PROFESSIONAL PROFILE
Senior Commercial Manager with top global Fortune 500 chemical manufacturing companies. Driven, high performance leader with extensive commercial management experience in a broad range of markets. Goal-oriented management style with a bias of leading from the front, achieving tangible and measurable results. Proficient in building high performance cross-functional teams. Reputation as a persuasive, passionate, and fair-minded team player.
Skilled in:
Business Development
SAP / Business Warehouse
Strategic Planning
Sales Force Automation (SFA)
Sales & Operational Planning (S&OP)
Product Management
Global Account Management
Stage Gate Process
PROFESSIONAL EXPERIENCE AND SELECTED ACCOMPLISHMENTS
ARKEMA INC. (formerly ATOFINA CHEMICALS), Philadelphia, PA 1993-2005
A $6.5 B+ global chemical division of the worlds 4th largest oil company TOTAL
Business Manager, Thiochemicals 2001-2005
Managed the Profit & Loss of two North American intermediate chemical businesses, $15M (million) and $50M in revenues. Served the polymers market in Paints & Coatings, Rubber, Plastics, and Agrichemical.
Created, directed, and motivated a highly successful cross-functional business team of technical, sales, marketing, product management and supply chain staff which exceeded global business objectives including Operating Income on average >10% each year.
Secured capital approval for $1M to further expand worldwide supply position and market share from 38% to 50%, despite industry downturn.
Initiated value-based marketing which resulted in maintaining/increasing our average selling price (ASP) while the market ASP dropped 10-20%. No market share was lost.
Accepted additional responsibility by being nominated to the newly created corporate Marketing Excellence and Product Stewardship Committees.
Market Manager, Thiochemicals 2000-2001
Led the sales, marketing, and product management of a $12M North American intermediate chemicals business. Directed the activities of a team of technical, marketing, product management and sales staff (10 professionals). Served the Energy market in Refining, Steam Cracking, Gas Odorization, and Lubricants.
Exceeded plan in revenue and margin >10% each year.
Developed an external JV chemical blending facility for a failing business to increase overall profitability and worldwide market share by 10%.
Promoted training programs to service the handling of hazardous products, thus reducing corporate liability exposure and increasing safety performance.
North American Sales Manager, Acrylics 1996-1999
Managed Sales and Margin for >$75M business. Created, developed, and led the North American Sales Department. Served the polymers market in Paints & Coatings, Adhesives, Textiles, and Plastics.
Grew business as minor import supplier to a dominant domestic supplier exceeding revenue and margin plan >8% each year and justifying investment of a $150M world-class manufacturing facility, American Acryl.
Developed drum distribution channel growing from negligible sales to > $5M/year.
Integrated domestic sales team into a global selling network emphasizing consultative selling techniques for global sales continuity and enhanced communication.
Sr. Account Manager / Product Manager, Acrylics 1993-1995
Led sales and marketing effort for >$50M import chemical business. Served same market as above.
Pre-marketed potential world-scale manufacturing facility.
Grew sales 15%, 7%, and 5% per year respectively.
Accepted additional responsibility as Product Manager for the Specialty Monomers product line.
Prior Experience
PPG Polymer Products, Stockertown, PA
Western Regional Sales Representative 1992-1993
American Cyanamid, Chicago, IL
Western Regional Sales Representative 1990-1991
ICI Polyurethanes, West Deptford, NJ
Development Specialist / Regional Sales Rep. 1985-1990
E.I. Dupont de Nemours & Co., Glasgow, DE
R&D Chemist (Full-Time Contract) 1984-1985
EDUCATION AND PROFESSIONAL DEVELOPMENT
Bachelor of Science - Chemistry / Biology,
West Chester University - West Chester, PA 1984
Certificate Programs:
Northwestern University - Kellogg School of Business
o Business Marketing Strategy 2003
University of Chicago - Graduate School of Business
o Finance for Non-Financial Managers 2003
o Pricing Strategy and Tactics 2004
Selected Training:
Total Quality Management (TQM), Leadership I & II, Product Stewardship, Consultative Selling, Negotiation, Elicitation, Sales Management, Sales Force Automation (SFA), Anti-Trust Compliance, SAP, Business Warehouse, French Language
BUSINESS ASSOCIATIONS
American Chemical Society (ACS) Member
American Institute of Chemical Engineers (AICHE) Member
ChemPharma - Member |
