Sales Manager
Resume:
Michael A. Wollberg
**** ***** ******** *****, ***** 302
Miami, FL 33133
**********@*******.***
CAREER OBJECTIVE
Challenging general management or senior sales/marketing management
position in the medical, pharmaceutical or food packaging field, focused on
growing domestic and international markets.
WORK EXPERIENCE
Perfecseal, a Bemis Company
5/04 - Present Vice President, Latin America - Perfecseal.
Miami, Florida
Rexam Medical Packaging
3/97 - 4/04 Vice President, Sales and Marketing - Latin
America. Coral Gables, FL
5/95 - 2/97 Global Business Director, Forming Films - Rexam
Medical. Mundelein, IL
Pechiney/Alcan Group
2/95 - 4/95 Sales Director - American National Can.
Cincinnati, OH
9/92 - 1/95 Sales & Marketing Director - PechineyCelograf.
Barcelona, Spain
5/90 - 8/92 Marketing Manager, Processed Meat - American
Nat'l Can. Chicago, IL
Polyfilm, S.A.
5/89 - 4/90 General Manager - Plasticos Polyfim (Brazil).
Wilmington, DE
E.I.DuPont de Nemours
2/88 - 4/89 Product Manager - Mylar Polyester Films.
Wilmington, DE
4/87 - 1/88 Sales Manager, Packaging Products -
NorconDuPont. Sao Paulo, Brazil
6/83- 3/87 Marketing Manager - Latin America, Surlyn
Ionomer resins. Wilmington, DE
8/80 - 5/83 Sales Engineer - Mid-western Region. Industrial
Films Division. St.Louis, MO
6/79 - 7/80 Research Engineer, Mylar Film Research
Laboratory. Circleville, OH
PERSONAL
Education: Masters in Business Administration, MBA, Vanderbilt
University '99
Bachelor of Science, Mechanical Engineering, Duke
University '79
American High School of Milan, Milan, Italy, Class of
'75
` Languages: Fluent in English, Spanish, Portuguese, Italian
and French
Citizenship: Hold both USA and Brazilian Passports.
WORK EXPERIENCE HIGHLIGHTS
Vice President - Latin America, Perfecseal, a Bemis company, Miami, FL. May
2004 to present.
Responsible for Bemis' US$100m Healthcare business in Latin America, that
includes the manufacturing operation in Puerto Rico and in-country Sales
and Marketing teams throughout the region focused exclusively on the
medical and pharmaceutical end-use markets.
- Developed the "Americas" pharmaceutical packaging strategy by leveraging
the legacy Alcan Brazil healthcare business, and integrating it into
existing North American programs and new initiatives in key markets such as
Mexico, Argentina and Colombia. Segmented the customer base, rationalized
product sourcing, set priorities by country, trained sales personnel,
justified capital investments and identified potential acquisition targets
to establish the business platform for a pan-American pharma business.
- Consistently delivered double-digit year-over-year sales and profit
growth in Medical packaging by entering new markets (Brazil & Colombia),
improving logistical support (Distribution Centers in Costa Rica and Puerto
Rico), implementing a more coordinated approach to customer/project
management, introducing innovative products and instilling a customer
focused culture.
- Turned-around the troubled Puerto Rico operation by integrating it with
the USA operations, reducing headcount, focusing all resources on meeting
customer satisfaction metrics and upgrading manufacturing assets. The PR
operation is now "Best in Class" in terms of safety, quality, OTIF, and
profitability.
Vice President - Latin America, Rexam Medical Packaging, Coral Gables,
Florida. March 1997 to April 2003.
- P&L responsibility for Rexam's $45 million "Medical" packaging business
in Latin America.
- Established the market leadership position in the region by tripling
sales and profits over a 6 year period. Started up JVs in Mexico and Brazil
for local production of select Medical packaging products and created a
regional sales network comprised of Rexam dedicated resources and
independent sales agents.
- Quantified the LATAM market opportunity for Hospital, Medical and
Pharmaceutical packaging. Developed strategic options including proposals
for acquisitions, joint ventures and strategic alliances.
Global Director - Forming Films, Rexam Medical Packaging, Mundelein, IL.
May 1995 to February 1997.
- Responsible for Rexam's 3 plant, $80m, forming film business. Developed
the first global strategic business plan. Rationalized product lines and re-
focused R&D programs on innovative lower cost/higher performance
technologies. Trained the global sales team and simplified the
pricing/costing process. Rexam regained the market leadership for forming
films in 1997.
Sales Director - National Accounts: American National Can Company,
Cincinnati, OH. Feb. '95 to April '95.
- Left shortly after beginning this Cincinnati based assignment to pursue a
Chicago-based opportunity with Rexam Medical Packaging.
Director of Sales and Marketing, Pechiney Celograf, Barcelona, Spain.
September 1992 to January 1995.
- Responsible for integrating the newly acquired Celograf business into
Pechiney's pan-European corporate-led marketing strategy and for turning-
around declining sales and profitability trends of this flexible packaging
operation with sales focused on snacks, confectionary, meat and tobacco
packaging markets valued at $60m p.a..
- Analyzed the Spanish packaging market and rationalized Celograf's highly
fragmented customer/end-use market base. Focused resources on existing and
potential European customers in the selected 5 key market areas.
- Increased market share at existing accounts by 30% and developed new
sales at pan-European customers of $12million by developing aggressive
volume driven pricing proposals.
- Reduced distribution costs by 17% while improving customer satisfaction
levels by re-organizing the sales and customer service departments and
streamlining the order entry process.
Marketing Manager - Processed Meats, American National Can Company,
Chicago, IL. May '90 to Sep. '92.
Responsible for the profitability and strategic direction of ANC's $75m
processed meat business, comprised of more than 2000 printed, laminated and
coextruded film specifications, produced in nine North American
manufacturing locations, and sold nationwide to leading meat processors.
- Increased sales by 8% year-over-year by focusing resources on emerging
opportunities in the poultry and foodservice markets.
- Forged a strong sales and marketing team by removing organizational
barriers and involving account managers and R&D in policy and pricing
decisions. Won the coveted DuPont Packaging Award for an innovative retail
chub package.
General Manager, Plasticos Polyfilm (Brazil), Wilmington, DE. May '89 to
April '90.
Developed and implemented a North American distribution network for Brazil
made "Cook-in" specialty films for meat and poultry packaging. Established
sales totaling $2 million by training distributor sales agents and
qualifying thermoformable films and pre-made foodservice pouches at a
handful of national food processors.
Assistant Product Manager - Mylar Polyester Films, DuPont, Packaging
Products Division, Wilmington, DE. February 1988 to April 1990. Responsible
for the sales and profitability of the $30m, highly profitable, specialty
coated segment of the PET film business. Prepared the business plan and
operating budget, prioritized R&D projects, and supported the 30 person
national sales team.
Sales Manager - Packaging Products, Norcon-DuPont, Sao Paulo, Brazil. April
1987 to January 1988. Nine month, in-country temporary assignment designed
to hire, train and provide direction to a new sales team within a newly
created JV. Maintained +30% growth rate and was awarded a "Special
Contribution" award.
Market Programs Manager - Latin America, DuPont, Wilmington, DE. June 1983
to March 1987. Developed the embryonic Latin American market, for Surlyn
ionomer sealants and Bynel coextrudable adhesives, by promoting the high-
value-in-use of these "specialty" resins to leading flexible packaging
convertors throughout the region. Trained DuPont subsidiary personnel and
independent agents. Conducted end-user pull through seminars for leading
food processors and technical trouble-shooting sessions with leading
convertors. Sales grew from $1 to $12million over a five year period.
Sales Engineer - Midwestern Region, DuPont, St. Louis, MO. August 1980 to
May 1983. Marketed heavy gage PET films to electrical/electronic OEM's in a
ten state central USA region.
Research Engineer - Mylar Polyester Films Research Laboratory, Circleville
OH. June 1979 to July 1980. Recruited from Duke University to improve
polymer throughput efficiencies in DuPont's original PET film plant.
REFERENCES AVAILABLE UPON
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