Charles O’Byrne
Johns Island
Summary
Dynamic leader with a proven track record at Fairmont Logistics, driving a 4x revenue increase through strategic hiring and financial modeling. Expert in sales strategy and cultural alignment, I excel in transforming organizations and fostering high-performance teams, ensuring sustainable growth and profitability.
Overview
11
11
years of professional experience
Work History
Vice President
Fairmont Logistics
01.2024 - Current
- Led a comprehensive business transformation plan to scale revenue 4x, double EBITDA, and restructure all core functions.
- Presented 5-year financial model to ownership aligning operational headcount, office expansion, and tech investment with bottom-line performance.
- Centralized strategic hiring, KPI dashboards, and performance review systems across multi-office infrastructure.
- Introduced cost-to-serve analysis, real-time load margin tools, and gross profit tiering to drive profitability by customer segment.
Director of Sales
Swan Transportation Services
01.2020 - 01.2024
- Engineered a post-pandemic commercial recovery and margin uplift plan; grew revenue 110%, margin 75%, and doubled market share in 24 months.
- Formalized sales org structure with defined roles, commission governance, and KPI-based advancement.
- Implemented strategic account plans and quarterly business reviews (QBRs) with top-tier enterprise clients.
- Negotiated enterprise partnerships and optimized pipeline visibility.
Director of Sales & Logistics
Fleetwood Transportation
01.2019 - 01.2020
- Founded brokerage division with full autonomy; developed GTM blueprint, tech vendor selection, and C-suite reporting.
- Drove double-digit client acquisition by aligning talent strategy, pricing, and scalable onboarding framework.
Southeast Sales Manager
Marriott International
01.2018 - 01.2019
- Created a roadmap to reverse underperformance in Southeast region; plan was adopted enterprise-wide.
Managing Director
Total Quality Logistics
01.2014 - 01.2018
- Oversaw P&L led office launch, cultural change, and 30% improvement in talent retention.
- Built executive-ready reporting cadence on market performance, customer churn, and capacity strategies.
- Recruited, coached, and developed over 100+ sales professionals, launching multiple top-performing leaders now serving in Director-level and above roles; instilled a high-performance, values-driven culture that drove retention and career progression.
Director of Sales
- Garden Weddings & Events
Education
MBA -
The Citadel
Charleston01-2021
Bachelor of Science - Business Administration
University of Charleston
Charleston, WV01-2007
Skills
- Business transformation
- Financial modeling
- Strategic hiring
- Cost analysis
- Sales strategy
- Customer segmentation
- Performance metrics
- Account management
- Change management
- Negotiation strategies
- Cultural alignment
- Financial management
- Leadership development
Impact Snapshots
- Delivered 4x revenue growth model and 3x EBITDA expansion at Fairmont Logistics
- Increased gross margin 75% and converted 3 enterprise customers to contract terms
- Recruited and structured multi-office sales and ops teams across multiple U.S. regions
- Revitalized underperforming business unit by overhauling P&L structure, implementing gross margin accountability at the rep and branch level, and renegotiating carrier contracts—resulting in a 22% net margin lift within 12 months.
- Rebuilt sales organization through KPI-driven coaching, restructured comp plans, and embedded CRM rigor—doubling team productivity, reducing turnover and achieving YoY revenue growth exceeding 100%.
Community Interests
- Ronald McDonald House
- Make-A-Wish Foundation
- Cigar Enthusiast
- SEC Football
- Golf
- Culture Building
- Family
Executive Competencies
- Board Reporting
- Strategic Budgeting
- M&A Commercial Diligence
- Executive Hiring
- SaaS/CRM Adoption
- Enterprise Negotiations
- Culture Resets
- Operational Audits
- Organizational Design
Strategic Value
- Business Turnaround & Strategic Realignment
- Scalable Revenue Growth Strategy (4x+ models)
- End-to-End P&L Ownership ($100M+ scope)
- Cultural Transformation & Talent Architecture
- Board & Investor Communications / Reporting
- Digital Enablement & Tech Stack Deployment (CRM/TMS)
- Strategic Sales Force Realignment & Margin Uplift
- Multi-Site Operations | Enterprise Client Development
Affiliations
- Laughing with my wife, being a #1 Uncle, college football, my dogs, bourbon and cigar collecting, playing golf, tailgating and smoking BBQ.
Timeline
Vice President
Fairmont Logistics
01.2024 - Current
Director of Sales
Swan Transportation Services
01.2020 - 01.2024
Director of Sales & Logistics
Fleetwood Transportation
01.2019 - 01.2020
Southeast Sales Manager
Marriott International
01.2018 - 01.2019
Managing Director
Total Quality Logistics
01.2014 - 01.2018
Director of Sales
MBA -
The Citadel
Bachelor of Science - Business Administration
University of Charleston
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