Sales Customer Service
Resume:
James (Jim) Demary
*********@*****.***
Granby, MA 01033
Professional Summary
Strategic and tactical new business development, marketing and sales skills backed by a broad range of
experiences in materials, energy, and life sciences. Career history of guiding organizations in various
sectors to discover and optimize economic opportunities. Employs a disciplined and strategic business
approach to operational and project management focus on making significant contributions to the
achievement of challenging organizational growth goals. Utilizes expertise in building and maintaining
productive relationships to bring together parties to embrace and address new opportunities.
INSTITUTIONAL
MANAGING DIRECTOR 2010-Present
THE INSTITUTE FOR MASSACHUSETTS BIOFUELS RESEARCH / UNIVERSITY OF MASSACHUSETTS,
Amherst, MA
Business leader for the UMass Amherst biofuels research institute which in less than three years is
awarded over $8,000,000 in research funding from federal, state, and industry sponsors. Primary
responsibilities are to support research objectives via marketing, communications, industry relations,
and as federal and institutional liaison.
Works closely with TIMBR-affiliated faculty largely from the Colleges of Engineering and
Natural Science, to facilitate multi-year, interdisciplinary research agreements funded at $1M+.
Explores and develops relationships with industry, from start-ups to sector majors.
Identifies and analyzes solicitations and industry sponsored research opportunities to
determine suitability for TIMBR investigators.
Breaks down solicitations to identify key content requirements, necessary documentation,
potential participants, stakeholders, and sponsor and OGCA requirements / deadlines.
Provides faculty and staff with timely, effective and coordinated research project
administration.
Develops marketing programs positioning the institute as a unique resource to pursue
advanced liquid transportation biofuels and bio-chemical research with one-stop expertise in
feedstock development, biological and chemical conversion, and life cycle analysis.
Pro-actively reaches out to potential industry partners articulating the advantages of
university-based research, aligning industry research objectives with institute-affiliated
investigator expertise.
Provides business and administrative management support handling interactions between
faculty researchers, sponsors, and university administration.
Provides professional staff leadership, business and tactical advice for the institute.
Administers institute business development, marketing, public relations, administrative and
sponsor reporting functions.
Develops outreach programs for TIMBR's research activities.
Establishes partnerships with other research focused offices on campus – including Research
Development, Commercial Ventures and Intellectual Property, and the Innovation Institute.
James E. Demary, Page 2
Coordinates technology transfer matters with internal and external resources including
intellectual property agreements, invention disclosures submissions and freedom to operate
analyses.
Fosters relationships with federal and state government, industry, and technology
communities.
Is the liaison between TIMBR management and its industry advisory board.
Designs and executes proposal development plans with special attention to unique or
particularly challenging external and internal requirements.
Facilitates award set up with PIs, subcontractors, and university administration.
Generates and analyzes financial reporting for PIs to ensure that spending activity is consistent
with the scope of the research and is compliant with all university, sponsor and Federal rules
and regulations.
Coordinates sponsor technical periodic reporting.
COMMERCIAL
MANUFACTURING SECTOR
DIRECTOR, MARKETING AND SALES 2004-2010
BAYER MATERIAL SCIENCE LLC & DEERFIELD URETHANE, INC., South Deerfield, MA
As the global commercial lead for Bayer’s U.S. TPU film conversion business, developed and executed
product and market strategies to attract and retain clients in the medical, automotive, sports &
recreation, textiles, construction, security, and packaging sectors. Engaged in negotiations with
material suppliers, set product development priorities, managed direct and indirect channels to
market and customer service. Developed and executed marketing plans and forecasts and
collaborated with development and production units to prioritize opportunities . Identified market
requirements by working closely with existing and prospective fabricator / converter customers, trade
exhibition participation, industry association contacts, and through primary market research.
Gathered and analyzed market and competitive information to identify new space resulting from
market demand or competitor weaknesses for Thermoplastic Polyurethane (TPU) film and sheet as
well as for other Thermoplastic Elastomers.
DIRECTOR OF MARKETING COMMUNICATIONS 1996-2004
INTELICOAT TECHNOLOGIES / REXAM IMAGE PRODUCTS, South Hadley, MA
Lead global brand and product marketing programs in support of business expansion initiatives and
sales activities. Analyzed and responded to opportunities working with key market sector prospects
and customers, channel to market, contracted market research firms, trade publication editors and
representative industry associations to develop brand and new product awareness programs.
Supported product managers in the development and introduction of new products to existing
markets and the positioning of existing products to new markets. Worked closely with direct sales
reps, dealers, distributors and end-users to identify market and channel needs to improve the
company’s branded line position against OEM and private label brands. Successfully introduces scores
of new products into key sectors including in-plant printing, fine art reproduction, packaging design,
and point-of-purchase advertising.
James E. Demary, Page 3
SERVICE SECTOR
DIRECTOR OF MARKETING COMMUNICATIONS 1990-1996
UNICARE HEALTH INSURANCE COMPANY & MASSMUTUAL GROUP LIFE & HEALTH, Springfield, MA
Directed and managed marketing programs and initiates to introduce and position unique and
specialized network-based managed health care plans customized to control employer health care
costs while maintain employee satisfaction with plan benefits. Generated product push support
programs for the sales organization to introduce and build credibility for products among the broker
and consultant “gatekeeper” community who control access to the mid-sized employer domestic
market. Introduced “back channel” direct to employer management programs to create product pull
and generate new sales opportunities.
DIRECTOR OF MARKETING SERVICES 1982-1990
MASSMUTUAL LIFE INSURANCE COMPANY, Springfield, MA
Developed and produced fully integrated end-user focused marketing programs for life, disability,
investment, and health products. Generated new and enhanced product marketing program to
prepare the sales channel to introduce complex products for personal and business applications for
high-profile market sectors to compete against strongly positioned competitors. Developed
geographically focused awareness and product pull marketing programs to introduce sales force and
products into targeted, upper income demographic segments via affiliation marketing strategies
involving highly favored non-profit organizations such as colleges, symphonies and societies.
ACCOUNT SUPERVISOR 1979-1982
BELCHER ASSOCIATES, Springfield, MA
Defined and developed client marketing plans, developed budgets, and executed integrated, multi-media
plans to achieve business awareness and development objectives.
EDUCATION
BRIGHAM YOUNG UNIVERSITY, Provo, Utah, B.A., Communications
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