Sales Manager

CHARLEEN HEINKE

**** **** **** ******

Chicago, IL 60614

Cellular: 773-***-****

ab08m0@r.postjobfree.com

SUMMARY

Highly successful business development professional with experience in

chemical industry and aerospace,

industrial, coil, and architectural coatings markets. Increased sales 20%

year over year in flat economies.

Strategic thinker capable of creating innovative long term strategies when

selling new business. Known as a strong closer.

Core competencies include:

. Strategic Business Development

. Excels in Market Intelligence gathering

. Technical Knowledge of Pigments

. Strategic Relationship Selling

. Multi-level Management Selling

. Persuasive Presentation Skills

. Effective Communicator with Chemists

. Hands-on Technical Knowledge of Chemicals

. Excellent Listener

. Supervisory Experience

PROFESSIONAL EXPERIENCE

CURRENT CONSULTING PROJECTS

Independent Consulting - Telemarketing and Market Research

ELECTROCHEMICAL PRODUCTS, INC . 2010 - 2012

Business Development Manager

. Sell unique, value add chemical products to the metal plating industry

. Worked through key trade associations to gather market intelligence

. Develop relationships with new and existing customers to increase

chemical sales

in the IL and WI metal plating industry

. Serviced major OEMs like MasterLock

AKZO NOBEL AEROSPACE COATINGS

2007-2010

Area Sales Manager - Canada and NE United States

. Managed a business development program one of four major OEM Aerospace

manufacturers utilizing specialty resin systems for fuel tank coatings.

This program will be implemented on the new C Series at Bombardier.

Annual sales for these products which will be utilized in all aerospace

fuel tanks will be at least $1 million per year.

. Managed and sold to a five million dollar territory of existing products.

. Brought innovative products to market by working with chemists and

product marketing.

. Managed paint sales for the Presidential Helicopters.

. Successfully sold highly complex products to meet Aerospace engineered

specifications.

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LA-CO INDUSTRIES, INC., Elk Grove Village, IL

2005-2007

Product Marketing Manager, Specialty Chemicals

Responsible for the product management and marketing of the $6 million

Chemical and Allied products line into the plumbing and industrial

production markets.

. Worked with La-Co management team to initiate business development

programs in industries that can use the same technologies used in the

plumbing chemical industry. Partnered with major contractors to set up

contracts for year-end rebate programs.

ROHM AND HAAS COMPANY, Philadelphia, PA

2003-2005

Account Manager Automotive Powder Coatings

. Sold powder coating products to Automotive and Industrial customers in

the Midwest region.

. Utilized proven technical expertise to generate new sales in $2

million automotive coatings market.

. Sold to Tier II and Tier III accounts, defining specifications to meet

Big Three Automotive standards.

THE VALSPAR CORPORATION, Paint Manufacturer Minneapolis, MN

1984-2003

Product Manager (2000-2003)

. Managed new coatings product line in developing Commercial building

Restoration market US wide.

. Developed key relationships with leading industry accounts, achieving

sales of $1 million within the first three years.

. Negotiated with major DIY chains (ie: Lowes, Home Depot) to restore

their store facades.

. Put together corporate programs for large metal roofing corporations

for the refinishing of their product.

Business Development Manager (1998-2000)

. Developed marketing and business plans to introduce a new $2 million

product line into existing markets for the Building Products industry.

. Worked with key resin and pigment suppliers in PVDF coatings to bring new

water base coatings into the building products market.

. Assisted chemists with physical testing in laboratory environment.

. Enhanced product capabilities through collaboration with chemists.

Sales Management (1996-1998)

. Managed $20 million North American Extrusion coatings sales group,

increased sales 24% annually.

. Implemented marketing strategy to take over number one position in the

extrusion coatings industry.

Sales Representative (1989-1996)

. Grew business from $1 million to $5 million in first three years.

. Increased sales by 20% each year.

. Major customers were Deere, Caterpillar, Alcoa, Marvin Windows

. Influenced major clients to upgrade product that generated increased

margins.

. Worked with lab and color computer manufacturers to develop color systems

for customers.

. Used corporate account strategies to enhance sales at major window

manufacturers.

. Increased average volume per account by 30% through creating key account

strategies and implementing key business development plans to move

customers from commodity product to high end, value product line.

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Cost Accounting Supervisor (1984-1989)

. Led organized, motivated and evaluated staff; built an efficient and

effective results oriented team.

. Promoted from General Accountant to Accounts Payable Supervisor and then

to Cost Accounting Supervisor due to demonstrated diligence and

performance.

WELSH COMPANIES, Minneapolis, MN 1983-1984

Accountant

EDUCATION

MBA in E-business, University of Phoenix 2000, GPA 3.99

B.S. in Business Administration-Majors Accounting and Management, Kansas

State University

Courses taken in Biology, Psychology, and Chemistry

TECHNICAL SKILLS

Proficient with Color Instrumentation

Six months laboratory training in basic resin technology

Strategic and Psychological Sales Techniques

Working knowledge of chemicals used in paint, coatings, metal finishing,

personal care

Emphasis on PVDF coatings into the building and construction markets

TRADE ASSOCIATIONS

AESF/NASF - Chicago and Milwaukee Board of Trustees - Current

ChemPharma Board of Trustees - Current

Heinke Page 3

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