014-Present XB Logistics San Diego, CA
Director of Sales-Business Development
 Manage U.S. and Mexico 3PL accounts, total net revenue attainment of $400,000+ thus far
 Provide direction and leadership to two sales professionals on how to prospect new business and retain current customers
 Strategically devise sales development plans, implement and provide status reports to senior management
 Provide timely and accurate revenue and profitability forecasts
 Participate in the development of corporate business plans, the organization of client forums and related events.
 Develop and execute a comprehensive territory plan aimed at identifying top industry opportunities across all verticals to
expand revenue growth for new and existing accounts
 Identify and build solid relationships with decision makers and key influencers to aid in understanding the client’s business
(strategically, operationally, and financially)
 Work across client business units to qualify and quantify potential growth opportunities to create custom solutions that
deliver value to my clients
 Leverages company resources to maximize cross-selling (solution experts, industry experts, and operations, executive
support) to assist in developing accounts
June 1st, 2005-April 10th, 2014 FedEx San Diego, CA
Cross Border Account Manager
 Managed U.S. and Mexico corporate accounts; territory average revenue worth of $6M+
 Consistently showed territory growth YOY 46.6% (Feb’ 12-Jan’ 13 to Feb’13-Jan’14)

2. 2 Rafael Terriquez Diaz
 FY14 Cross-border goal attainment 128% and International Plan attainment 149.60%
 Provided customized Cross Border supply chain services to international corporate accounts with a
manufacturing/distribution presence in Mexico that required transportation services into and out of Mexico
 Presented value proposition of the FedEx portfolio to decision makers to quantify and illustrate the worth of new services
within the cross border business model to increase new revenue streams
 Consultative selling approach to prospects and current customers on small package/LTL/FTL/Ocean/Rail mode
optimization and seasonal bulk release projects
 Managed, lead and provided instructions to internal and external cross functional teams on new procedures and services
 Cultivated multi-level client relationships to uncover specific needs of key decision-makers such as CEO, CFO. COO,
CIO, directors and managers
August 1st, 2001-May 31st, 2005 FedEx San Diego, CA
Business Development Executive
 Finished position with overall revenue attainment of 103.98%, generated $1.4 million in revenue attainment YTD, Rank 1
on team of 6 in San Diego market
 Developed account sales strategies that incorporate both outbound and inbound small package opportunities
 Identified and managed the sells process of FedEx portfolio of product offerings including Small Package, Supply Chain
Solutions, Freight Solutions and other third party value add solutions
 Cultivated multi-level customer relationships to uncover specific needs of key decision-makers such as owners, CEO, CFO
and general managers
 Developed pricing strategies and effectively negotiate complex deals to competitively position and incorporate our broad
range of solutions
 Retained existing accounts while ensuring a high level of customer satisfaction which includes: responding to customer
concerns, developing solutions, providing follow-up on client matters, coordinating contract implementations, and
managing customer contractual commitments to ensure compliance
June 1st 2000- July 31st, 2001 Bill Hay International San Diego, CA
Dispatcher
 Coordinated the logistics of freight between the United States, Canada and Mexico for customers and management
 Negotiated and prepared customer and carrier haul price quotations, fees and contracts
 Advised on pick-up/delivery and all coordination for the logistics of customer’s freight from origin to destination
 Provided superb customer services both internally and externally; participated in human resource and financial management
tasks for the organization
 Delivered timely daily reporting to customers and management, maintained accurate records and dispatch logs
 Kept extensive written, emails, and fax communications pertaining to the customer’s carriers and custom brokers
 Implemented effective cost and time saving procedures to assure effective use of resources
EDUCATION
May 2000 San Diego State University San Diego, California
 Bachelor of Arts in International Business-Concentration in Latin America
 Studied abroad: Universidade de Guadalajara, Mexico Spring 1998 Universidade Catolica de Rio de Janeiro, Brazil Fall
1999
LANGUAGES
Trilingual: Fluent in English, Spanish and Portuguese