Sales Manager
Resume:
Michael A. Gust
***** *. **** ***., *******, AZ 85085
____________________ Cell: 940-***-**** Email: abmqjo@r.postjobfree.com
___________________
Executive Leader Providing Strategic Focus, Urgency, Team Accomplishments
and Windfall Profits by Pioneering Value-driven Advanced Technologies and
"Renewable" Products for Niche Markets
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SUMMARY OF QUALIFICATIONS:
* CEO, COO, President in privately held firms / VP Ops in process
technology-driven Fortune 100's
* Demonstrated leadership: Manufacturing, Marketing, Finance, R&D
Technology, EPC, International
* 20+ years of P&L: Engineered fab, Metals, Ceramics, Water, Chemicals,
Environmental Services
* Managed: $300M (million) revenue, Multi plant staffing of 500+, UAW, DBO
projects at $100M+
* Change Agent: $200M+ Greenfields, New Venture start ups, Turnarounds,
Acquisitions
* "Green renewables" pioneer: Biodiesel, Biomass ethanol, Ceramics from
rice hulls, Straw buildings
ACHIEVEMENTS GROUPED BY INDUSTRY:
BIOFUELS & CHEMICALS:
. Safe Renewables Corp. - COO of green biodiesel fuels start up. Tripled
sales record in first month
. Quaker Oats Chemical Division. Manufactured resin and ethanol co-product
from one million tons / year of cellulosic biomass. Incinerated residue
for steam in world's largest fluidized bed reactors
DBO ENVIRONMENTAL SERVICES - WATER & CHEMICAL TREATMENT
. American Water Works - Corp. Director Operations, Western States operated
eight new technology municipal water and wastewater utilities from
Seattle to Tampa serving 1.25 million people
. International Technology Group - Corporate Director of Operations, led
the environmental EPC & Operate industry remediating half of the nation's
contaminated soil and groundwater. Won and executed multiple $100M+ RFP
bids for international JV chemical plants. Earned $25M net windfall
. AMOCO - VP, Operations provided process technology and operations
leadership in the design / permitting / construction / management of
world-class chemical treatment facilities. Chairman of AMOCO / GE joint
venture subsidiary. Managed multiple facilities and a field services SBU
. Chemical Waste Management - Director of Operations responsible for the
staffing and start up of a state-of-the-art $200M+ (capital) greenfield
facility for processing toxic chemicals and wastewater
MANUFACTURED PRODUCTS:
. Agriboard Industries - CEO of a green building products start up with
renewable, patented wheat straw panels. Achieved first sales - $10M
Wachovia Bank. Licensed technology to Colombia, S.A.
. CPG - Acting COO restructured private $20M designer consumer products
manufacturer with foundry, CNC machining and glass operations. Took
first year financials from -11% to +10% EBIT. Took distribution beyond
Macy's and Bloomingdale's. Diversified brand with 30% new products
. Hercules Engine Company - President, COO in turnaround of international
industrial, T-2 auto & military manufacturer. Reversed 10 years of
losses with industry-leading 11% net profit. UAW
. ARCO Chemical & Metals - R&D Plant Manager of new venture developing high
performance metal and ceramic composite alloys. Developed the staff,
process, plant and equipment. Manufactured submicron ceramic fibers from
rice hulls. Took the powdered metal and ceramic matrix composite
technology downstream by fabricating cutting tools, turbine rotors and
DoD aerospace prototypes
Resume of Michael A. Gust ... continued
MANAGEMENT CORE COMPETENCIES:
. Built and operated world-class production facilities by applying
manufacturing and engineering solutions across industry lines. Achieved
results through innovative design, quality (ISO-9000 & 6-sigma),
production efficiency (kaizen continuous improvement), speed to market,
budgetary control
. Three turnarounds / four start ups focused attention on customer
satisfaction; increased revenue and profit; cost and pricing; mentoring
competent staffs; new niche product applications; cash management
. MBA - Strong financial and cost accounting skills bring strategic and
tactical perspectives to business plans by maximizing cash flow, ROI,
revenue, profit, brand positioning, capital planning
. Senior staffs included Presidents and VP / Director Levels of Marketing,
Sales, Operations, Logistics, QA/QC, Engineering, Tech Service, Creative,
Product Design, R&D, Construction, Finance, Labs, MIS
. Sales / Marketing internationally through multiple distribution channels,
including direct sales, reps, distributors, agents, retail and Internet.
Key sales accounts were managed personally at the Presidential or CEO
level. Targeted niche products and services to enhance profits on five
continents
. Outsourced to ISO/QS-rated suppliers in the US, Canada, Brazil, Portugal,
Russia, India, Korea, etc.
. Project Management leadership and Expert consulting. Won and executed
multiple $100M+ EPC projects (engineering and construction). Earned
windfall profits by controlling cost & schedule
. Developed command presence through leadership of multiple EPC joint
ventures, consulting assignments ($3B Korean feasibility study) and multi
plant corporations by promoting common goals
. Community Relations as industry spokesperson / expert witness / paid
presenter / international TV
. Hands-on approach to management stressing: accountability / leadership /
planning / clear strategic direction / focusing on results / tight
financial controls / strong sense of urgency and team dynamics to capture
creativity, consensus, recognition, shared resources, listening,
mentoring and empowerment
PROFESSIONAL EXPERIENCE:
AMERICAN WATER WORKS, Contract Operations for Western States, Phoenix, AZ.
$2.4B NYSE utility in the design, construction and operation of municipal
water & wastewater facilities
Corporate Director of Operations, Western States
2008 to Present
Managed the start up and operation of eight state-of-the-art water,
wastewater and reclamation facilities from Seattle to Tampa. Also meter
reading, billing, distribution. Served 1.3 million customers
. Champion of $240M DBO (design, build, operate) business development
bid opportunity - Tucson
. Identified $2M in recoverable revenues from Atlanta municipal defaults
dating back 3 years
. Slashed $2.3M (18%) from new Phoenix plant budget with process fixes
and utility cost savings
INTERCON, LLC, Sachse (Dallas), TX. Interim consulting assignments in
business and technology
Principal
2006 to 2008
. Prepared acquisition and business plans for new ventures in
biofuels and green building materials
. Brokered sale of chemical plant equipment to JV of French and
Mexican conglomerates
Acting COO for SAFE RENEWABLES BIODIESEL CORP., The Woodlands, TX.
Responsible for elevating marketing, sales, manufacturing and technology
development for 30M gallon/ $100M revenue refinery start up with
innovative continuous plant and animal oil biofuels technology
.
. Set new sales record first month marketing biodiesel to blend as
high valued, ultra low sulfur diesel
. Licensed and started up fuel blending / terminal distribution. Fueled
first electrical grid generators
. Implemented BQ-9000 / ISO-9000 quality programs
Resume of Michael A. Gust ... continued
AGRIBOARD INDUSTRIES, Div. of Ryan Development, LLC, Electra, TX
New venture, marketing & manufacturing SIP building panels based on
patented wheat straw technology
CEO 2003 to
2005
. Broke a two year deadlock with the construction permitting authority
(ICC-ES / ICBO) gaining IBC & IRC (Int'l Building & Residential Code)
certification approving the use of Agri-Panels
. Found niche markets to generate new orders, the first sales ever
following six "development" years and a prior insolvency. Closed $10M
sale to Wachovia Bank, TX
. Licensed technology to Colombia, S.A. Created US and international
relationships to explore technology transfer and new plant sales to
Israel, Canada, Greece, Nigeria, Iraq, Russia, Mexico
. Received initial commitments from privatized military contractors for
housing and buildings each representing $20-50 million in multi-year
contracts based on reduced life cycle cost of ownership
. Established commodity purchase contracts for straw from farmers and
wood from factory sources
. Filled key executive and operational positions. Recruited and trained
the complete staff
INTERCON, LLC, Sachse (Dallas), TX. Interim consulting assignments in
business and technology
Acting COO - consulting assignment for Nambe
2000 to 2003
Privately-held designer consumer products (CPG) turnaround of foundry /
CNC machining / glass tabletop manufacturer. Implemented comprehensive
strategic plan. Restaffed VPs of Sales, Ops, CFO
. Took first EBIT from -11% to +10%. Increased gross margin 15% without
new capital
. Diversified brand from heirloom platters to include tableware,
silverware, jewelry, belts, ceramics
. Used Kaizen events to implement JIT, flow, visual management and waste
elimination
. Increased order completion from 66% to 98% by adding floor-level Gemba
Kaizen / MRPII / DRP
. Improved casting yields from 77% to 97% by value stream mapping into 6-
sigma quality program
. Added centralized distribution, ERP and Web to allow direct Internet
sales and new company stores
HERCULES ENGINE COMPANY, Canton, OH
OEM manufacturer of 4 & 6 cylinder industrial engines, T-2 auto and prime
military contractor, since 1915
President, COO 1998
to 2000
P&L responsibility for 650,000 sq. ft. / 250 employee manufacturer,
reporting to the CEO and Board. Recruited to lead a turnaround, reversing
ten years of red ink that dragged an internationally respected
manufacturer from $108M in sales to $22M. Sales rebounded past $46M
through new strategic relationships with CEOs and Presidents of key sales
and supply accounts. The staff was redirected and empowered to achieve
new levels of performance. Using Lean Manufacturing, inventories were
fine-tuned to resupply all four production lines instead of single line
operation and supported $5M in high margin replacement parts. Sold
through corporate accounts, 46 distributors and international agents
. Implemented ramp-up and operational business plans to achieve industry-
leading 11% net profit
. Structured two equity recapitalization packages with venture
capitalists to fund Hercules' growth
. Used empowerment to increase UAW union productivity 10% - overnight!
. Boosted sales orders by 60% in the first year to $37+M, domestic and
international, by penetrating new markets and improving service to
existing clients
. Identified and implemented $1.5M in material cost savings (11%
reduction) by partnering with customers and outsourcing to ISO-rated
suppliers in the US, Brazil, Russia, India, Korea
. Applied IBM / MAPICS MRP and JIT for international supply chain
management - 42,000 SKUs
. Reduced $7.2M component inventory by 30% with Lean Manufacturing
. Reduced manufacturing cost variances due to assembly line stock outs from
8% to 2.5% (Flow)
. Established fast-track program to achieve ISO / QS-9000 quality status.
Introduced TQM program
Resume of Michael A. Gust ... continued
THE INTERNATIONAL TECHNOLOGY GROUP, Monroeville, PA
Leading US environmental DBO (design, build, operate) & consulting
contractor.
$500M+ revenue
Corporate Director of Operations
1992 to 1998
Turnaround of The Group's sophisticated construct-and-operate thermal
remediation business. During this six year period, I managed the
remediation of nearly HALF of the nation's contaminated soil and
groundwater under Superfund. My leadership role included the full range
of consulting, marketing and business development, engineering oversight,
equipment and process design, estimating, RFP bids, proposal team
leadership, client and PR presentations, contract administration,
permitting, construction, civil and plant operations, field and
laboratory services, and demobilization of domestic and international JV
projects, ranging from $20-144M. Projects required the construction of
modular chemical facilities with 150-200 truckloads of process equipment,
a two to three year plant operating period, followed by demolition and
site restoration. Sample projects: Sikes, TX - $115M (ENR cover story
of Superfund success), Bayou Bon Fuca, LA - $110M and Times Beach, MO -
$70M.
. Project Director in the turnaround of $115M JV construct-and-operate
project for US-EPA. $25M windfall profit was triple the forecast.
Staff of 200-300. Won President's H&S award
. Project Director, Mexico & Korea - first integrated chemical waste
processing facilities - $25/20M
. Asset Manager of five modular chemical treatment plants valued at
$85M, staffing to 500+
. Developed JV to combine Australian smelt furnace technology with US
emission control systems in a transportable plant to recover precious
metals from toxic refinery catalysts and mine tailings
. Proposal Manager / lead technical writer winning $144M Canadian waterway
remediation RFP
. Led three international engineering firms to manage an urban
redevelopment feasibility study for US$3.5 billion Seoul, Korea
landfill closure and waste-to-energy electrical cogeneration project
AMOCO OIL COMPANY, ECOVA / WASTE TECH SERVICES, SUBSIDIARY, Golden, CO
New venture environmental remediation business budgeted for $1.2B in
projects. Closed in 1992
VP of Operations
1990 to 1992
. Design and permitting of two integrated chemical treatment facilities
and a landfill - $320M
. Acquired and appointed Chairman of BP-AMOCO & General Electric JV
incineration SBU, MA
. Acquired and managed environmental field services SBU, CO
. Operated on-site treatment plant for PPG in LA. Built and started-up
treatment plant, NE
CHEMICAL WASTE MANAGEMENT, INC., Port Arthur, TX
Largest US chemical waste management company at $800M in revenue, a
division of WMX
Director of Operations
1987 to 1990
Hired to staff, train, establish operating procedures, start up and
performance test the largest and most technically sophisticated chemical
waste processing / toxic water treatment facility ever constructed
. Started up $200M+ world-class, greenfield incineration / deep well /
stabilization / landfill facility
. Achieved budgeted $55M in first year revenue, on schedule, fully
operational, flagship status
ARCO CHEMICAL & METALS COMPANIES, ADVANCED COMPOSITE MATERIALS SUB, Greer,
SC
New venture specialty high performance ceramic /fibers /metals aerospace
materials business. Sold in 1987
Plant Manager 1982
to 1987
Established 3 new venture SBUs. Developed the process, equipment, plant
(150,000 sq. ft.) and staff to convert rice hulls to ceramic fibers.
Collaborated with Arco Chemical R&D to create fiber reinforced green
ceramic and powdered metal blends as matrix composite materials.
Acquired commercial extrusion, forging, casting, rolled stock and diamond-
tooled CNC machining equipment. Took the business further downstream by
designing and fabricating finished products as high performance ceramic
cutting tools / turbine rotors and metal aerospace / DoD military
prototypes
Resume of Michael A. Gust ... continued
QUAKER OATS COMPANY, Chemical Division, Omaha, NE and Houston, TX
Manufacturer of co-product ethanol from biomass and specialty chemicals for
resin / polymer applications
Process Engineer / Process Analyst over chemicals, water, ww and steam
utilities 1975 to 1981
. Optimized the process pioneering today's biomass technology for wet &
dry ethanol / biodiesel
. Negotiated supply agreements for agricultural commodities, utilities,
rail and barge transportation
. Started up world's largest fluidized bed incinerators with pioneering
waste-to-energy technology
EDUCATION:
. MBA, University of Houston, Clear Lake, 1982
. BS Chemical Engineering, Purdue University
PROFESSIONAL AFFILIATIONS:
. AIChE (Former State Chairman)
. World Congress of Chemical Engineering
. ASME
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