Manager Sales

Business Leader driving profitable growth through optimization and innovation.

SUMMARY

Strategic and technically savvy Business Leader with 20+ years of progressive experience across a diverse range of responsibilities at one of the world's largest chemical companies. High level business & financial acumen coupled with broad technical knowledge are the foundations of success in: New Product Development & Launch; Manufacturing & Distribution Network Optimization; Product Management. These successes have resulted in more recent positions of Manager of Divisional Strategy, Business Manager (full P&L responsibility), Innovation Management & Head of Business Development (managed global team).

Cross-Functional Team Leadership

Business Management (Full P&L)

Business Strategy & Positioning

Capital Investment Reviewer

Sales / Key Account Management

Complex Contract Negotiations

M&A Proposals & Due Diligence

Marketing Communications

Innovation Management

New Product Launches

Manufacturing Optimization

Supply Chain Optimization

Managed key accounts and innovation opportunities with: Apple, Lockheed, Northrup Grumman, Boeing, 3M, GM, Ford, GE, Pfizer, Remington Arms, Dupont, International Flavors & Fragrances and many more.

PROFESSIONAL EXPERIENCE

Callery, LLC (March 2017 – September 2017)

Callery, LLC is a private-equity carve-out of BASF's Inorganic specialties business (Evans City, PA)

Manager, Growth Opportunities (NBD / Innovation / Distribution / Market Communications)

Filled innovation pipeline with more than $60M in new opportunities for specific customers.

Negotiated cost-sharing/risk-sharing development contracts to conserve cash and reduce risk.

Focused on projects using existing technical know-how and assets to insure success.

Developed a global network of sales agents & distributors after loss of BASF’s global sales team.

Led all aspects of creating company name, website, brochures, trade-shows, and more.

BASF Corporation (Overall May 1996 – February 2017)

Manager, Growth Opportunities (2012 – February 2017) - BASF

Managed New Business Development, Innovation pipeline and budget, M&A opportunities

Managed a team that identified, developed and launched six new chemicals through a well-managed Stage & Gate Process ($45M top line sales, $20M increase in EBIT).

Converted Product Development Lab to Applications Development Lab – focused on new markets.

On-going evaluation of M&A targets with recommendations to BASF Global M&A team.

Manager, Strategy & Innovation Management (2011 – 2012) - BASF

Developed 10-year comprehensive Strategy for Inorganic Specialties business.

Developed Technology & Innovation Roadmap for Inorganics Division.

Proposed, justified & managed a $2M R&D project to expand BASF's reach in inorganic materials.

Identified idle asset and manufacturing process that allowed in-house production of expensive raw material. Saved $3M/year with no investment.

PROFESSIONAL EXPERIENCE (continued)

Business Manager – Metal Systems (2007 – 2010) - BASF

Grew top-line of metal injection molding (MIM) business by 20%/year.

Qualified metal injection molding products in key consumer electronics companies (Apple, Amazon).

Rapid growth justified investment in new $20M plant in Asia to serve key contract manufacturers.

Performed in-depth technical analysis of each end-market of stagnant metal powder business

Implemented “Value Pricing” models

Doubled EBIT in 2 years.

Product Manager – Inorganic Specialties (2004 – 2007) - BASF

Full P&L responsibility for $35M Inorganic Specialties business.

Managed sales team – focused on value-added modifications to existing products

Proposed & Launched product that solved long-standing problem in aerospace/military application.

Earned “supplier of the year” awards from a major aerospace and advanced Optics companies.

Technical Sales – Inorganic Specialties (2003) - BASF

$22M portfolio of high-visibility/high-margin accounts across North America.

Covered customers with a wide range of end applications/markets including:

Adhesives, Aerospace, Automotive, Electronics, Water Treatment, diverse portfolio of products and end applications at many major US companies.

Team Leader – Internal Consulting (1998 – 2002) - BASF

Managed team of 6 engineers to insure debottlenecking investments in complex manufacturing assets achieve targeted payback. Analysis, simulation, process redesign, cost analysis & ROI.

Manufacturing Optimization & Supply Chain Consulting (Planning & Scheduling, Batch Manufacturing)

Capital Projects Reviewer (Batch Manufacturing processes, Warehouses, Bulk Storage Tanks)

Developed Chemical Process Simulation Modules that BASF resold to Siemens.

EDUCATION

Professional Development (2005 – 2016)

Accounting & Finance for non-finance professionals, B2B Marketing, Negotiations, Leading High-Performance Teams, Managing Cross-Functional Teams, Ethical Business Management, 6-Sigma/Lean Manufacturing, Rapid-Response Manufacturing, Managing Innovation with Stage & Gate Process, Advanced Excel, SQL and Database Development, Discrete Event Simulation, Operations Research.

PhD. Chemistry (1991 – 1996)

Michigan State University (East Lansing, MI)

Advisor: Prof. Daniel G. Nocera

B.S. Biology/Chemistry (1983 – 1987)

St. Cloud State University (St. Cloud, MN)

Secondary Teaching Certificate

VOLUNTEER/ACTIVITIES

Technical Advisor and Emcee for annual student academic competition, “You Be the Chemist®”.

Mentor to University of Pittsburgh’s Robotics and Automation Team (electronics, programming).

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