Sales Chemical Engineering

Matthew J. Wojnovich

*** ****** ** – Easton, PA *8045

215-***-**** (cell) ************@*****.***

Well-educated professional with exceptional business management skills and strong chemical engineering background looking for a position as a global market intelligence and/or marketing manager

Career Summary

TABrown & Associates., Reading, PA – July 2012 to Present

Vice President Business Development

Business development for market intelligence consulting firm focused on chemical industry with Fortune 100 clientele

oProprietary projects in strategic and market planning, competitive intelligence, acquisition and merger analysis, patent valuation as well as cost and manufacturing analysis

Development of relationships with clients to develop the pipeline and foundation for future growth

oRelationship building is with both current clients as well as “cold calling” to build new potential projects

Successfully completed projects with three Fortune 100 clients and am currently working on expanding relationship developing sales of over $500K per year

DuPont Performance Coatings, Wilmington, DE – Feb 2009 to July 2012

Global Market Intelligence Manager

Built a competitive advantage for Global DuPont Performance Coatings by guiding the global team to set up a market intelligence system that maximizes flow information from primary and secondary resources to be analyzed and disseminated appropriately. Championed change in the regional strategic planning process so that key information such as market share, competitor strategic intent, competitor channel strategy, customer satisfaction are available at the beginning of the strategic planning process. Developed skill sets of sales, marketing and technical to maximize the amount and quality information that is gathered to be analyzed

oRecent strategic plan used information to build in projects that will increase income by more than $200 million

Championed change and drove effective execution of the market intelligence work being done across each region. Enhanced methodologies and effectiveness of projects and individual teams working on specific tasks stressed as knowledge gaps by leadership team. Tasks include the evaluation of the following but are not limited to these:

oLeading indicators

oStrategic intent of competitors

oMarket size, growth and market share

oEvaluation of channel strategy

oCustomer satisfaction at shop level

oTechnical evaluation and development of sales tools for waterborne coating system

oIdentification of 'winning' shops

oEffective use of strategic mapping

oBetter understanding of local players particularly in developing countries

Built organizational talent by working with the regional market intelligence leaders to improve overall capability of the Global DuPont Performance Coatings business. Coached and communicated with identified leaders of the market intelligence team to insure progress in understanding of market intelligence.

oGrew group from one trained resource (myself) to a group of 15 globally who work together on market intelligence and marketing activities

Worked with resources within other DuPont business units to delineate the value of competitive intelligence as well as to train staff on techniques of analyzing and disseminating information

oLead training sessions with business leaders in these units as well as their teams to show that a good market intelligence system can maximize profit while minimizing risk

DuPont Corporate Marketing and Sales, Wilmington, DE – May 2007 to Feb 2009

Pricing Manager and Competitive Intelligence Competency Leader

Supported all DuPont business units with pricing analysis support

oProjects in strategic and transactional pricing, competitive intelligence, acquisition and merger analysis, segmentations, channel strategy and cost and manufacturing analysis

Led projects across DuPont that resulted in over $100 million dollars in pricing relief

Worked with resources within the DuPont business units to explain the value of competitive intelligence as well as train staff on techniques of analyzing and disseminating information

oTraining led to leadership’s capability to maximize profit and reduce risk during strategy planning sessions

Strategic Analysis Inc., Reading, PA – August 2001 to May 2007

Project Director Chemicals Practice

Project director for business intelligence consulting firm focused on chemical industry with Fortune 100 clientele

oProprietary projects in strategic and market planning, competitive intelligence, acquisition and merger analysis, patent valuation as well as cost and manufacturing analysis

Directed global cost manufacturing, market and acquisition study for market leader in nutritive and non-nutritive sweeteners that led to implementation of a new strategic plan that involved the establishment of alliances in Europe and the acquisition of a Asian competitors manufacturing capabilities

Guided a team in a global market and acquisition study of the life sciences/drug development market that led to the implementation of a new business development strategy that started with a $700 million dollar acquisition of a key proteomics supplier

Led a patent valuation project that uncovered several potential markets in the chemical manufacturing and life sciences fields that propelled a patent licensing initiative that could potentially provide a $50 million dollar revenue stream

Arthur Andersen, LLP, Philadelphia, PA – June 1999 to August 2001

Consultant in Intranet and Portal Practice

Developed and implemented sales force solutions for a large railroad company. Located potential and existing customers throughout the United States. Set-up and planned the allocation of sales force to take advantage of promising sales opportunities. Created of strategy to implement new system of territories for sales force.

Led on the administrative side of implementing a Documentum management system and team initiative to set-up an Intranet site as well as document management system for large government agency.

Education

Villanova University – Villanova, PA

Master of Business Administration. May 2000

Master of Science, Chemical Engineering. May 1996

Bucknell University – Lewisburg, PA

Bachelor of Science, Chemical Engineering. May 1994

Affiliations

Assistant Coach, Villanova Lacrosse Team – September 1994 – May 2000

Four Year Lettermen, Bucknell Lacrosse Team – September 1990 – May 1994

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