Sales Manager
Resume:
Raymond J. Kosmider, Jr.
Sylvania, OH 43560
Home# 419-***-****
**********@*******.***
PROFESSIONAL PROFILE
Achievement-driven professional with the proven ability to develop accounts in untapped territories, excel in understanding of client needs and highly knowledgeable of market conditions and key influencers in order to capture business opportunities and generate revenue growth. Exemplifies a keen expertise in designing strategic marketing and sales tactics along with closing sales negotiations while controlling costs and improving efficiencies.
Creative problem solver with the ability to evaluate emerging trends and produce industry-specific solutions. Solid selling instincts with the talent for influencing people positively and a dedication to follow-through and service. Responds to challenges with confidence, determination and commitment.
Areas of Expertise:
New Market/Territory Penetration
Strategic/Tactical Planning
Sales Cycle Management
Relationship Management
Sales Revenue Growth
Cross-Functional Collaboration
Specialty Additives, Amines, Surfactants, Color & Plastics
PROFESSIONAL EXPERIENCE
HUNTSMAN, Woodlands, Texas 2015 - Present
Account Manager US & Canada Territory
Huntsman served a broad and diverse range of consumer and industrial end markets, including: transportation, home life, construction, energy and fuels, and clothing and footwear. We develop products that address customers’ needs and help provide solutions to some of the world’s greatest challenges. Through our four divisions, we operate in more than 30 countries around the world, employing approximately 10,000 associates.
At Huntsman my experience with our surfactant and amine line of materials help me to tailor and optimize products selections for specific applications. With the support of our dedicated testing facilities and my understanding of the Specialty Additives within Coatings, Inks & Construction markets I was able to offer the insight and knowledge to deliver solutions that can assist and support our customers with any of their formulation requirements.
My portfolio of Huntsman materials offered a wide range of specialty additives and intermediates for use in formulating of coatings, adhesives, concrete, mortar admixtures and asphalt emulsions. These include materials for coatings and inks dispersants, wetting agents and emulsifiers.
My primary job responsibilities include managing relationships with current customers and cultivating relationships with prospective accounts within the CASE portfolio (Coatings, Adhesive, Sealants, Elastomers) markets
Negotiate sales prices with prospective accounts and implement price increases or concessions at current customers
Coatings & Inks: I support the major Paint & Ink manufacturers with Pigment Dispersants, Wetting Agents, Specialty Amines, Surfactants and Emulsifiers
Construction: I support the Cement, Concrete and Asphalt producers with various specialty additives that include dispersants, foaming agents, defoamers, accelerators and grinding aids
Maintain an understanding of market conditions and changes in the Construction and Coatings industry
My territory and customer base that I am responsible for is located throughout North America and Canada
Manage Huntsman’s relationship with current customers to maintain current supply position, uncover new opportunities for additional sales, and monitored competitive activity
Conduct meeting that has “Pre-call Planning” and “Follow-up” which includes a “Summary of Understanding / Call Reports” that outlines the meeting topics and action items going forward for the customer and the company
Prepare and deliver sales presentations to upper management at customer sites and to internal commercial teams
Total revenue that was generated from my accounts base in 2017 was $32mm
Exceeded Annual Operating Plan (AOP) every year by 20% and in 2017 exceeded the AOP by 34%.
Received the Performance Products Catalyst Award in 2016 for outstanding sales ; criteria based on exceeding goals in sales revenue and COMA contribution
KEYSTONE ANILINE CORPORATION, Chicago, IL 2012 - 2015
Senior Technical Account Manager Midwest & Central Territory
Identify, screen and qualify new business opportunities at targeted Original Equipment Manufacturers (OEM) and non-OEMs, maximize the value proposition and coordinate the follow-through needed to successfully close.
Exercise discretion and judgment with respect to specific selling activities, which include the appropriate product grades to be offered for specific applications and markets; appropriate use of standard product grades versus a custom compounded product and competitive pricing of products.
Conduct meeting that has “Pre-call Planning” and “Follow-up” which includes a “Summary of Understanding / Call Reports” that outlines the meeting topics and action items going forward for the customer and the company.
Interfaced with cross-functional teams of R&D scientists, sales teams and lab personnel to meet customer’s expectations and ensured efficiency, productivity and increased product functionality.
Brings a broad knowledge of Color from Dyes, Pigments, Pigment Dispersions to Additives
Evaluated and implemented low cost alternatives for colorants, additives and chemicals.
Markets / Applications - Pigments For Plastics, Wood Stains, Inkjet inks, submicron pigment dispersions, oils, petroleum, detergents, antifreeze, lubricants, sub micron dispersions, dispersions, no voc, writing inks, pen inks, markers, metal coatings
POLYONE CORPORATION, Avon Lake, OH 2005 - 2012
Senior Account Manager Midwest Territory
Generate account relationships for Additives & Color products on targeted programs to drive demand, capture the specification for the products at strategic accounts and deliver profitable growth for the North America business.
Delivered profitable revenue growth in the territory for six out of seven years by 8% to 10% with a yearly average of 45% gross margin (GM).
Exceeded Annual Operating Plan (AOP) every year except 2009 by an average of 35% to 45% and in 2007 and 2008 exceeded the AOP by 150% to 170%.
Received the PolyOne Chairman’s Cup Award in 2008 along with only 21 winners globally; criteria based on exceeding goals in sales revenue and gross margin contribution, winning spirit, sales competency and professionalism.
Identify, screen and qualify new business opportunities at targeted Original Equipment Manufacturers (OEM) and non-OEMs, maximize the value proposition and coordinate the follow-through needed to successfully close.
Develop and ensure a solid understanding of the targeted OEM’s within the territory to drive Color & Additives target captive OEM applications build and target closure.
Orchestrate customer-centric selling skills and tools from scorecards to business reviews, Economic Value Estimator (EVE) tools, high/wide/deep selling, five warning signs and prospecting new accounts.
Established a robust sales funnel, collected Accounts Receivables (AR), avoidance of bad debts, cross-selling and effective Customer Relationship Management (CRM) system management.
Exercise discretion and judgment with respect to specific selling activities, which include the appropriate product grades to be offered for specific applications and markets; appropriate use of standard product grades versus a custom compounded product and competitive pricing of products.
Coordinate closely with the regional sales teams, as well as supporting technical development engineers and supplier resources, as necessary to accelerate and drive profitable growth through specifications development to targeted accounts.
Conduct meeting that has “Pre-call Planning” and “Follow-up” which includes a “Summary of Understanding” that outlines the meeting topics and action items going forward for the customer and the company.
Monitor the competition to better understand issues and threats and develop plans to eliminate barriers. Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
Brings a broad knowledge of Additives & Color from Release Agents, Color Concentrates and Pigment to Dyes.
Compile & enter customer information that will be used by labs to develop formulations.
Worked in various markets including Health Care, Medical, Packaging, Industrial, Wire and Cable, Automotive, RV, Paper, Electronics and Appliance.
Worked with Process and Resin types, which the Process types involved Sheet, Blow Molding, Pultrusion, Vacuum Forming, Rotational & Injection Molding. The Resin types are PP, PE, PS, PET, ABS, PVC, PC, EVA, Acrylic & Nylon.
DOW CHEMICAL / DOW AUTOMOTIVE, Midland, MI 2000 - 2004
Research Specialist Color / Additives / Plastics
Developed new and existing markets by identifying what the customer’s needs and requirements are for target accounts and major customers along with created and designed a new $2MM color laboratory for DOW Chemical.
Directed oversight with developmental projects designed to create unique products in a wide variety of polymeric resins from inception to discontinuance.
Interfaced with cross-functional teams of R&D scientists, sales teams and lab personnel to meet customer’s expectations and ensured efficiency, productivity and increased product functionality.
Performed customer audits to determine feasibility of increasing sales by supplying customers with cost saving recommendations.
Collaborated with Marketing, Laboratory and Production Departments through the research lab supporting those areas on trend forecasting.
Identified and developed new products for OEMs and Tiers.
Conducted customer training on current DOW products, served as technical resource, performed as a technical consultant to automotive and commercial liaison to strategic color houses.
Evaluated and implemented low cost alternatives for colorants, additives and chemicals.
Established procedures and improvements for compounding, sampling and matching by color computer optimization as well as performed qualification trials at toll compounding operations.
Created product teams to conduct needs assessment for color implementation in North America.
Established procedures for external suppliers to produce Dow products in North America.
Created the new 2005 and 2007 color trend pallets for Dow through Color Trend Forecasting, which predicts color trends for up to five years in advance of the industry.
Presented at the 2004 Trade Promotion Organization (TPO) Conference speaking on the “The ramifications of Mold-in-Color vs. Paint.”
Submitted four Notification of Invention through DOW: NOI 2001-32 special FX color pallet; NOI 2002-031 two layer structures with the top transparent layer incorporating the special FX NOI 2003-028 color viewing under four light sources; and NOI 2004-10 flow line free special FX paint replacement.
FERRO CORPORATION, Stryker, OH 1993 - 2000
Product Development Engineer Color Chemist Color / Additives / Plastics
Worked with suppliers to lower incoming tolerances of pigments and dyes resulting in a more reliable correlation from formulation to production while reducing quality control audits and inspections.
Developed new products unique to the industry and assisted in setting up programs to help the plants, labs and customers to work more effectively.
Collaborated with suppliers and managed projects, which were cost effective for both the organization and customer, maintaining and updating the color computer and educating domestically and internationally personnel in color formulation and development.
Participated as a member of the Color Marketing Group, which forecasts trends and the publication of a monthly technical newsletter.
Worked with Process and Resin types, which the Process types involved Sheet, Blow Molding, Pultrusion, Vacuum Forming, Rotation & Injection Molding and the Resin types are PP, PS, PE, PET, ABS, PVC, PC, Acrylic and Nylon.
Restructured color standards, which resulted in a reduction in turnaround time for color lab.
Submitted a patent for wood composite compound and patent for a liquid purge compound.
Set up the first portable color computer for field service personnel and the sales force, which resulted in taking the company to level in technology and the next level in color.
RENOSOL CORPORATION, Saline, MI & Easley, SC 1987 - 1993
Color Chemist Lab Manager
Supervised technicians and line supervisors in the formulation, production and quality control departments.
Worked with automotive interior trim, Vinyl PVC, materials management and quality control.
BASF CHEMICAL COMPANY, Waterville, OH 1983 - 1987
Lab Technician Field Service Group
Formulated and performed color matching of automotive coatings, resolved complaints from the Big Three and Japanese automotive companies in Acrylics, Alpha-Cryl lacquers and Miracryl enamels.
EDUCATION
LASALLE UNIVERSITY, Mandeville, LA
1990 Bachelor of Science Business Management
PROFESSIONAL DEVELOPMENT
SPE / Society of Plastics Engineers
Color Marketing Group, Past Member; World-wide groups that predicts Color Trends for the next five years out
Detroit Color Council
Six-Sigma/Green Belt Certification, 2012
COMPUTER SKILLS
Microsoft Excel § Microsoft Word § Microsoft PowerPoint § Microsoft Outlook
SalesForce.com § leverages sales people, “cloud” technology and resources to effortlessly connect with customers
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