Executive Profile
Business Development, Marketing, Sales and Technical Service
20 years of specialty food ingredient sales, marketing, business/product development and technical management experience. Responsible for driving specialty ingredient sales i.e. inulin from $0 to $5-10 million in 6 years. Successful ingredient sales performance in all major food, beverage and nutrition categories in North America. Managed all key functions for the customer-supplier relationship with the leading Food, Beverage and Nutritional product manufacturers. Key customers have included Kellogg’s, General Mills, Coca-Cola, Best Foods ( Unilever), Metabolife, Pharmavite, NTBY ( Leiner Health), Rexall Sundown, GNC and Ross Abbott Labs
· Sales Organization Development, Including Forecasting and Budgeting
· Sales and Marketing Presentations to Key Customers and Trade Organizations
· Key National and Regional Account Coordination and Support
· Network Organization Development-Distributors and Brokers
· New Product Development, Production and Market Introduction
· Industry Trade Show, Publication and PR Sales/Marketing Coordination
· Market Analysis, Public Relations, Advertising, entry Strategy Development
· Competitive Analysis, Internet Site Development
· Staff Infrastructure Development, coordination and Motivation
Education:
MS-Chemistry University of Cincinnati-1988
(Equivalency)
BS-Chemical Science (cum Laude) Xavier University –1981
Professional Experience
VP Business Development (2000-2002)
Member Manager (1998-2002)
VP Sales and technical Marketing (1998-2000)
Hired by company to develop sales and marketing for inulin. Extensive management responsibilities in sales, marketing and technical service. Broad range business experiences in strategic planning, sales forecasting, cross-functional team development and matrix resource management. Provided technical and marketing resource coordination with key global accounts i.e. Iams and Ross Abbott. In addition to developing sales policies and contracts. Set up a North American distribution and brokerage network for company.
Significant Achievements
· Created and managed a sales, technical land logistics support infrastructure composed of 4 direct reports, 4 consultants, 6 distribution and 3 brokerage companies.
· Increased inulin sales from $0 to $5-10 mm in 6 years and directed sales efforts that resulted in +250 products launched by more than 100 customers. 2001 sales growth 51%
· Coordinated Key account sales and marketing activities
· Marketing functions: coordinate and oversee all market research, advertising, PR, internet development and sales promotion.
· Delivered various presentations to both our global staffs and market in general via customer visits, marketing and formal trade show presentations.
· Positioned the business for growth with several top food companies via a wide array of partnerships, both formal and informal in nature. Established several long term contractual agreements which proved to be very successful for both companies and the business as a whole
1988-1996 VP General Manager
Vice President/General manager for food processor of spice blends, stabilizers and emulsifiers. The company was the exclusive agency in the US for European company's line of functional ingredients derived from yellow peas. Responsible for total profit/loss of company.
Significant Achievements
· Successful plant start-up within 5 months. Coordinated with engineering process and equipment recommendations Established plant GMPs, Quality Assurance procedures and sourced US ingredients to match European specifications.
· Created a market for a German line of stabilizers and emulsifiers for prepared salads, dressings, sauces and ready meals. Provided technical assistance and application development.
· Launched (1992) a new line of functional ingredients i.e. fibers, protein, starches in the US derived from yellow peas. Prepared U.S. market analysis prioritizing market segments for best penetration for each ingredient.
· Established US brokerage/distributor network for pea ingredients. Trained sales personnel/distributors in application and functional properties for ingredients. Provided sales and technical support for network personnel in the field with joint calls on a regular basis
· Represented company at semi-annual meetings at the Association of Dressings and Sauces’ Emulsion Core Committee. Nominated to participate as Supplier Technical Advisor to the Board of Directors.
Kroger Co. Technical center-Highland Heights, Kentucky 1982-1988
Senior Food technologist—Grocery Products Division
Product development manager for pourable salad dressings and oil roasted nuts (vacuum packed and bagged)
· Duties included interfacing with clients, i.e. marketing, sales, plant personnel and procurement.
· Development of new products, reformulation, line extensions from the lab through plant trials
· Supervise raw material approval for product line
· Supervise technician staff
· Technical service calls at the plant
· Coordinator for the Kroger Co. with the Northern Regional Research Center/American Oil Chemists’ Society’s Collaborative Study on vegetable oil analysis using sensory evaluation and GC volatile analysis
· Technical Liaison with Sales in sales presentations to outside customers
· Involved in researching feasibility of bringing a dry roast nut operation to the current oil roasting plant in Murray KY. Capital expenditure estimated at $ 1,000,000.
Senior Food Chemist-Analytical Instrumentation Lab Responsible for performing analyses by instrumental methods (IC, HPLC, GC/MS, FTIR, PES/DCP spectrometry, UV and VIS, Flourimetry) for product breakdown analyses and quality checks.
· Methods development for IC and FTIR
· Product development in beverage flavors
· Formula breakdown analysis for product development staff
· Coordinator for analysis of non-food products i.e. detergents, healthcare products and pharmaceuticals
· Evaluated and recommend purchase of equipment
Dynalectron Corporation, Cincinnati, Ohio 11/81-11/84 Chemist-Worked in direct contact with NIOSH personnel
· Developed for the National Occupational Exposure Survey II a chemical database for recording toxicity and chemical hazard exposure and a corresponding procedure manual
· Interfaced with industrial hygienists
· Researched all incoming exposure data through computer access to the National Library of Medicine and Lockheed data banks
· Trained all incoming personnel on the project
· Retained as a consultant from 11/82 to 11/84
Personal:
42 years old, married, two children |
