Global Director New Business Development
June 2003 to present
Responsible for the creation and growth of specialty screen, flexographic, toner, RFID and ink jet resin markets comprising a turnover of over $10 million. Focused segments included colored toner (CPT resins), wide format water based, solvent based and low viscosity UV cure ink jet markets. Developed a comprehensive marketing and business plan to drive the growth of this segment
• Lead a team of six technical and marketing specialists to drive and execute these plans through a matrix organization
• Create promotional strategies to effectively position our portfolio, including both traditional and e-business media. Institute the latest Information technologies for optimizing marketing research.
• Provide direction to product management and research and development regarding trends and needs of the target markets via a stage gate process
• Lead the activities of six sales persons in the execution of the business plan
Global Business Director
April 2002 to June 2003
Created focused start up business unit worth $26 million core business. Full P&L responsibility for the newly created graphic arts resin business unit to service US, Europe, India and South America. Lead a team of five people, in sales and technical generating over $36 million revenue by 2003. Executed the business plan through the following:
• Business Strategy: Developed vision of the global business focus, weighing external market factors and internal capabilities, selecting five separate product/technology platforms, project management and setting-up implementation analysis and execution.
• Manufacturing Redesign & Costs: Through rigorous financial analysis and operational teamwork, developed the manufacturing vision. Also optimized cost accounting systems, providing more realistic tools for profitability analyses and segmentation efforts.
• Business Policies: Utilized a customer needs / current capabilities / gap closure costs methodology to develop market driven, yet cost effective business policies.
• Pricing and Value Creation: Developed a global focus on profitable growth via segment analysis and value selling techniques. Developed a program to train sales and existing distribution in value selling techniques.
European Marketing Manager, Coatings
September 2001 to April 2002
Responsible for the European Graphic Arts and Industrial marketing strategy, customer development and profitability for specialty and commodity resins. Managed a team of three people in sales and technical.
• Developed European marketing strategy,
• Drove product line extension and optimized existing financial tools to better implement marketing strategy,
• Initiated portfolio e-commerce strategy development and European web site,
• Executed business plan through expanding customer base focusing on Germany, Austria, Belgium, United Kingdom, Sweden and Italy.
European Technical & Marketing Director UV/EB
January 1997 to July 2001
Responsible for the European manufacturing UV/EB specialty inks. Partial P&L responsibility focusing on profitability growth and new market development.
• Managed a team of five technical, eight production and two sales personnel to successfully grow business from $28 million in 1997 to over $38 million by 2001,
• Member of due diligence team that successfully acquired two UV/EB UK companies,
• Optimized production processes for UV Coatings, Flexo and Offset introducing ISO 9001 certification,
• Developed new markets in Germany, Italy, Poland, Hungary, Turkey and India creating alliances with regional agents & distributors,
European Laboratory Manager
February 1995 to January 1997
Responsible for European specialty resin development in water based and UV/EB systems. Key accomplishments:
• Introduced three new proprietary customer focused chemistries that were utilized in successful product launches in Germany in 1996. Value if new ink line >0.5 $ million,
• Ensured that focus was on key global customer technical relationships such as TetraPak, Sengewald and Courtaulds,
• Led ISO certification activity for specialty water based and UV/EB division.
Marketing Specialist Liquid Inks
February 1993 to January 1995
Assistant to European Marketing Manager Packaging Inks. Key accomplishments:
• Collated market intelligence for key European competitors and customers
• Developed new European marketing and costing database in MS Access. This yielded over $2 MM savings by rationalizing key raw materials and product lines.
• Involved in strategic planning of the European organization. This resulted in a 10% headcount reduction in 1994.
Development Technologist Packaging and Offset Inks
April 1990 to February 1993
Responsible for development of inks in packaging and offset inks. Key accomplishments:
• Successful formulation of key ink lines in packaging markets on plastic and corrugation using low cost styrene acrylic, ketone and shellac based chemistries,
• Formulation of heatset / sheetfed inks for paper and board applications,
• Optimization of let-down varnishes using new safflower / tung oil alkyd technology,
• Technical service of key customers through industrial trials and technical audits.
Senior R&D Chemist Packaging and Toners
March 1988 to February 1990
Responsible for development of key resin technologies. Major individual accomplishments.
• Synthesis of new silane and urethane/urea technologies for new commercial cold seal release applications for confectionery,
• Development of new polyester chemistries for toner applications used in new OEM black toners,
• Participated in all functions of an important new polymer pilot scale-up team.
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INDUSTRY Materials/application knowledge in a diverse array of industries:
KNOWLEDGE
Toners Ink Jet Conventional Inks
Industrial Coatings Architectural Coatings Paper Like Displays Labels Digital Plastics RIM Composites Dermatological creams UV/EB RFID & NanoTech
INTERESTS Priorities
• Sports: Rugby, squash and kick boxing (mai tai – Brown belt)
• Fitness: Weight training and body toning
• Other: Gardening and world music
EDUCATION 1993-1996 BIRMINGHAM UNIVERSITY, ENGLAND
Executive Master of Business Administration – Strategic Planning and Finance
1986-1988 UNIVERSITY OF MANCHESTER [UMIST], ENGLAND
Post Doctoral Insitu Fiber Thermosets for Anti Radar sponsored by USAF - Confidential
1983-1986 UNIVERSITY OF MANCHESTER [UMIST], ENGLAND
Ph.D Polymer Engineering – Rubber Toughened Polyurethane Networks.
1980-1983 LONDON UNIVERSITY, ENGLAND
B.Sc. Chemistry
COURSES Conceptual Selling; Strategic Selling; Negotiating To Yes; The Versatile Salesperson; Consultative/Value-Added Selling; Seven Habits of Highly Effective People; Strategic Cost Management-Zero Based Pricing; Financial Learning Systems; Advanced Financial Analysis; Differentiating Commodities; Industrial Branding; Global Business Strategy; Frameworks of Channel Management; Need Opportunity Value Analysis; Presentation Skills;
LANGUAGES German (understand); French (understand); Hindi/Urdu (Fluent) |
