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Sales Manager

Houston, Texas, United States
September 11, 2018

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Samuel A. Walker, Ph.D.


**** ****** ***** *********: 713-***-****

Houston, Texas 77096 Business: 281-***-****

Summary of Qualifications:

Ph.D. in Organic Chemistry with 23 years’ experience in Specialty Chemicals and lubricant areas in R& D, Sales, Product management, technical support and Project Management experience;

Over 15 years of Additive sales in the areas of surfactants/detergents, corrosion inhibitor, dehazers, metal passivators and lubricant and fuel packages;

Over 12 years of OEM support, Global account management, regional and national account management support, and distributor account management;

Certified Six Sigma Black Belt;

Over 15 years’ experience in sales, technical support and marketing in the Specialty Chemical area;

Outstanding communication skills-proficiently utilizes interpersonal skills in customer relations to increase revenue; and

Effective planning and organization skills-successfully develops proposals, negotiation of contracts, performs economic analysis on long and short-term projects


BP Oil and Gas

2015-present North American Area Sales Manager Global Marine and Energy--- Duties include: Key Account

Management and management of 8-person sales team

Deliver area financial performance targets for all M&E sectors, customers and sales channels including Volume, Turnover, Forecast/ Forecast management, GM and Overdues;

Responsible for product portfolio management and developing customer product offer and pricing;

Responsible for delivering accurate forecasting via account managers and distributor partners;

Leading Monthly Demand meeting to identify performance gaps and developing plans to mitigate Margin and volume gaps;

Managing over 65 million dollars of annual sales;

Manage and supervise sales, administration and technical teams;

Optimization of distributor and manufacturing resources associated with Marine and Energy customers;

Develop and implement Marine and Energy strategies; and

Provide direction, guidance and support in the areas of OMS, Compliance, SAP and safety initiatives

2013-2015 Global Key Account Manager Land Based Drilling & Regional Sales Manager-- Duties included Global account management of Nabors, BP and Weatherford and managing sales team

Managed over 20 million dollars of annual sales;

Managed and supervised sales and technical teams;

Developed and implemented Land Based Drilling strategies for North America which included pricing, product portfolio and route to market;

Optimization of distributor and manufacturing resources associated with Land Based Drilling;

Developed and maintained Senior level relationships; and

Identified and developed leads and identifying internal resources to pursue Land Based Drilling opportunities

2011-2013 Regional Technical Sales Manager –Duties included large and small account management and distributor in the areas of:

Subsea fluids, Drillships, Land Based Drilling, Power Generation, Railroad, Tractor Hydraulic Fluid, TO-4 (CAT), Natural Gas Engines, Small Engines and AWHO;

Distributor and Large account management, OEM relationships, improve forecast accuracy to less than 6%, cold calls, pricing and margin analysis;

oManaged over 3 million liters of large account business with 20% growth each year;

oIdentified and optimized distributor supply chain that resulted in 10% growth and 10% reduction in Cost of Goods sold; and

oWorked and implemented price increases, product changes and product testing

Customer training, technical support, manager technical service budgets, customer events (OTC, subsea tieback, etc) and coordinated resources on proposals and customer transitions

Chevron Oronite

2006-2011 IEO/Specialty Market Manager –Duties included large and small account management/ provided support in the areas of:

Managed approval tests of lubricant additive packages and developing additive specifications;

Lead customer and sales training on benefits and selection of lubricant additive packages;Conoco

Developed additive packages for Inland Marine, Railroad, Tractor Hydraulic Fluid, TO-4 (CAT), Natural Gas Engines, Small Engines and AWHO;

Contract negotiations, OEM relationships, distributor management, relationship building and cold calls, pricing and margin analysis and recommendation;

Developed market technical knowledge and competitive information which was used to manage product pricing, product development and implementation;

Managed technical service budgets, product approvals and coordinated team executions on proposals;

Provided key support to the quality process and resolved product quality issues; and

Developed marketing programs

Directed and managed NGEO, THF, AWHO field & bench approval tests, pricing and market information, customer training and literature; provided technical support and product stewardship; provided support for the Incident Injury and Reporting part of OEMS; Root cause and 5-why training and implementation.

ChevronPhillips, LP ( 50/50 joint venture between ConocoPhillips and Chevron )

2005 – 2006 Project Director – Duties included: directing and managing process improvement projects; developing of

product information, customer training and literature; providing technical support and product stewardship;

managing customer service support and education and the customer complaint system; Biofuel technology.

ConocoPhillips, Inc. (1997-2005)

2002 to 2005 Director of Training and Technical Services-Lubricants – Duties included: directing and managing the technical problem-solving activities for the Hotline Personnel, technical, non-technical, retail and HSE training programs for external and internal customers, understanding and managing the lubricant and drum cycle, “cradle to grave”; Lubricants Engineers and Training Coordinator; working with R&D and Marketing to update/develop sales and technical information, investigating product line complaints and product line optimization; developing and implementing sales.

Led grease and synthetic product line consolidation which resulted in a 2-million-dollar savings;

Implemented a Retail and HSE training program that resulted in a 20% reduction in employee turnover and a 40% reduction in safety accidents;

Led product line complaint investigations that resulted in 600,000-dollar savings;

2001 to 2002 Six Sigma Black Belt – Duties included: project scoping and completion, mentoring and training of

Greenbelts and Black Belts.

Identified and redirected 5 projects/year for completion resulting in $2 million plus of cost savings

1997 to 2001 Product Manager/National Account Manager-Lubricants – Duties included: the development and

implementation of market and product strategies in coordination with the planning, research and sale

teams; defining pricing strategies, product segments; managing product development process, evaluating

market segments and customer applications for new product opportunities; managing and developing

relationships with additive suppliers, OEM, and product testing

Managed the DuPont national account which accounted for over 2 million dollars in annual sales;

Outsourced and developed the food grade lubricants program which resulted in 1 million dollars in annual sales;

Directed additive supplier partnership selection process in conjunction with other Project Managers which resulted in 1 million dollars savings;

Consulted with plant engineers and operators regarding product training and equipment requirements to decrease equipment downtime by 10 percent;

1995 to 1997 Nalco/Exxon Energy Chemicals, L.P. (1991-1997) Sugar Land, Texas

Product Specialist, Additives – Duties included providing technical and business support for over 21 sales

persons and 17 researchers in the U.S., Asia and Europe

Developed environmental programs for the safe disposition of chemicals and chemical containers;

Directed product testing, made equipment recommendations, evaluated and trained customers;

Presented business and technical plans on stabilizers, biocides, antioxidants, dehazers, and used oil processing at industry meetings.

Managed R&D testing and development of corrosion inhibitors, surfactants/detergents, anti-oxidants dehazers and fuel packages;

Developed market based pricing for surfactants/detergents, corrosion inhibitors, antioxidants, fuel dehazers and fuel packages;

Developed Emulsion breakers that were used in the used oil recycling market;

Provided customer and sales training on fuel and lubricant additives;

Supported sales and marketing in the used oil processing area, which increased sales by $500,000 in one and a half years;

Coordinated efforts that significantly increased business relationships with 6 major clients by 15%;

Managed the additives business, resulting in a 20 % increase in sales in 2 years.

1991 to 1995 Senior Chemist, Additives synthesis – Duties included providing support for 30 sales people; support for

plant and pilot plants; research and development of antioxidants, emulsion breakers and corrosion

inhibitors for fuel and lubricant additives.

Supported plant and pilot plants in troubleshooting problem batches of chemicals;

Secured over $500,000 of jeopardy dehazer business and implemented a manufacturing procedure for a top selling product;

Developed procedures for the treatment of used oil, secured business by providing the customer with water treatment support which resulted in $100, 000 of new business;

Created a used oil emulsion breaking kit that was utilized at numerous customers’ sites; and

Interacted with customers to determine the appropriate specifications on products, partnered with quality assurance team to implement upgrades.

1991 to 1997 Texas Southern University Houston, Texas

Assistant Professor – Instructional duties included: instructing Instrumental and Organic Chemistry

classes; developing and implementing an Internship program at Nalco for students to obtain industry



1990 Texas A&M University College Station, Texas

Ph.D., Chemistry

1982 to 1985 Prairie View A&M University Prairie View, Texas

Master of Science, Chemistry (8/85)

Bachelor of Science, Chemistry (5/84)

Summa Cum Laude

Specialized Education/Training:

Leadership Development: Strategic Leadership Experience, Situational Leadership, Cause for Listening, Principal Centered Leadership, Targeted Selection, Fort Bend Leadership 2000 Course, Basic Facilitation, Team-Building Skills for Project Manager

Technical Training: Technology of Emulsion and Foams at IIT; Experimental Design: Quali Trak I & II; Introductory Level Polymer Course: Lufkin Gear School, Lubrizol Additives School, NLGI Fundamentals of Gear Oil

Sales Training: Kellogg’s Business to Business Marketing Strategy, DEI Prospect Management, Miller-Heiman Strategy Selling, Effective Business Writing, Counselor Salesperson


National Technical Association, Chemist of the Year, 1993

Nalco Quali-Key Award Recipient, 1994

Additives Technical, Person of the Month

Science is Fun Demonstration (second and third graders)

Certified Six Sigma Black Belt

Fort Bend Independent School District, School-Business Partnership Program, Outstanding Business Volunteer of the Year 1991-1992

Professional Societies:

American Chemical Society

Fort Bend Leadership 2000

National Organization for the Professional Advancement of Black Chemist and Chemical Engineer

President, National Oil Recycles Association

Chairman, Technical Committee

Member, Board of Directors

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