Sales Engineer

DEREK LOYD CHISHOLM

***** ******* ******* **. ? Midlothian, VA 23112 ? 804-***-**** ?

********@***.***

SENIOR SALES & SALES MANAGEMENT EXECUTIVE

Innovative Leadership ~ Strategic Planning & Execution ~ Contract

Negotiations

Highly driven, performance-focused leader with 26+ years of successful

market and client development. Track record for developing and leading

high-volume, high-margin sales force and distribution effort. Strategic

decision maker for regional market and specific national accounts. Superb

at optimizing talent to improve account penetration initiatives,

enhancing order size and profitability, securing customer loyalty, with a

strong reputation among industry leaders. Effective in a rapidly

changing marketplace with strong account relationship orientation. Core

expertise includes:

? Market Analysis ? Statistical Data and Recording ? Sales,

Sales, Sales

? Project Management ? Automation Feasibility Analysis ? Line Flow

Analysis

? Operational Efficiencies ? Equipment Integration ? Needs

Assessment

? Vendor Management ? Quality-Inspection & Reporting ? Personnel

Management

PROFESSIONAL EXPERIENCE

CANTWELL-CLEARY INC., Richmond, VA 2007-Present

Packaging Sales Engineer (2007-Present)

Brought in to create larger more profitable client mix

High profile account executive for designated geographic territory

(Richmond, VA). Solutions provider of automated packaging systems and

packaging consumables & services, Change agent for corporate identity by

being an information gatherer vs. giver. Catalyst for customer

introspection and "value gap" characterization. Provider of direction and

clarity for client's involvement in goal achievement. Efforts included:

. Developed internal and external relationships crucial to achieving

exceptional results.

. Developed customized polyethylene (PE) product to resolve packaging

issue on high volume retail product.

. Closed $1.6 million annual contract with North American client.

. Closed $800,000 annual contract with European counter part of North

American client (Ireland)

. Have maintained average order profitability of 25% on high volume

packaging consumable sales

. Introduced cost saving packaging automation to client reducing annual

spend by 30%.

. Engineered packaging line to promote "green" schema for client

resulting in 20% reduction post consumer waste, reduction of labor by

35%, increase in productivity by 60%, and provided client with capital

expenditure "payback" in less than 1 year.

SPECIALTY PACKAGING SOLUTIONS/(APES), Richmond, VA 2004-2007

Vice President of Sales (2004-2007)

Niche provider of engineered solutions in the realm of Contract Packaging &

Services. Attained strong market reputation for quick, efficient, and

quality start-ups with focus on automation for medium size production runs.

. Initiated start-up service for new large retail packaging effort;

providing temporary automated production lines within 5-day window and

operating at 95% efficiency, 100 % lot control compliance.

. Strong mix of "Big Box" and retail store displays and order fulfillment.

. $1.3MM Revenues May-December 2004.

. Sold Company in January 2006 to Mirabilis Investment Group.

UNISOURCE WORLDWIDE, INC. 1989-

2004

Area Sales Representative 1989-1990, (Detroit, MI)

Championed new market focus for Unisource with the Big 3 (GM, Ford, and

Chrysler)

. Grew revenue and profit margin over 400% in one (1) year. ($4 million in

revenues and $1.2 million in profit dollars to the bottom line.

. Created and developed new products (co-extruded/laminated food film) for

assembly-line paint process that revolutionized an entire industry.

Products greatly reduced labor and material cost. New product(s) also

reduced "contamination" of the paint area thus reducing the amount of

"rework" vehicles.

. Engineered and sold product that promoted mutilation prevention and

lowered dealer claims against the automakers. One product (Dur-guard)

was placed on the front bumper of medium duty trucks to protect the paint

from "stone chips" in transit to dealers.

. Engineered, manufactured, and sold, Dur-Shield to GM. This product was

designed to protect interior plastic components on fully assembled

vehicles that needed rework (repainted). Product consisted of high

temperature plastic and reflective Mylar to resist 400 degree temperature

in paint curing ovens. This product alone generated well of $250M in

profit dollars.

. Created Specifications, Training Videos, and Compliance infrastructure on

all products developed for the Automotive Industry. Traveled the North

America providing training seminars at all automotive assembly plants.

. Recipient of President's Club Award for over $500,000 in profit dollars.

Regional Sales & Technical Group Manager 1991-2001, (Richmond, VA)

Chosen to create a Packaging Program for Virginia Unisource. Accountable

to three (3) divisions, nineteen (19) Sales Representatives, and three (3)

Technical Support Personnel. Hired, trained, and coached new personnel.

Restructured sales teams, top grading to achieve maximum from sales talent.

At that time, we were the first of the big packaging distribution houses

to successfully implement market segmentation in an established

distribution setting.

. Authored monthly publication Chismo Six Step providing local, regional

and national market segmentation data, sales techniques, and innovations

integral to successful sales strategy.

. Influenced other corporate divisions as the template for a successful

packaging sales program

. Strengthened vendor relations and directed vendor selection for the

Southeast Region,

. Trained and managed 19-member outside sales force in three different

locations generating over 30% growth over pervious year (for 5 years).

Growth in both revenues and profits represented over 60% of the Virginia

Region's total Sales & Marketing picture.

. Received packaging Market Segment of the Year for outstanding growth (5

years).

. Recipient of 1999 Division of the Year for Unisource Southeast.

Packaging Sales Engineer & Consultant (2001-2004), Richmond, VA

Responsible for designing and selling engineered solutions for high speed

packaging lines. . Spear headed start-up for Hewlett Packard in

Richmond, VA. Retained HP as a loyal local and national client until my

departure from Unisource.

. Achieved President's Club Honor (2 years in a row) reserved for reaching

over $500,000 annual profit, reaching all established sales targets, and

a minimum overall margin of 20%+.

. Acquired multi-million dollar, multi-year packaging contract with Hewlett-

Packard. Sales in excess of $18 million within three years (2004)

. Recipient of Innovation Award by Hewlett Packard (2001-2002)

. Established protocol for National Accounts programs for Perdue, Pilgrim's

Pride, and Hewlett Packard.

AFFILIATIONS

INSTITUTE OF PACKAGING PROFESSIONALS (IOPP)

PACKAGING MACHINERY MANUFACTURERS INSTITUTE (PMMI)

EDUCATION

MICHIGAN STATE UNIVERSITY, EAST, Lansing, MI

Bachelor of Science, Package Engineering

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