Sales Manager

Donald J. Reed

**** *. ********* ***.

Tel: 918-***-****

Tulsa, OK 74136

Email:******@*****.***

PROFILE

Accomplished management professional with an enviable record of growing

sales, lowering costs and increasing profitability. Veteran leader of multi-

discipline teams that deliver continuous improvements. Consistently beats

goals, sales plans and business targets.

Skilled in analyzing existing operations and implementing the necessary

initiatives and business practices to improve profit performance, grow

market share and increase retention rates. Commanding financial and

business acumen combined with practical hands on experience and formal

training in the plastics, chemicals, metals, IT and agricultural equipment

industries.

CORE COMPETENCIES

Operations/Manufacturing Leadership - P&L experience with functional

management responsibility in all disciplines of manufacturing and service

operations. Developing and managing operating budgets. Restructuring and

rationalization of operations, products and projects. Implementing lean

manufacturing processes. Establishing performance metrics and Quality

management teams.

Continuous Improvement & Training - Designing and implementing leadership

enhancement training programs for key manufacturing, service and sales

management units. Initiating Total Quality System protocols in plants to

promote the business culture of continuous improvement.

Sales Management Leadership - Exceptional record of developing and building

top line growth and revenue in competitive markets. Managing key accounts

in core and emerging markets. Building profitable downstream distribution

channels. Skilled in technical consultative selling, developing and

closing multi-year contracts, global account management and resource

planning.

Technology and Engineering - Solid engineering background: metals & alloys,

plastic engineering resins, chemicals, elastomers, specialty polymers,

coatings, shapes, composites, film, fibers, adhesives, colorants and

additives. Sound working knowledge of metal, chemicals & thermoplastic

resin manufacture, conversion processes, compounding, fabrication, testing,

industry, standards and markets.

PROFESSIONAL EXPERIENCE

GLOBAL STRUCTURAL PRODUCTS CORPORATION, Tulsa, OK (2007-2010): Contract

metal fabrication company specializing in heat recovery system structural

support enclosures.

General Manager (2007- 2010)

P&L accountability. Maximize company profits by ensuring efficient

utilization of resources and growing market share. Develop Best Practices

to achieve and maintain highest level of performance in all functions. Set

and manage annual budgetary requirements. Identify and drive processes for

continuous improvement.

Achievements:

. Doubled revenues (>$1MM), in turbulent economic environment by

growing customer base and market share.

. Reduced operating and overhead costs >40% via re-engineering of

production processes and implementing quality systems.

AGCO CORPORATION, Duluth, GA (2004-2007): Fortune 500 international farm

equipment manufacturing company.

Global Program Planner - Hay Equipment (2004-2007)

Co-ordinate worldwide inventory demand management, global build

configurations, JDE/ERP systems and implementation. Facilitate performance

metrics, operating goals, productivity improvements and rationalization

programs that consistently yield improved product output, quality and

customer satisfaction.

Achievements:

. Reduced waste 31%, (>$1MM) in material usage by optimizing

manufacturing platform and processes as well as instituting

controls and accountability.

. Decreased total inventories 43% from 2003 base through

combination of supply-chain management, purchasing, master

scheduling and global utilization initiatives.

HEWLETT PACKARD CORPORATION, Managed Services Division, Alpharetta, GA

(1998-2003): Fortune 500 international computer/peripheral manufacturing

and service company.

Operations Manager (2000-2003)

P&L responsibility of 24/7 technical support call center

with >310 employees servicing ISP analog and broadband networks.

Achievements:

. Re-structured and engineered turnaround of call center

operations leading staff of 22 (310+ employees), to a 26% gain

in profitability.

. Delivered 12 consecutive QTR's of exceeding contractual Service

Level Agreements as measured by performance metrics.

Prior Positions: Lead Supervisor (1998-1999); Corporate Trainer (1999-

2000).

Donald J. Reed - 918-***-**** - Page 2

ALBIS CORPORATION, Rosenburg, TX (1996-1998): International compounder and

distributor with proprietary line of

polyamides, polyesters and cellulosics. Distributor of Bayer, BASF,

Eastman, Fina, Epsilon and Samsung thermoplastic materials.

Regional Sales Manager-Southeast (1996-1998)

Design and energize marketing initiatives in the areas of new business

development, sales performance, commercial contracts, incentive planning,

and budget administration.

Achievements:

. Turned around an under-performing region. Led sales team of 7 to 130%

growth versus prior year revenues. Doubled region sales volume through

account penetration and sales leadership.

. Expanded into new markets. Secured 11 OEM and Tier 1 material

specifications for >5MM lbs. Built a broad and loyal customer base

with leading E/E companies. Increased market share >18%.

BAYER CORPORATION, Polymer Division, Pittsburgh, PA (1991-1996) (1970-1980)

International chemical and

polymer raw material supplier. Engineering thermoplastic product line

consisted of polycarbonates, polycarbonate alloys, ABS, polyesters,

urethane elastomers, hi-grade polyamides, polyphenylsulfides, SMA,

silicones, urethane coatings & adhesives, TPU and PC film. Urethane foam

systems, TDI, MDI and polyols.

Senior Account Manager-Southeast (1991-1996)

Provide growth and management of key accounts and distribution channels in

the Southeast. Focus efforts on sales growth and application development.

Achievements:

. Converted 9 OEM material specifications into actual sales securing a

36% gain in new business revenue, (>$12MM).

. Increased average selling price 26% by rationalizing distribution

product lines improving margins 16%.

Prior Positions: Customer Service Supervisor (1970-1972); Product

Representative (1972-1973); Market Development Representative (1974-1975);

Process Development Representative (1975-1976); Application Development

Representative (1976-1977); Technical Sales Representative (1977-1980).

ELF ATOCHEM N.A., INC., Polymer Division, Philadelphia, PA (1984-1991)

International petrochemical and polymer

raw material supplier. Engineering thermoplastic product line consisted of

hi- grade polyamides, co-polyamides, blocked co-polyamide elastomers,

flouropolymers, silicones, polyamide coatings and adhesives, polyurethane

and polyamide film.

Regional Manager-Automotive (1988-1991)

Develop complete polymer solutions for the North American automotive fuel

systems market. Co-ordinate the business activity associated with the Big 3

and Transplant OEM's. Deliver strategic planning, business development and

sales leadership.

Achievements:

. Led Sales and Technical Marketing team of 11 including 3 manufacturer

representatives to a 27% increase in automotive sales revenues,>$28MM.

. Successfully negotiated 2 multi-year international fuel system

contracts adding > $7.5MM growth of new business.

Prior Positions: Regional Manager-West (1986-1988); Regional Manager-South

(1984-1986).

SOUTHEASTERN KUSAN, INC., Division Bethlehem Steel Corporation, Greenville,

SC (1980-1984) Contract & proprietary plastic component

manufacturing division of Bethlehem Steel. Company operated 5 manufacturing

plants serving the Business Machine, Automotive and Building Product

markets. Primary processes: injection molding, extrusion/compounding,

painting, plating and assembly.

Vice President Quality Assurance (1981-1984)

Corporate Senior Operating Executive with P&L stewardship of 5

manufacturing facilities. Charged with driving the organization to achieve

low-cost producer and quality leader status. Established performance

metrics, operating goals, budgets, realignment initiatives, productivity

improvements and cost-reduction programs that delivered improved product

output, product quality and customer satisfaction.

Achievements:

. Led staff of 9 (190 employees), in developing and driving cost-

reduction initiatives resulting in >$15MM savings in 2 years through

process automation and rationalization of 3 manufacturing plants.

. Decreased operating waste 24% while reducing labor costs >$500K by

implementing Statistical Process Controls, Design of Experiments,

isometric drawings and dimensioning practices that optimized

manufacturing processes.

. Launched compounding operation that integrated new and existing

equipment into 2 lines for proprietary compounds.

Prior Positions: District Sales Manager - Southeast (1980-1981).

Education & Professional Development

Bachelor of Science Degree Program: Business Administration

Kent State University, Kent OH

Professional development programs: Management, Sales & Marketing,

Leadership, Finance, Plastics Technology, Quality Management and

Information Systems.

Learning Institute, AMA, SPI, SPE, SAE, ISPA & ASQC

MS Word, Excel, Power Point; Acrobat; JDE; SAP; AS/400; Citrix; ACT

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