Sales Manager

John Merlock

Chicago, Illinois . 773-***-**** . *****@***.***

Sales Leadership: Specialty Chemicals - Adhesives / Sealants

Accomplished in growing sales and territories, sustaining a healthy bottom-

line, and ensuring customer satisfaction. Expert in managing accounts,

pricing strategies, and negotiations; empowered Specialty Chemicals

companies to increase revenues and client base. Insightful industry veteran

with knowledge of adhesives, sealants, and coatings to clearly articulate

the benefits of chemical products to decision-makers. Areas of expertise

include:

Consultative Sales . Project Management . Business Development . Direct

Sales . Key Account Management

Technical Solution Selling . Distributor Support & Development .

Relationship Building . Pricing Strategies

Negotiations . Team Building . Resource Management . Market Penetration .

Product Training

Selected Career Highlights

Cytec Industries:

. Ignited territory growth (9%) by strengthening distributor relationships,

participating in joint selling efforts, acquiring new accounts, and

driving pricing negotiations.

. Spearheaded new urethane adhesives projects valued at over $4 million

amidst declining product line sales.

Henkel Corporation:

. Closed and commercialized two large-scale syringe bonding projects.

. Secured multiple product introductions to boost sales volume 21%.

Renegotiated the pricing contract between Henkel Corporation and Grainger

and reversed a history of contentious relations between the two

companies.

. Contributed to overall volume growth ($1 million to more than $10

million) over a 10 year period.

Professional Experience

Cytec industries . Chicago, Illinois . 2008 - 2009

Global specialty chemicals and materials company serving multiple markets.

Midwest Regional Sales Manager - Specialty Urethanes Group: Targeted

companies across multiple industries, including electronics, aerospace,

adhesives, automotive, medical, military, and building materials. Sold

potting, encapsulating, and conformal coating solutions with urethane and

epoxy formulated resins and urethane adhesives directly to accounts and

through a distribution network. Managed a 9-state territory.

Henkel Corporation, Industrial Division . Chicago, Illinois . 1991 - 2007

World market leader in adhesives, sealants, and surface treatments;

formerly Loctite Corporation.

Strategic Accounts Manager - Medical Market Group (2005 - 2007): Cultivated

and managed major medical device accounts in the Midwest. Led strategic

development and delivered key support to local territory reps with their

medical accounts.

. Leveraged expertise in light curing and cyanoacrylate adhesives, adhesive

joint design, medical disposables design, and process equipment to create

on-target customer solutions.

Adhesives and Sealants Specialist (2002 - 2005): Built and grew the sales

territory in the Northeast Illinois. Established OEM and MRO customer

bases. Equipped distributors with the ability to effectively represent the

company's products by providing technical training and guidance. Launched

new products. Spearheaded pricing and contract negotiations.

. Generated an additional $129,000 in revenue (8% growth) through effecting

prospecting and collaborating on sales efforts with distributors.

. Built an extensive customer base and heightened the visibility of the

company's products by providing critical product training to more than

400 manufacturing, design, and maintenance professionals.

JOHN MERLOCK . *****@***.*** . PAGE TWO

Professional Experience

(Continued from previous page)

Henkel Corporation, Industrial Division (cont'd)

Account Manager - Special Sales Division (1991 - 2002): Spearheaded

joint/private brand and specialty distribution business in major accounts,

including McMaster-Carr, Navistar, Clark Material Handling, NACCO Material

Handling, and Sommer & Maca. Sold from a product portfolio that included

anaerobic, epoxy, cyanoacrylate and silicone adhesives, as well as a line

of maintenance products including parts cleaners, hand cleaners, and

lubricants.

Selected Contributions:

. Achieved top ranking out of a total of 150 sales representatives for

sales volume growth.

. Honored with 2 Sales Leadership Awards, reserved for the top 10% of sales

force, as well as the Champions Award.

. Grew sales at McMaster-Carr 153 from $1.5 million in 1995 to $3.8 million

in 2000.

. Selected to manage the $6 million Grainger account with a focus on

restoring a wavering relationship.

Additional Career Experience

REHAU INC, Global polymer solutions, specializing in PVC plastic

fabrication.

. Assistant Sales Manager - Midwest Region (Elk Grove Village, Illinois)

. Product Manager - Silicone Products (Leesburg, Virginia)

. Inside Sales Coordinator - Automotive Division (Leesburg, Virginia)

Other previous roles included Consultant - Programs Management Group for

Peat Marwick Main & Company, Industrial Marketing Intern for Kennametal,

Inc., and Engineer - F-5/F-20 Airborne Equipment Group for Northrop

Corporation, Aircraft Division. Details on request.

Education / Training

MBA, The University of North Carolina at Chapel Hill

BSME (Mechanical Engineering), The University of Notre Dame

Helping Clients Succeed - Franklin Covey (consultative sales training

program)

Certified Trainer - Henkel

Public Speaking and Human Relations - Dale Carnegie

Technical Summary

Microsoft Office, Outlook, CRM . Lotus SmartSuite, Notes . ACT!

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