BUD B. BARANEK
INDUSTRIAL SALES EXECUTIVE / STRATEGIC ACCOUNTS MANAGER
Strategic / Key Account Manager representing Commodity Minerals, Mineral Based and Synthetic Mineral Products, Chemicals, Refractories, and Aggregates with 20+ years’ experience providing sales and service to a diverse variety of industries including steel, commodity chemicals, specialty chemicals, paper, paint, coatings, inks, rubber, plastics, animal feed supplements, food and pharmaceutical, foundry castings, slag conditioners, resin systems, extruded plastics, both extruded and blow molded, tapes, PVC cove moldings, flooring dispersions, rubber desiccant’s, pigments, recycled- ground glass, FRAC sand, drilling mud, water treatment, industrial abrasives, automotive adhesives and sound deadening. Recognized for producing solid results in increased sales, higher margins, and customer service. Disciplined to fully function in a remote and virtual work environment. Competencies include:
Strategic / Key Account Management
Budgeting / Forecasting
National Contract Negotiations
OEM / Distributor Management
SMC / BMC Molded Compounds
New Product Development
Plastics Handling Systems
Plastic Injection Molding
GLG Consulting- 2014 – Present, Hudson, OH
Consulting firm specializing in the specialty chemical, commodity chemical, and material handling (both dry and liquid materials) plastics, paints, coatings.
Assisted in the establishment of remote warehousing, and economical logistics.
Provide assistance so the proper EPA and Pharma /CODEX compliance were followed according to North American guidelines.
GLG’s corporate headquarters is located in Dublin Ireland and services 4 continents of customers. With over 1,000 consultants worldwide.
HUBER ENGINEERED MATERIALS, Hudson, OH 2005 to 2014
Leading producer of Ground Calcium Carbonate (GCC) and Barium Sulfate related products. $600MM, 1200 employees, 3 domestic manufacturing facilities.
Regional Sales Manager, Northeast Territory
Managed 20 state, $15M+ territory which included 3 remote terminals, 11 distributors / account representatives. And 3 direct reports of Area Managers.
Ranked #1 consistently for total increased sales volumes and gross profit margins from 2005 to 2014 with no less than 15% increase in total sales dollars. Turning a $7MM territory into a $15MM territory in less than 8 years.
Consistently exceeded Operating Production Budget (OPB) by no less than 10% profit gains.
Analyzed customer drawings and specs so I was able to recommend the correct product to achieve the proper tensile strength, impact strength, elasticity, and color. But also to control shrinkage, deviation from the desired end product, and maintain bulk density.
Managed strategic / key accounts calling on corporate locations and manufacturing facilities. Accounts included Sherwin Williams, Akzo Nobel, PPG, GAF, Core Molding, and Magna Composites. HB Fuller, International Paper, Ferro, Poly One, CertainTeed, Goodyear /Veyance, Firestone, LMI, Burton Rubber, PolyChem, Akrochem.
Built strong customer relationships with existing customer contacts and managed multiple level relationships at plant sites intimately working with Purchasing, Engineering, Manufacturing, Sales, and Executive Management ranks.
Called on various smaller accounts that had regional manufacturing sites providing solutions and problem solving to satisfy their needs. These customers typically purchased less than $100M in product sales, but had much higher profit margins.
Involved and utilized Huber inter-company personal / resources to trouble shoot customer needs and wants. (Engineering, Technical, Production, Logistics, and Upper Management.)
Collaborated with Distributor Account Managers to effectively increase sales and help address customer needs.
Organized and ran “Value Added” mini workshops with my Distributors Account Reps.to show them how to sell on quality and performance. Not just price.
Establish and managed 4 remote- rail to truck Trans load facilities that utilized lower freight expenses for out laying customer facilities.
Developed detailed and accurate sales forecasts and annual operating budgets with 98% + accuracy which built in new customer sales and margin increases.
MISSISSIPPI LIME COMPANY, Hudson, OH 1993 to 2005
National producer of lime, precipitated calcium carbonate, calcium related products, specialty food grade calcium hydroxide, and calcium oxide. $250MM in sales with 400 employees.
Regional Sales Manager, Northeast Territory
Managed 17 state region, $24 MM, + territory, including 3 remote terminals and 7 distributor networks. Sold to key paper, paint, glass, and fiberglass producers on national level.
Called on and serviced several waste water treatment, boiler scale, sewage treatment, and waste water run off at city municipalities, coal mines, steel mills, paper mills and other industrial accounts throughout the eastern / mid-west region
Secured several multi-year, multi-million dollar national contracts. Customers included Owens Brockway Glass, Owens Corning, Weirton Steel, and Wheeling Pitt. Steel, GAF, National Paper, Specialty Minerals, Sherwin Williams, Glidden Paint aka Akzo Nobel, Frito Lay.
Sold on quality and service while maximizing profitability and improved sales volumes by building customers’ sense of trust and security knowing that promises would be kept.
Developed new applications at several key accounts to increase pricing and produce higher profit margins.
Developed and implemented field “Value Added” program to promote strategic account development. Offered bundled sales, service and transportation packages that promoted increased sales and profit margins for extended sales regions throughout US. Typically presented to national companies with multiple manufacturing plants.
Prepared detailed reports that accurately outlined assigned territory which included goals, objectives, and profit maximizations. Demonstrated how higher quality and increased customer service would lend benefits to overall customer expectations, while not sacrificing profits.
Designed and troubleshot both liquid and dry powder handling systems for steel, paint, paper, glass, and rubber industries.
Identified key geographic areas that would be best serviced by remote rail trans-load to better serve clients and increase profit margins. Offered 10% to 15% savings to customer transportation costs and increased service efficiency for on-time deliveries.
C.L. SMITH COMPANY / LYONS BLOW MOLDING, St. Louis, MO 1989 to 1993
National custom blow molded containers. HDPE, LDPE, and PVC. Regional distributor of glass, plastic, steel, and related packaging materials.
Assisted customers with the design of drawings and final molds to meet their specific needs. Worked closely with Design Engineers and mold makers to ensure the final product met the customer’s needs. Reviewed final drawings prior to the start of the mold making process.
National Sales and Marketing Manager
Secured national contracts with high volume plastic containers consumers which contributed $20MM in sales and 60MM production units. Secured private mold and packaging customers such as: Clorox, PPG, Owens Brockway, Henkel, Budweiser, Purex (Dial) and SC Johnson.
EDUCATION AND JOB RELATED TRAINING
Business Management, Marketing, General Studies, University of Akron, Akron, OH
General studies with an emphasis on Chemistry and Biology, Kent State University, Kent, OH
Sales, Marketing and Time Management courses, American Management Association
Society of Plastics Engineers, Member since 1995
Cleveland Chemical Association, Member since 1996
National Paint and Coatings Society, Member since 1993
International Paper Coatings Society, Member since 1993
Very active in American Legion- First Vice President
Microsoft Word – Excel – Power Point – Outlook – Sales Logics- CRM Tool’s