Sales Manager

MARKET DEVELOPMENT MANAGER Resume

Title

MARKET DEVELOPMENT MANAGER

Primary Skills

Regional Distribution Sales Leader, Account Manager

Location

US-WI-madison

Posted

Apr-07-09

RESUME DETAILS

MARKET DEVELOPMENT MANAGER

Objective: Seeking opportunity as Market Development Manager to leverage my enthusiasm, creativity, and proven track record of achievement in the following areas to add value to the corporation.

• Strategy Development and Implementation

• Win-Win Negotiation for Business Growth

• Technical Sales • Relationship Development

• Market Research

• Global Project Management

PROFESSIONAL EXPERIENCE

DOW CHEMICAL COMPANY, Midland, Michigan 2003-Present

A leader in science and technology providing innovative chemical, plastic and agricultural products and services to essential consumer markets with an annual sales of $46 Billion.

Regional Distribution Sales Leader 11/2008-Present

Manage and grow sales of Dow Amines to National and Independent Distributors in the Midwest, Southwest and West regions of the United States. Build relationships, understand market trends, and grow market share in each region. Key achievements include:

• Closed and won an estimated $1.2MM in new 2009 sales

Account Manager 3/2005-11/2008

Responsible for maintaining and growing sales of Dow products to Toyota and Hyundai tier suppliers through strategy development, relationship building and win-win negotiation. Proven success with leveraging key customer relationships, understanding of market place and knowledge of Dow/customer decision-making processes to achieve volume, revenue, and profit growth with transnational customers. Recent achievements include:

• Awarded 3.4 MM lbs in annual Dow Polypropylene sales to Toyota Boshoku for 2010 Toyota Sienna program and 8 MM lbs of Dow Polyurethane sales to Toyota Boshoku for the Toyota Highlander and Toyota Sienna programs (SOP 2009, 2010).

• Launched 2.8 MM lbs in annual sales of Dow Polypropylene to Toyota Boshoku for the Toyota RAV4 program (SOP 2008)

• Successfully raised prices by as much as 20% to Toyota and Hyundai tiers in 2008.

Market Development Manager 2004-2008

Responsible for understanding needs of Toyota and Hyundai to identify new business opportunities for Dow. Leveraged internal and customer relationships to position Dow's product, technology, and service offerings. Drove business growth within transnational customer base in an exceptionally fast time frame. Key achievements include:

• Leveraged relationships to gain Dow Polypropylene approval in NA; enabled over 11 MM lbs in annual sales for Toyota vehicle programs worldwide.

• Negotiated modification of spec to obtain Dow TPO approval in NA; enabled pursuit of over $1.3 MM in annual sales for the upcoming Hyundai Sonata and Santa Fe model-refresh vehicle programs.

• Introduced and gained approval for new crash durable adhesives at Toyota enabling Dow to be the first to implement this technology in NA; Drove efforts to leverage this success to other global to enable Dow to obtain 100% global market share at Toyota.

Customer Service Representative 10/2003 - 1/2004

• Innovatively addressed and managed customer concerns to bring about successful resolutions that resulted in continued business (i.e. prevent customer shutdowns).

Market Researcher 6/2003 -- 10/2003

• Develop and implement analytical, probing, and interpersonal skills to obtain information from key stakeholders across the value chain to develop a strategic marketing and sales plan for Dow's entry into a future coating market segment.

OHIO STATE UNIVERSITY, Columbus, Ohio 2002-2003

Graduate Teaching Assistant; College of Engineering

• Taught courses in the First Year Engineering program

• Led coursework development

• Provided meaningful academic support and mentoring to students as measured through quarterly student/faculty evaluations.

Previous experience from 1997-2001 included summer internships at Lucent Technologies, Ford Motor Company, Pratt & Whitney and NASA Lewis Research Center.

EDUCATION / TRAINING

M.S., Mechanical Engineering with Thesis, Ohio State University, Columbus, OH

B.S, Mechanical Engineering with Distinction and Honors, Ohio State University, Columbus, OH

Wilson Learning: Social Styles

RSK Consultants: Sales Process I & II

Miller Heiman: Conceptual Selling

Value Added Sales

Strategic Selling

Value Added Negotiation

Executive Impact

Dow Training: Contractual Principles

PROFESSIONAL AND COMMUNITY ACTIVITIES

Asian Diversity Network: Implementation leader for Dow Automotive

Southeast Michigan Net Impact

Society of Automotive Engineers: Young Automotive Professional Conference Planning committee

Dale Carnegie Leadership Training: Graduate Assistant

BAPS: National Coordinator of Outreach in NA (NGO in consultative status with the U.N.)

National Multiple Sclerosis Society: MS 150 and Mountain Bike Ride participant (Dow Team)

College of Engineering Undergraduate Honors Committee: Student Representative (OSU)

Pi Tau Sigma Mechanical Engineering Honorary: Secretary (OSU)

Tau Beta Pi Engineering Honorary: Alumni Relations Chair (OSU)

Society of Women Engineers: Vice President and Y2000 Career Fair Chair (OSU)

Certifications

See above

CONTACT DETAILS

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