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Sales Representative

Location:
Butler County, Ohio, United States
Salary:
60000
Posted:
February 27, 2018

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Resume:

Michael W. Wright

**** ******** ***** 513-***-****

West Chester, OH 45069 ac4msd@r.postjobfree.com

EXECUTIVE SALES PROFESSIONAL

Qualification Profile

Results and team oriented sales and national accounts professional with exposure to business development, marketing, account relationship management, strategic planning and customer service.

Experienced to leverage skills and capabilities to participate in the Resin, Pigment, Additives and Mineral activities.

Proven success generating business development efforts, expanding customer base and increasing revenue potential within target markets.

Skilled in improving customer retention levels within highly competitive markets.

L.V.Lomas (IMCD), Brampton, Ont., CN (2016-2017)

Technical Sales Representative, Midwest Territory including OH, MI, IN, KY, TN, WV and W.PA..

Develop company relationships for Specialty Gums and Thixotropes, Plasticisers, Resins, Minerals, and Pigments to determine specifications and develop demand for projects at Fortune 50 to Privately held companies and generate profitable growth for our Principals and our company.

Generated profitable revenue growth in my territory by 15% annually with a yearly average of 20+% gross margin.

Survey, Identify and Qualify new business opportunities at targeted accounts utilizing the Sandler System of Selling to maximize the value added requirement and coordinate the follow-up needed to ensure success.

Develop, review and classify potential of the targeted customer within my geography to generate target product sales through closure.

Utilize CRM Sales Process Tracker for pipeline and developmental sales opportunities..

Responsible for recommending pricing, customer forecasting and accounts receivables.

Recommend appropriate product grade to be offered for specific application by market; define “fitness for use” of commercial products versus experimental offerings.

Establish appointments with Technical Directors, Lab Managers, Purchasing and Manufacturing contacts with a pre-call plan, follow up review and action items; generate call reports outlining meeting topics and action items required for the customer and Principals.

Have developed broad market knowledge of Resins, Additives, Pigments, Minerals and Catalysts for Industrial and Institutional Compounders, CASE, Plastics and Ink markets.

Corporate sales responsibility selling to PPG, Sherwin Williams, Henkel, Ecolab, Lanxess and A. Schulman to name a few.

KODA-GMZ, West Chester, Ohio (2013-2015)

Technical Sales Representative, Southern Territory including Cincinnati, OH area, KY, TN, WV and Southern In.

Develop company relationships for Resins, Additives, Minerals, and Pigments to determine specifications and develop demand for projects at Fortune 50 to Privately held companies and generate profitable growth for our Principals and our company.

Generated profitable revenue growth in my territory by 7+% annually with a yearly average of 18% gross margin.

Survey, Identify and Qualify new business opportunities at targeted CASE, Plastics and Chemical manufacturers to maximize the value added requirement and coordinate the follow-up needed to ensure success.

Develop, review and classify potential of the targeted customer within my geography to generate target product sales through closure.

Utilize EChempax and Salesforce Sales Process CRM Tracker for existing and developmental sales opportunities..

Responsible for recommending pricing, customer forecasting and accounts receivables.

Recommend appropriate product grade to be offered for specific application by market; define “fitness for use” of commercial products versus experimental offerings.

Utilize Principals Sales, Chemists and other supplier resources to initiate and generate profitable growth with targeted accounts.

Establish appointments with Technical Directors, Lab Managers and other appropriate account contacts with a pre-call plan, follow up review and action items; generate call reports outlining meeting topics and action items required for the customer and Principals.

Have developed broad market knowledge of Resins, Pigments, Minerals and Additives for Paint and Coatings markets.

Corporate sales responsibility selling to PPG, Sherwin Williams, A. Schulman, Washington Penn Plastics, Akzo-Nobel. .

Brandt Technologies, Bensenville, Illinois, February 1, 2009-January, 30, 2013 (formerly D A Campbell – April, 1, 1996- January 31, 2009)

Regional Sales Manager, Ohio Valley Territory (Brandt Technologies and D A Campbell position were same position-17 years).

Develop company relationships for Resins, Pigments, Minerals, and Additives to determine specifications and develop demand for projects at Fortune 50 to Privately held companies and generate profitable growth for our Principals and our company.

Generated profitable revenue growth in my territory for sixteen out of eighteen years with 7-12% annual growth yearly average of 11% gross margin. Exceeded Sales Plan by 35% in 2006 and 2007.

Identify, survey and qualify new business opportunities at targeted Plastics and Chemical manufacturers to maximize the value added requirement and coordinate the follow-up needed to ensure success.

Develop, review and classify potential of the targeted customer within my geography to generate target product sales through closure.

Utilize Act! Sales Process Tracker and full development of Customer Relationship management system for existing and developmental projects.

Responsible for pricing, inventory planning, customer forecasting and account receivables.

Recommend appropriate product grade to be offered for specific application by market; define “fitness for use” of commercial products versus experimental offerings.

Utilize Principals Sales, Chemists and other supplier resources to initiate and generate profitable growth with targeted accounts.

Establish appointments with Technical Directors, Lab Managers and other appropriate account contacts with a pre-call plan, follow up review and action items; generate call reports outlining meeting topics and action items required for the customer and Principals.

Facilitate Principal relationships, develop potential Principal relationships, and monitor Principal developments with competitors including development of BASF Pigment, Dyes, Resins, and UV absorber distribution line generating $600,000.00 new GP$ to D A Campbell.

Have developed broad market knowledge of Resins, Pigments, Minerals and Additives for Paint and Coatings markets (GIC, Powder, Coil, Aerospace and Architectural).

Have had Corporate sales responsibility selling to PPG, Sherwin Williams, Washington Penn Plastics, Akzo-Nobel. Have sold products into Coatings, Adhesives. Sealants, Elastomers, Plastics, Graphic Arts, and Rubber markets.

J.M. Huber, Engineered Materials Division, Quincy, Il, 1993 to 1996

Regional Sales Manager/Northeast/Canada

Sales development for target accounts, corporate (multi-location) and distribution network to existing and new accounts by identifying company needs and requirements for Northeast US and Eastern Canada while increasing sales by 18% and 20%, respectively in ‘94 and ‘95.

Interfaced with R&D, Lab Management, Manufacturing Managers, Marketing and Sales personnel for Corporate Accounts developmental programs designed to create “value added” products in specific and wide varieties of Resin systems to commercialization.

Championed new Product “W” introduction of imported mineral pigment specifically for Plastics and Paint and Coatings market with 100% revenue capacity attained for 15,000 tons produced in 1995.

Performed customer sales presentations to determine feasibility of increasing purchases by supplying customers multiple products at multiple locations of similar minerals for customer products that offered improved “Return on Investment” cost saving recommendations.

Generated and developed new product introductions to current and new accounts by assisting plant management with target market plant expansion requirements; including recommendation made to manufacture a key value provided product in J. M. Huber Iowa plant-grew Plastic account sales to 12MM lbs from zero-approximately $2.5 MM Gross sales at 30% GP.

Managed 5 distributors in my territory providing sales reviews, product training, sales strategy development for existing and new accounts, while directing product placement; including private labeling, toll manufacturing and customer specification reviews.

Executed and responded/managed product price increases for Corporate and territory accounts while continuous monitoring competitive threats

Interfaced with Customer and new account development management to determine feasibility for utilization of mineral performance by project.

Scheduled plant and property tours for existing, new and distribution partners for Calcium Carbonate, Aluminum Silicate and Aluminum Tri-hydrate facilities while aiding in facilitation of ISO surveys.

Ashland Chemical, IC&S Division, Milwaukee, Wi 1989-1993

District Sales Manager, Milwaukee, Wi

Managed a $16 MM P&L for a chemical distribution facility while implementing Sales, Administration, Operations, and Hazardous Waste transportation and storage budget.

Achieved sales budget in ’90, ’91, and ’92 while receiving numerous recognitions for exceeding matrix marketing sales budget to Paint and Coatings (included Graphic Arts) and Hazardous waste marketplace.

Generated sales budgets and strategies with four salesmen for meeting and exceeding goals while reviewing product differentiation versus competition.

Performed presentations to new and existing clients for products represented, warehousing, with single site and National Accounts; including PPG, Rustoleum and General Electric.

Represented Ashland as a Member of Milwaukee Local Emergency Planning Committee.

Ashland Chemical, IC&S Division, Raleigh, NC 1987-1989

District Sales Manager, Raleigh, NC

Managed a $9.5 MM P&L for a chemical distribution facility while implementing Sales, Administration, Plant

Management along with Hazardous Waste transportation and storage budget.

Achieved sales budget in ’89, after facility lost $300M in ’87.while exceeding matrix marketing sales budget to Paint

and Coatings a and Hazardous waste marketplace.

Generated sales budgets and strategies with three salesmen for meeting and exceeding goals while reviewing product

differentiation versus competition.

Performed presentations to new and existing clients for products represented with single site and National Accounts.

Personally managed a $2MM sales territory from 1987-1989 to existing and new customers in NC territory and received recognition for developing most new accounts (12) in Atlantic region.

Represented Ashland as a Member of Raleigh Local Emergency Planning Committee.

Ashland Chemical, IC&S Division, Atlanta, GA 1986-1987

Sales Representative, Atlanta, GA

Promoted to Matrix Marketing Manager to provide technically sales/support to Ashland Southeast regional sales force specific Dow Chemical produced products for Paint and Coatings, Plastics, Graphic Arts, C&P and Construction Industry. These products included Dow trademarks-Methocel Cellulosics, Dowfax, Dowicide A, Dowicil 75 and OBCP Biocides.

Generated $500,000.00 increased sales to these markets in 12 month period.

Ashland Chemical, IC&S Division, Atlanta, GA 1983-1986

Sales Representative, Atlanta, GA

Trained by Ashland Chemical Technical managers and attended Xerox training course to sell approximately 2,000 raw materials to the following industries; Paint and Coatings, Plastics, Food and Beverage, Pharmaceutical, Textiles, I&I and Hazardous Waste disposal markets.

Recognized for two Southeast Region awards: New account development-’83-22 and Hazardous Waste sales in ’82-2nd out of 32 salesmen.

Accepted new territory in Atlanta in ’84 to develop underperforming territory-NW GA

EDUCATION

West Virginia University, Morgantown, WV

Bachelor Sciences Business Administration-Emphasis in Marketing

PROFESSIONAL DEVELOPMENT

CDIC Society of Coatings Technologies-Current President

Cincinnati Chemical Association-Past Member

Pittsburgh Society of Coatings Technology-Past Member

Society Plastics Engineers-SMC-Past Member

Cleveland Society of Coatings Technology-Past Member

Southeast Society Of Coatings Technologies-Past Member

COMPUTER SKILLS

Microsoft Excel, Microsoft Word, Microsoft PowerPoint, Microsoft Outlook



Contact this candidate