Sales Manager
Resume:
GARRY L. CULTON
Geneva, OH *****
440-***-**** (Cell), 440-***-**** (Home)
**********@*****.***
CONCRETE INDUSTRY LEADERSHIP
Significant leadership experience in the concrete industry specializing in manufactured concrete products for several years. Certified
Consultant of Concrete Masonry through National Concrete Masonry Association (NCMA) and Construction Documents
Technologist through Construction Specifications Institute (CSI). Experience includes leading teams, increasing sales, enhancing
customer relationships and implementing cost reduction programs. Experience gathering and analyzing competitive information,
monitoring strategies and developing countermeasures. Create and implement strategic marketing plans and programs.
PROFESSIONAL EXPERIENCE
CEMEX, INC., Cleveland, OH 2005 - 2009
Technical Services Manager, MCP (Manufactured Concrete Products)
Provided technical support for MCP customers, regional technical service managers and sales managers. MCP includes concrete
block, architectural block, masonry mortar, segmental retaining wall units, interlocking paving units, concrete landscape products,
concrete roof tile, pipe, hollow-core slab market segments. Travel ~50%.
Improved and promoted MCP support to producers (internal & external customers) on a national level.
Produced over $500K savings per year by enhancing production capabilities through mixture and process optimization.
Contributed to enhanced customer relationships and increased sales by coordinating and participating in several key national
account meetings and seminars.
Improved product knowledge by supporting and assisting with training of regional technical service and sales managers.
Created optimization tools for MCP mix designs, assisted in laboratory set up, and enhanced overall program.
Represented company on associations and committees NCMA, ICPI, and World Center for Concrete Technologies (WCCT).
Published articles, Concrete Products, “Arresting Efflorescence” August 2006 and “Assuring CMU Quality” January 2007,
Concrete Producer, “Quality Sells” December 2007.
Obtained Continuing Education Facilitator (CEF) status through NCMA for providing AIA (American Institute of Architects)
continuing education learning credits. Delivered presentations to architects and engineers.
BASF ADMIXTURES (formerly, Degussa Admixtures / Master Builders, Inc.), Cleveland, OH 1982 - 2005
Technical Specialist – Government Approvals (2004 - 2005)
Initiated and maintained approvals of all products through government agencies. Spearheaded investigations to resolve agency
issues with products. Coordinated independent testing of products. Managed technical customer support issues. Researched,
collected, compiled, and disseminated competitive intelligence information. Managed databases. Managed customer certification
program and participated in industry associations and committees.
Acting Product Manager, Manufactured Concrete Products (MCP) Admixtures (2002 - 2004)
Provided product marketing and technical support for MCP admixtures resulting in nearly $20 million in sales in 2004. Traveled 35%.
Achieved sales growth of 18.1% in 2002, 7.3% in 2003, and 9.9% in 2004 % over previous years.
Honored with the 2002 Presidents Award for accomplishments - Degussa Construction Chemicals.
Analyzed market and customer needs to create and implement strategic marketing plans and programs.
Interacted with R&D and Operations to manage new innovative products and product life cycles of entire line.
Enhanced and managed water-repellent certification program, defining test methods, parameters, and weighted-point system.
Created MCP Admixture Marketing Catalog and associated literature and advertisements.
Led efforts producing significant cost savings and improved quality by providing technical support to sales including running
mix design optimization programs and plant evaluations.
Organized and presented customer presentations and sales training programs, in house and in the field.
Represented company and product lines at industry tradeshows - World of Concrete, World of Masonry, Manufactured
Concrete Products Expo, Construction Specifications Institute, and American Institute of Architects.
Represented company on associations and committees-NCMA, ICPI, WCCT, American Concrete Pipe Association (ACPI),
American Concrete Association (ACI) and American Society for Testing & Materials (ASTM).
Obtained Certified Consultant of Concrete Masonry and Construction Documents Technologist credentials in 2004 (NCMA /
CSI).
(BASF Admixtures, continued) GARRY L. CULTON
Manager, Technical Information Services/ Supervisor, Technical Information Services (1997 - 2001)
Managed team of 3-6 employees. Coached, monitored, and developed team members. Responsible for employee performance
reviews, interviewing and hiring new employees. Provided marketing, customers and field sales employees with technical
information about product performance, installation, availability, and competitive products. Provided project and customer leads to
field sales force. Reviewed purchase orders and provide requested documentation for QA (utility/safety related) orders. Assisted
marketing managers in designing, developing and implementing sales promotion, presentations and media campaigns. Gathered
and analyzed competitive information, monitored strategies and developed countermeasures. Developed and maintained data
sheets, installation bulletins and other technical literature.
Developed high performance team from 3 different groups and cultures - Admixtures, Construction, Ceilcote.
Managed Platinum Lead Program, a 12-18 month National Dodge Program for Rheomix Rheopel Specifications.
Created, implemented and managed corporate faxline, a toll-free, automated fax service, available 24 / 7.
Created, implemented and managed Ask-MBT Program for responding to website customer requests.
Conducted customer surveys for distributors and sales to measure performance and enhance services.
Technical Support Specialist (1993 - 1996)
Provided marketing, customers and field sales employees with technical information about product performance, installation,
availability, and competitive products. Provided project and customer leads to field sales force. Reviewed purchase orders and
provide requested documentation for QA (utility/safety related) orders. Assisted marketing managers in designing, developing and
implementing sales promotion, presentations and media campaigns. Gathered and analyzed competitive information, monitored
strategies and developed countermeasures.
QC / QA Supervisor & Product Developer (1990 - 1992)
Maintained QA Program and Manual. Prepared for and performed internal and external audits. Responsible for supervising
employees, performance evaluations, all incoming quality control projects, creating product certifications and letters of conformance,
scheduling and performing various tests, evaluating new or existing products and QC. Also responsible for methods, calculating,
recording and reporting data from test results; maintaining laboratory and calibrating test equipment and tools. Member of safety and
education committees.
Participated in successful NUPIC (Nuclear Procurement Issues Committee) audits and conducted internal audits.
Led efforts resulting in over $600K in additional profit in 1993 by creating and presenting strategic plan to Operating
Committee.
Developed 2 popular repair products - Emaco T1415, T430 (RE-10, RE-18) that with annual sales of > $2M.
Led efforts resulting in cost savings of approximately $50-60K / year by working on strategic raw material program for Set 45.
Co-authored international paper - High Fly Ash Performance Repair Material.
Lab Assistant, Lab Technician I, Lab Technician II, Product Development Specialist, Sr. Research Technician
Received Managers Award for self-leveling underlayment work.
EDUCATION, CERTIFICATIONS, TRAINING
- BS, Industrial Management (Magna cum Laude)
David N. Myers College, Cleveland, OH
- AS, Manufacturing / Industrial Engineering, Quality (Honors)
Lakeland Community College, Mentor, OH
- Basic Cement & Advanced Cement Technology, Cemex courses (2006)
- NCMA / AIA, CES Provider Training Program (2006), Certified CEF
- NCMA/CSI Technical Sales Training Program (Phase I&II, 2004), Certified Consultant of Concrete Masonry and
CSI Construction Documents Technologist
- Lakeland Community Collge, Quality Control Technology Certificate
- Foundations of Effective Thinking & Business Problem Solving: Critical Thinking and Information Analysis
- Analyzing Financial Statements & Financial Indicators, Effective Presentation & Planning
- Troubleshooting Concrete Masonry (Part I & II, 2003), World of Concrete Seminars, Las Vegas, NV
- Concrete Masonry Technology (2000), World Center for Concrete Technology, Alpena, MI
- PC-21 Transformation Process / Leadership Seminar (1998), PCI 2-day seminar, San Antonio, TX
- ACI, American Concrete Institute (1985, 1991, 1996, 2001, 2006), Concrete Field Testing (certification)
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