STEVEN A. CHAFFIN
Contact: 704-***-****, email@example.com
Accomplished Fortune 500 Trained Top-Producing Senior Business Development and Sales Management Executive, Product Management, C-Level Sales, Executive Team Sales, Technical B2B Sales, Sales Leadership, Coaching and Recruitment, Sales Process Development, Market Research, Channel and Distribution Sales Management, National Accounts,Consultative Cross-Functional sales and Entrepreneurship/Business Ownership. Strong Business Acumen with a deep understanding of P+L, M+A, Operations and Marketing Matrices.
OWNER-Manufacturer’s Agent May 2011- present
Steven A. Chaffin Agency
Independent Manufacturers’ Agency, contracted to develop markets, lead and coach sales reps, sell Custom plastic and rubber/elastomer molded components, custom tooling/molds, chemical engineered additives for compounding, and coatings to major OEM’s, custom fabricators and wholesalers in multiple verticals for 4 companies in the region to Tier 1, Tier 2, custom OEM’s and building products. Business focused in the Southeast. Long sales cycles and project management.
Aggressive business development that has produced sales growth averaging over 10% annually.
DIRECTOR- Business Development-Building Products & Commercial-USA
Microban International, Inc. October 2008- May 2011
Microban is the leader in built in antimicrobial additive/Biotechnology and is one of the most recognized ingredient brands in the U.S. Responsibilities as Director include but not limited to, Researching and qualifying new business opportunities leading to new contracts and market share growth. Managed lead and coached direct reports in Business Development and indirect reports in customer service, marketing, and engineering. Business markets include medical, coatings, building products, commercial and industrial materials. Additives compounded for Rubber, Composites, Polymers and Coatings. Over 100 SKU’s in Lowe’s, and 75 in Home Depot home improvement centers.
Signed 12 Major-(over a $ 300K each) New National Accounts in the years of 2009, 2010 and 2011.
Signed the largest Coatings Company in the US to a 3 year contract, multi- million dollar deal.
Signed a leading Medical Equipment Company to a 4 year contract, milestone for the company.
PRESIDENT- Founder, Managing Partner
The Provident Business Group, LLC October 2004 –October 2008
Mergers and Acquisition services and consulting company for privately held entities in the Carolinas. Brokering deals for manufacturing, distribution and service companies in the smaller privately held middle market. The firm executed business valuation, partnership buy ins and outs, consulting, capital restructuring, succession planning, acquisition searches, business merger preparation and business transfers of ownership. Responsible for executing the deal by managing all legal teams, bankers, finance providers and accountants along with the principals involved. Trained and coached 3 direct reports in sales and 2 partners.
SOLD the company in 2008 to a private investor.
Reed Business Information, Reed- Elsevier, Inc. August 2000 -October 2004
Executive management position responsible for all directive aspects of a 30-year-old bi-monthly corporate site selection business journal with 45,000 readers. Sales for the magazine were estimated at $ 2.5 MM for 2004, a 22% increase over 2003. Managed 12 direct reports in circulation, operations, art/layout, promotional/marketing, editorial, Sales Process Development, Lead and Coached 3 outside sales managers and 2 International sales representatives.
Responsible for total re-design of magazine, promotional material, website, rebuilt the sales team and developed stronger brand awareness, increased profit by 49%.
REGIONAL SALES MANAGER
Advertising and sales management position responsible for developing advertising campaigns and sales, key account management, developing and coaching 2 account managers for all the WEST COAST for multiple titles in Furniture and Interior Decorating B2B. Focused majority of efforts on Furniture/Today, recently ranked by Advertising Age as a top 50 media buy among all advertising mediums in the country. Reported to the Group Vice President of Publishing.
PRESIDENT’S CLUB 2001 and 2002.
PROMOTED to Publisher December 2003.
PRODUCT MANAGER- Returnable Packaging and Logistics
Hoover Materials Handling Group, Inc., CVC November 1997 - August 2000
Key high profile cross-functional contracted executive position reported to the CEO. Initiated and implemented integration and reengineering of applicable business systems for the recycling of blow molded container business. Instituted push-pull marketing campaigns, Developed Sales Process, to increase market awareness, revenue and profit. Directed multiple M+A business and market research analysis for possible merger candidates and provided marketing analysis for acquired companies.
Increased sales from $5 MM, to $22 MM for returnable container business.
Managed and coached 6 direct reports in sales and marketing functions to drive sales and also brand the product lines and create market awareness through promotional, distribution, pricing and product considerations.
VICE PRESIDENT, Sales and Marketing-Partner
Tuebingen Plastics Group, LLP April 1996 - November 1997
A venture-funded start-up, seeking to introduce a totally integrated approach to the chemical packaging industry. By manufacturing, leasing, recycling, managing and reusing the packaging we offered a superior container for less cost and eliminated landfill bound packaging and provided environmental stewardship for the industry. Revolutionized the Chemical packaging industry in the Southeastern U.S. and had 3 major corporations wanting to buy in or partner with us. Developed Sales Process, Managed and developed 4 direct reports in sales and marketing.
Aggressive marketing and extensive cold calling ignited sales from 0 to $5 MM in 1 year.
Lead, recruited, trained, and managed a team of outside sales and marketing personnel.
SOLD the company in the fall of 1997 to Hoover Material Handling Group, Inc.-Citi Group Venture Capital for $4.5 MM.
DISTRICT SALES MANAGER- Midwest & Eastern Canada
Crane Composites, Inc. October 1989 - April 1996
Leader in the field of fiberglass reinforced plastic technology serving multiple markets such as the transportation and building products industries. Technical sales management and marketing position responsible for developing OEM's, National Accounts, Key Accounts, 14 Distributors, after-market companies, sales representatives and agents, and specification originators.
Ignited sales with aggressive push-pull marketing campaigns from $1.2 MM in 1989 to a projected $9.4 MM in 1996. Considered one of the Top Producing revenue and profit producing districts in the company.
Lead, trained and coached outside sales for 14 Distributors in 5 states and Eastern Canada.
PRESIDENT’S CLUB 1992.
SALES REPRESENTATIVE- Commercial and Industrial Coatings
Sherwin-Williams Company, Inc. June 1986 - October 1989
Awarded the LEADERS CLUB AWARD for TOP 10% PRODUCERS out of 900 sales representatives.
Management Training Program graduate.
BA, Business Management & Economics (Double Major) Minor: Speech Communications
Muskingum University, New Concord, Ohio, 1986.
Wallace-Murray Corporate Scholarship Award Winner.
Varsity Football Lettermen.
Appointed to attend University of Chicago Graduate School of Business for High Potential Standouts for Executive Management Training by the CEO of Reed Business Information-Reed Elsevier-2003. Miller Heiman Strategic Sales Training 2008 and Sales force-CRM.