D onald J. (DJ) Wroble, Jr., M BA

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

Marietta, GA 30067

770-***-****

abh6f2@r.postjobfree.com

http://www.linkedin.com/in/donaldjwroble

G LOBAL B US I N ESS D EVE LOP M E N T & SALES E XECUT I V E / SEL L I NG E F FECT I VE NESS

C ONSULT I NG

Achieves Results through Strategic I nnovative Leadership

H ighly accomplished international business development, sales and program manager executive, with expertise

i n selling effectiveness optimization and commercial information technology (IT) strategy. Extensive experience

i n the chemical, urethanes, energy, coatings, inks, oil field services, mining, food, automotive and industrial

markets. Strong t rack record of leadership success building high performance teams. Consistently delivers

bottom line results through a collaborative and metrics driven approach, by establishing clear expectations,

accountability and a sense of urgency.

Core Competencies and Skil ls

I nternational B usiness Development Sales Effectiveness Consulting

Sales Leadership Value Proposition Development

M arketing Channel Optimization

B usiness Strategy Technical Innovation Development

F inancial Analysis Global SAP roll-out – Commercial BPO

B usiness Case Development Commercial Process Optimization

Global Relations IT Program Management

Strong Delegator Negotiations

Continuous P rocess Improvement Commercial Information Technology (IT)

Customer Relations Management (CRM) SPIN Selling Coach

Demand Management /S&OP Strategy Lean Six Sigma – Green Belt

SE LEC TE D A CCO MP L ISH M E N TS

L eadership

• Directed a global commercial team of 45 sales professionals and 110 channel partners to realize double digit

p rofitably grow for a $45M/year specialty textile inks business, leveraging global brands like Nike and

Adidas.

• Led a global GE enterprise solutions business development team targeting $2B growth in the chemicals

segment for energy and water technologies, which includes the development of coal gasification with carbon

capture.

Global Business Development

• Increased global sales channel efficiencies through a performance based distributor strategy, which resulted

i n the closure of $16M of new business for a specialty textile inks business.

• Grew a specialty urethanes business +40% from $78M to $110M per year, while reducing selling expenses by

43% and achieving the highest contribution margins for the division.

• Directed senior level strategic account management of large multi-national companies like Dupont, Uniroyal

and Johns Manville for $175M/yr of basic urethane chemical sales.

Consulting

• Increased EBITDA by $15M for a $600M Specialty Urethane Business through channel optimization, which

i ncluded cost to serve, segmentation, rationalization and business rules implementation.

• Increased net margins $10M/yr for a $750M Hydrocolloid Specialty Additives Company through channel

optimization, which resulted from a 20% reduction in costs through efficiency improvements and higher

revenue.

• Commercial BPO for a global SAP and SAP APO demand management platforms. Program manager for the

development and implemented of global customer relationship management (CRM) process, which allowed

10% reduced SG&A costs and $50M year EBITDA growth through increased commercial efficiencies.

• Developed a sales effectiveness and order to fulfillment optimization strategy to increase new business

revenue and prepare a $300M mining services company’s integration with their global parent.

E D UCAT ION

Masters Business Administration ( MBA) - I ndust rial Manufactu ring-honors, X avier University -

C incinnati, OH

Bachelor of Science (BS) - Chemistry & Business-honors, U niversity of Louisville - Louisville, KY

P ROFESSIONAL E XPER I E NCE

WROBLE E NT ERPR ISES, AT LANTA, GA 2008 – P RESENT

SELL I NG E FFECT IVENESS C OM MERC IAL I T STRATEGY D EVELOPMEN T C ONSULT ING

A ND

Provide consulting services to optimize selling effectiveness and commercial process optimization, by leveraging

I T applications and six sigma methodologies to realize increased financial return on investment results.

• Assessment of personnel, business strategy, value proposition, market, and commercial & IT processes.

• Joint development of commercial strategies to optimize performance of people, products and processes to

i ncrease new business closes, market share, revenue, margins and return on sales.

• Commercial IT solutions strategy development and implementation program management to improve

p roductivity. (SAP, S&OP/Demand Management; CRM; Channel Optimization; Cost to Serve; Business

Rules)

M I NOVA A MER ICAS, G EORGETOWN, KY – VP C OM MERC IAL C ONSULTANT 6 -

M ONT H P ROJECT

2012

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Donald J. (DJ) Wroble Jr., MBA - Executive Resume

• Developed a selling effectiveness and order to fulfillment optimization strategy to increase new business

revenue, improve efficiencies and prepare Minova mining service’s integration with their global parent

O rica.

• Included an assessment of the business; establishing financial accountability by sales professional;

i mplementation of a sales funnel process; optimized order to fulfillment (OTF) process; commercial

succession planning; a formal training development strategy and implementation of SPIN Selling

methodology.

P OLY O NE C ORPORAT ION, A tlanta, GA 2009 - 2012

Global D i rector of Sales – Specialty I n ks & Polymer Systems

Directed a global commercial team of 45 sales professionals and 110 channel partners to realize double digit

p rofitably grow for a $45M/year specialty textile inks businesses in +60 countries.

• Increased revenues 11%; gross margins 15%; operating income 30% and new business closures 36% by

g rowing market share in a mature industry through a metrics driven, customer centric value selling

approach.

• Increased global sales channel efficiencies through a performance based distributor strategy, which

resulted in the closure of $16M of new textile screen printing inks business.

• Developed and implemented a r igorous “Sales Playbook” program to drive results by increasing focus on

sales funnel management, coaching, t raining, strategic planning and leveraging of channel partners.

• Leveraged “Sales Force” CRM dashboards, reporting and sales funnel to manage all activities & results.

• Managed global brands (ie. Nike, Puma, Adidas, Carters) to generate pull through demand strategies for

custom textile screen printing and service solutions.

GE E NERGY I N FRASTRUCTURE – P OWER & WATER, A tlanta, GA 2008 - 2009

Global Commercial General Manager Petro-Chemicals

Led a global enterprise solutions business development team targeting $2B growth in the petro-chemicals

segment for energy and water technologies, which includes the development of coal gasification with carbon

capture.

• Directed value pricing initiative to push gasification of coal or other carbon materials to chemicals and

f uels, as an alternative feed-stock and energy source to meet industry sustainability challenges.

• Identified and developed a $1B opportunity to upgrade refinery bottoms into power and poly-gen feed-stocks in Saudi

Arabia utilizing GE gasification technology for Dow and Saudi Aramco.

• Identified, developed and rolled out a $250M waste fuels program, which allowed chemical plants and refineries to

covert low value process by-products into electricity and steam.

• Six Sigma Green Belt; CECOR Marketing; Pricing Strategy and Advanced Management Training.

J M H UBER /CP K ELCO C ORPORAT ION, Atlanta, GA 2005 - 2007

Global D i rector Commercial I T P rocesses

Internal commercial consultant working directly for the Executive Vice President of Sales & Marketing to

i ntegrate and optimize four (4) companies into one CP Kelco, by developing and implementing Global standard

sales processes, IT strategies, policies and procedures to optimize profitability.

• Business Process Owner for Global SAP 4.7 ERP, APO Demand Management and Business Warehouse

p latforms.

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• Program Manager for Customer Relationship Management (CRM), leading an IT team to develop the

strategy, specifications, budget approvals and adoption of a Sales Logix based platform for +300 end users

globally.

• Worked collaboratively globally with the IT project team, IBM and four (4) businesses to successfully

i mplement all IT initiatives on time and under budget to better serve our customers and achieve CP Kelco’s

f inancial targets.

• Developed strong documented processes, training, metrics and incentive strategies to assure 100% adoption

r ates.

• Led additional commercial process optimization and selling effectiveness initiatives: Working Capital

Champion, for account receivables; Value Selling Training and Legal Commercial Contract Management.

• Developed and executed channel optimization strategies, which included cost to serve, customer segmentation

and business rules, which delivered in a 20% reduction in selling costs and higher revenue through efficiency

i mprovements, resulting in increased margins of $10M/yr for a $750M Hydrocolloid Specialty Additives

Company.

• Six Sigma Transactional Green Belt and commercial lead for lean manufacturing initiative.

BASF CORPORAT ION, N orth America 1985 - 2005

Specialty & Automotive U rethanes Sales M anager - Chicago, I L 1999 - 2005

Directed fourteen (14) sales and technical service professionals and integrated three (3) acquisitions

for a specialty urethanes business serving both the industrial and automotive markets.

• Grew region sales to $110M (+40%), with the highest cont ribution ma rgins per

h eadcount by working closely wi th our technical innovation teams to develop and

commercialize custom solutions for la rge customers like Ford, I n t ier, Leer, Ha rley

D avidson, John Deere, Sub Zero, Great Dane, Genmar and Pola ris.

• I ncreased EB I T by $15M for a $600M Specialty Urethane Business th rough channel

optimization, which included cost to serve, customer segmentation, rationalization and

b usiness r ules implementation.

• Developed and implemented demand planning SAP APO process to improve forecasting.

Commodity U rethanes Global Strategic Account Executive - M t. Olive, NJ 1995 –

1999

• Managed $175M per year of executive account management to large multi-National Accounts,

coordinating all activities across BASF divisions and groups on a Global basis within the BASF

matrix organization.

• Corporate task force team member for SAP roll-out; sales force automation (SFA); working capital

optimization; t raining projects; ISO and QS 9000 certification. Also an Internal ISO/QS Auditor.

Hyd rochloric Acid Ma rket Development Manager - Houston, TX 1993 – 1995

• Developed and Implemented hydrochloric acid market strategies, which resulted in

selling out 100% of new waste stream capacity, Increasing sales by over 250% and returning $1.25M

chlorine contribution.

• Directed channel and export sales, technical service, and negotiation of long term

contracts.

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Donald J. (DJ) Wroble Jr., MBA - Executive Resume

• Project Manager for construction of a rail car trans-loading terminal to support

logistics with ChemCentral.

Specialty Food & Beverage Key Account Manager - St. Louis, MO 1991 – 1992

• Promoted as a top 4 sales professional, to maintain business at our major customers (Anheuser

B usch, Coors and Ball), after an industrial explosion destroyed 60% of our manufacturing capacity.

• Grew terri tory by 20% from $7.5M to $9M per year, by successfully penetrating coil coating market

w ith a new water based technology, achieving the highest margins for this new market and

i nnovation.

Food & Beverage Coatings & I n k Technical Sales Representative - Anaheim, CA

1988 – 1991

• Grew territory by 44% from $1.8 Million to $2.6 Million per year in the Food and

Beverage Market.

Food & Beverage Coatings Development Chemist - Cincinnati, OH 1985 –

1988

• Conducted coatings R & D, field technical service, manufactu ring support and process

development for the metal decorating market.

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