Sales Manager
Resume:
James P. Hitchcock
Chicago, IL 60657
Telephone: 312-***-**** E-Mail: **********@*****.***
Professional Profile
Goal-achieving chemical industry sales professional with excellent skills in consultative selling, strategic planning, finance, technical service, and relationship building.
Skills/Professional Accomplishments
SALES
As Account Manager, secured and closed sales; increased revenue by 40% in a 2 year period.
Consistently achieved profitable growth and exceeded revenue and profit margin targets.
As Product Manager, increased chemicals market share by 20 percent in one year by introducing new technologies and products.
Uncovered new sales opportunities by leveraging existing customer relationships.
As Regional Sales Manager, prospected for, identified, and created contacts with over 70 new business opportunities in the first10 months.
As Sales Process Engineer, successfully saved a $900 K key account that was previously on the verge of being lost.
Converted customers by providing superior technical support.
Effectively selected and managed profitable relationships with distribution partners.
Regularly prepared and gave effective sales presentations.
Acted as the point of contact for key strategic accounts.
Effectively identified customers' needs, and built multilevel, long-term, key customer relationships from end users to the corporate executive level.
TECHNICAL
As Technical Service Specialist was personally responsible for technical problem solving at accounts with over $2.5 million in annual chemicals sales.
As Program Manager, directed and coached a field technical service team that differentiated our company by having an exceptionally strong reputation among customers, and was responsible for accounts totaling over $10 million in annual chemicals sales.
Worked closely with laboratory personnel in developing products based on customers' business and application needs.
Managed multiple successful plant trials and water system projects at heavy industrial sites.
Managed successful projects on metals finishing lines.
Managed a successful project involving involving a cathodic protection at large steel account.
Delivered frequent technical information training seminars to customer personnel.
As as a chemist, worked effectively in both analytical and R&D laboratories, and managed multiple simultaneous projects.
Provided hands-on technical service in customers' laboratories.
Lead a mutually beneficial project of process improvements, water system installation, and chemical product changes that resulted in $100,000/year net cost savings for the customer while doubling annual income to my company from this industrial key account.
BUSINESS/FINANCE
Negotiated profitable contracts with large key accounts by leveraging competitive advantages.
Prepared accurate budgets and forecasts for key accounts.
As Product Manager, successfully managed product and raw materials changes that resulted in over $250,000 annual cost savings.
Quantified and communicated to customers the value added by my company.
As Product Manager and Account Manager, designed and implemented strategic plans for large accounts.
Wrote successful value propositions and sales proposals.
As Product Manager, set pricing so as to extract maximum value and margin.
Planned effective trade show exhibits.
Created CRM program for maintaining customer records.
Lead cross functional teams (sales, marketing, R&D, technical service and manufacturing) in the development of key performance indicators.
As Program Manager, provided vital competitive intelligence to the sales team.
Work History
Self Employed. 2015 -
Successful financial management of personal investments. Portfolio outperforms S&P 500 by 16%.
J&S Chemical. 2014 – 2015 (laid off).
Industries: Chemical, Metalworking, Die Casting.
Upper Midwest Regional Sales Manager.
Self Employed. 2013 – 2014.
Successful financial management of personal investments. Portfolio outperformed S&P 500 by 11%.
Magrabar Chemical Corporation. 2012 – 2013.
Industries/Industries: Specialty Chemicals. Surfactants. Antifoams. Food and Beverage Manufacturing. Bio-Fuel.
Technical Sales Representative.
Self Employed. 2008 – 2012. Successful management of personal investments. Moved the bulk of investments out of equities very near the peak of the market prior to the crash.
Quaker Chemical Corporation. 1992 – 2008.
Industries/Products: Specialty Chemicals. Metals Manufacturing. Industrial lubricants. Water Treatment. Pulp and Paper. Chemical Service.
Product Manager (promotion). Program Manager (promotion). Account Manager (promotion). Sales Process Engineer(promotion). Technical Service Specialist (promotion). Chemist.
Heraeus, Cermalloy. 1988-1990.
Industries/Products: Chemicals. Catalysts. Precious Metals. Electronics.
Chemist.
Education
Master's Degree
MBA, Finance
Saint Joseph's University, Philadelphia, PA
GPA: 3.6, GMAT: 670
Bachelor's Degree
BS, Chemistry
St. Lawrence University, Canton, NY
Additional Education
DePaul University – Computer science courses. UC, Riverside – Engineering and computer science courses.
Honors & Awards
•Member of award winning team in Quaker Chemical strategic planning competition.
•First place award in Quaker Chemical value proposition competition.
•Quaker Chemical stock option award in recognition of work done in saving and maintaining the LTV Steel account.
•Financial Management Association National Honor Society. The FMA recognizes students who have demonstrated scholastic achievement. Graduate (MBA) qualifications: 3.50 GPA overall, and a 3.50 GPA in finance-related coursework.
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