Sales Manager

KENNETH M. JACOBSEN

**** ******** ***** ***** • Dublin, Ohio 43017

Home: 614-***-**** • Mobile: 614-***-**** • ********@******.***

SALES DIRECTOR • DISTRIBUTOR SALES MANAGER • REGIONAL SALES MANAGER

Offering 10+ Years’ Distributor Sales Management and 14 Years’ Direct B2B Technical Sales Experience

AREAS OF STRENGTH & EXPERTISE

• • •

Distribution Channels Direct/Indirect B2B Industrial Sales P&L Responsibility

• • •

Client Management Channel/Distribution Management Indirect Sales Channels

• • •

Matrix Organizations Strategic Business Planning Technical Product Lines

• • •

Employee Relations Creative/Value-based Selling Performance Evaluations

• • •

Sales Presentations Policy/Procedure Development Program Development

• • •

Staff Supervision Contract Review/Recommendation Program Implementation

• • •

Recruiting/Staffing Staff Training & Development Margin Improvement

• • •

Client Needs Analysis Data Analysis Tools/Reporting Expense Control

• • •

New Distributor Models Major Account/National Sales New Market Identification

• • •

Pricing Management Distributor/Vendor Negotiations Product Management

PROFESSIONAL EXPERIENCE

BASF CORPORATION … www.basf.com … Florham Park, New Jersey 1999 to Present

World’s leading chemical company; portfolio ranges from chemicals, plastics and performance products to

agricultural products, fine chemicals as well as oil and gas; operations supported by 97,000 employees.

NAFTA Distributor Sales Manager – Plastics

Brought in to develop and execute strategies reversing distributor program performance; includes management

of $100 million in sales revenue between engineering thermal plastics and commodity plastics businesses (124

million pounds of materials sold annually); ensure performance and development of 5 sales representatives

responsible for execution of strategies growing distributor sales channel.

Administer business development and profit/loss performance of distributor accounts within Styrenics and

Engineering Resins; coordinate and implement new channel sales opportunities via identification, negotiation,

and development of strategic partnerships with decision-makers of leading resellers and distributors.

Scope of responsibilities include identification and pursuit of business opportunities, market share analysis, sales

forecasting, laboratory and technical service requirements, coordination with sourcing and production facilities,

annual budgeting, policy/procedure development, and collaboration with over 350 distributor field sellers;

functioned as only manager in plastics accountable for 2 separate business groups simultaneously for 3 years.

• Met challenge turning around program performance and facilitated gross sales over $100 million (with

distributor sales growth 30% above direct field sales); increased channel revenues 40% within 1st 12 months

of assuming position; grew distributor channel sales to 35% of overall total volume sold within division.

• Enabled 100% company growth within 3 years of accepting position through development of new reseller

network (comprising more than 8 NAFTA partners); included Ashland Distribution, Ravago Manufacturing,

Entec, Channel Prime Alliance, M. Holland Company, Amco, PolyOne, Plastics Solutions.

• Grew Ashland Distribution sales over 200% between 2003 and 2008; recipient of prestigious supplier award

from Ashland Distribution; (results determined by internal field sales and purchasing employee survey

addressing overall performance).

• Increased business over 75% and positioned company as market leader in North America through

implementation of import model program (providing ability to place pricing consistent with imported resin from

Asia); enabled plant to run at capacity while simultaneously quickly developing market share.

• Enhanced operations through redefinition and implementation of organizational processes including customer

service realignment, sales territory realignment, creation of new distributor position, funneling of field market

development and direct seller activities, promotion of cross-functional sales between divisions, distribution of

new price sheets and placement of new server-based quote program.

• Recognized for prior achievements and selected to replace Distributor Director in 2005 (position eliminated

as cost saving measure).

KENNETH M. JACOBSEN Résumé Page 2

• Saved company time and eliminated warehouse storage costs through implementation of buying rules for

distributors (included less packages and more bulk sales); enabled company to save on freight cost through

ability to ship by railcar to appointed warehouses for packaging by distributors.

• Increased awareness of growing distribution as part of overall growth program to increase market strategy

through implementation of “Sell the Sellers” initiative.

• Grew ABS distributor sales 11% (despite ABS plastics market only growing 3%). Credited with selling 60% of

total volume in US and Canada for ABS.

• Improved sales productivity via implementation of training seminars and distributor procedures as guideline

on conducting business with BASF; developed widely-adopted distributor policy.

• Increased cash flow and reduced debt ratio through modification of distributor contracts (reflecting new

terms).

• Facilitated continuous distributor channel improvement through implementation of new measurement and

control drives.

• Contributed to divestiture of polystyrene business.

BAYER CORPORATION … Irvine, California 1990 to 1999

Among world’s largest polymer companies; business activities focused on manufacture of high-tech polymer

materials and development of innovative solutions; main segments served comprise automotive,

electrical/electronics, construction and sports and leisure industries; operations supported by 15,400 associates in

30 production sites. Prior to acquisition, initially employed by Monsanto, 1990 – 1995.

Sr. National Account Manager … Irvine, California

Responsible for 6 key national accounts in Southern California and Mexico with sales over $45 million;

accountable for Bayer’s largest Polycarbonate account (16 million lbs.) in NAFTA; supported Cambro

Manufacturing in Huntington Beach, California.

• Increased business over 30% year over year; implemented cost saving and technical service measures to

capture Supplier of the Year award 3 consecutive years (at Cambro Manufacturing).

Western Region Distribution Manager … Los Angeles, California

Accountable for 3 major distributors throughout 11 western states; managed/motivated 81 sales personnel in

distributor sales force; conducted customer satisfaction survey meetings with distributor branches and major

customers (meetings identified problems, located solutions and improved client relationships).

• Member of Distributor Focus Team and analyzed current distribution needs as well as developed strategies

and recommendations (widely adopted).

Senior Sales Specialist … Los Angeles, California

Retained all clients after instituting price increases; persuaded major clients (Channel Commercial and Spartech

Corporation) of need for improved product mix resulting in significantly increased profits; initiated and closed

major color pack reformulation and approval bringing Monsanto/Bayer additional $250,000 in product level

contribution from 1 account.

Sales Specialist … Detroit, Michigan

Orchestrated major automotive distributor sales to Ashland Distribution; responsible for direct accounts including

extrusion and refrigeration market; served as 1st distribution manager in U.S. (Monsanto); developed position and

exceeded all expectations; success enabled Monsanto/Bayer to expand concept to 4 more across U.S. and

Canada.

• Achieved prestigious 1994 nomination for Master Salesman; 1 of 10 in worldwide nominated; recognized

Achievement Award every year while at Monsanto.

Initially employed by Ashland, Inc. Dublin Ohio, 1985 – 1990

Eastern Regional Manager, Specialty Polymers & Adhesives

Technical Sales Representative, Plastics

EDUCATION & PROFESSIONAL DEVELOPMENT

CENTRAL MICHIGAN UNIVERSITY … Mt. Pleasant, Michigan

Master of Business Administration - 1999

KENNETH M. JACOBSEN Résumé Page 3

FERRIS STATE UNIVERSITY … Big Rapids, Michigan

Bachelor of Science Degree: Business Administration - 1985

Associate of Arts and Science Degree: Real Estate – 1985

NOTRE DAME UNIVERSITY … South Bend, Indiana

Certificate of Diploma: Finance for Non-Financial Managers - 1998

OAKLAND UNIVERSITY … Rochester Hills, Michigan

Certificate of Diploma: Plastics Technology - 1986

MACOMB COMMUNITY COLLEGE … Warren, Michigan

Associate of Arts Degree: Liberal Arts - 1983

PROFESSIONAL ASSOCIATIONS

American Management Association (AMA) 1995-Present

Society of Plastics Industry (SPI), 1993-Present

Society of Automotive Engineers (SAE), 1991- Present

Society of Plastics Engineers (SPE), 1985 - Present

Society of Plastics Industry (SPI), Committee Chairman for Western Conference 1997 –1999

(Past Committee Chairman for Western Conference, 1994-1995)

Society of Plastic Engineers, Inc., Golden Gate Chapter, San Francisco – President, 1989

Society of Plastic Engineers, Inc., Golden Gate Chapter, San Francisco – Vice President, 1988

Society of Plastic Engineers, Inc., Golden Gate Chapter, San Francisco – Membership Chairman, 1986-1988

Society of Plastic Engineers, Inc., Active member of Educational Fund Raising, Detroit Chapter, 1985-1986

HONORS • AWARDS

Signed Distributor in USA/Canada (Channel Prime Alliance) to Multi-year Contract to Represent BASF, 2009

Signed Leading Distributor in USA/Canada (M. Holland Company) to Multi-year Contract to Represent BASF, 2008

Signed Leading NAFTA Distributor (Entec) to Multi-year Polystyrene Contract to Represent BASF, 2003

Signed Largest Distributor in NAFTA (Ashland/General Polymers) to Multi-year Contract to Represent BASF, 2001

BASF Corporation World Seminar Representative for NAFTA in Germany, 2000

Cambro-Outstanding Supplier Performance Award while at Bayer, 1997-1999

Bayer Distinguished Sales Award - 1998

Monsanto Achievement Award, inclusive, 1991-1995

Generals Club Award - Outstanding Sales Achievement in Distribution (Ashland/GP), 1988-1989

Man of the Year – Ferris State University Honorary Achievement Award, 1984 – 1985

7298 Coventry Woods Drive • Dublin, Ohio 43017 • 614-***-**** • 614-***-**** • ********@******.***

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