Sales Management
Resume:
Lauryn A. Overbey
Philadelphia, PA 19147
Mobile: 267-***-**** • ******.*******@*****.***
CAREER SUMMARY
A passionate, results driven leader with 13 years of chemical industry experience in a variety of businesses and functions including commercial & business management, technical service, account management, analytics, brand and strategy management, as well as business intelligence technologies. Significant experience in capital project management, consulting, people leadership, asset management & asset financials, licensing & contract development, complex negotiations, commercial leadership, demand management, differentiated business management, new business development and P&L. Specialties: Business & Commercial Leadership, New Business Development, Negotiation, People Leadership, Product Portfolio Management, Strategic Planning, Project Management, Integrated Business Management WORK EXPERIENCE
Armacell LLC Chapel Hill, NC April 2015 – Present
Business Development Manager, North America
• Sucessfully selected and developed new distribution partner for North America to maintain market share and grow margins
• Managing existing commercial accounts to maximize profitability, while developing new opportunities for growth
• Developing successful sales plan to achieve PET Core Foam North America sales targets
• Developing and implementing an in-depth market analysis across various sectors
• Developing strategic and tactical plans to achieve fastest market penetration and grow market share
• Establishing relationships with major PET Core Foam customers by assessing product needs and requirements, working with the customer’s technical, legal, supply chain, and purchasing organizations
• Identifying new business opportunities and evaluating the effectiveness of new and existing products Arkema Inc. - Thiochemicals King of Prussia, PA September 2013 – March 2015 Business Development Manager
• Managed and developed existing key commercial accounts for Thiochemicals division
• Successfully increased volume share by 35% in 2014 by acquiring new commercial outlets, saving 30% in annual revenues for the division, and $2.7M in variable costs
• Product Manager for the North America lubricant additives business worth $3M and the direct and distribution US business of Amines and CS2 product lines with a combined annual revenue of $6M
• Successfully managed all Thiochemicals full cycle capital investment & product development initiatives through the ASAP
(Gate) project process to ensure timely completion according to project plans, while managing cross-functional teams for all projects in Stage Gate process
• Developed comprehensive assessments, by market segment, of the ability to compete from both internal and external perspectives and developing product dossiers for all capital investments, while supporting all niche market business development for specialty chemical product lines
• Initiated, drafted and negotiated supply agreements and contracts to ensure compliance
• Spearheaded the search for new distribution companies that fit well within Thiochemicals corporate strategy
• Consistently ensured global alignment with product development initiatives in Canada, France, Mexico, India, China, and Korea in order to effectively achieve product development initiatives
• Effectively developed and implemented PIERS (import/export) custom dashboard solution for Thiochemicals division to enhance employee engagement and reduce turnoveR
FMC Corporation Philadelphia, PA October 2002 – September 2013 National Account Manager (November 2011- September2013)
• Managed direct account revenues for Natronx Technologies, LLC joint venture totaling $10 million dollars and $4 million in profits over standards, while effectively managing assigned budget
• Managed and negotiated contracts all new and existing multi-million dollar commercial account contracts, actively measuring contracts for compliance, and rebate allocations for regulated environmental industry Lauryn Overbey Resume
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• Successfully re-negotiated and awarded 5 year contract worth $4million dollars
• Managed the commercial development of acid gas scrubbing opportunities in Alabama, Georgia, Florida’s industrial environmental markets to increase revenue
• Performed detailed business analysis to assess profitability and desirability of current
• Developed and organized companywide SharePoint site to improve organizational effectiveness
• Managed CRM system integration within joint venture for effective account management and pipeline analysis Inside Sales Representative (January 2011- November 2011)
Managed inside sales role for the distributor sales organization for a $1.7M territory.
Effectively commercially developed Biocide leads, increasing sales revenue by $.5M
Reduced responses to customer by 50%.
Utilized a sales call plan to manage a list of FMC distributors
Managed all volume & revenue reporting for the distribution sales organization.
Regularly customer interfaced to confirm and agree on pricing indicatives to help resolve payment disputes across the business through distribution
Successfully trained current and new hires on CRM, SAP, SharePoint, Microsoft Live Meeting (dual responsibility)
Managed and successfully resolved all freight related customer issues
Improved the process in use across ICG for servicing municipal bids and create a new process which will improve the efficiency across the divisions
Created new Peracetic Customer training tutorials through Brainshark to improve Responsible Care, as a result reduced customer safety training time by 52 hours and 100%. Sales Representative II / Sales Analyst (September 2008 - January 2011)
*Awarded for CRM implementation
Supported distribution sales team with financial volume/ revenue modeling by territory, business and product lines
Managed all distributor pricing and master data integrity for direct and distribution customers
Improved volume/ revenue reporting time by 75% and solely responsible for creating and implementing complete automation of the monthly report to optimize time
Managed complete account management system administration via Magellan and CRM
Completed Website administration on www.fmcchemicals.com across divisions in ICG to maintain accurate and timely data for customers
Identified as CRM Administrator to lead and integrate CRM solution in the Industrial Chemicals Division
Trained current employees and new hires on newly implemented CRM, Magellan Plus, LASeR- Leads Management System, SAP, SharePoint, Microsoft Live Meeting, Peracetic Acid Safety Training
Developed all safety training materials for Peracetic Acid via Brainshark business training system
Actively customer interfaced (in person) to confirm and agree on pricing indicatives to help resolve payment disputes Technical Service Representative (November 2006 – September 2008)
PMP licensed professional for the sales of all herbicides, pesticides, and fumigants across the divisions
Provided timely technical service to customers by answering the technical service hotline with timely and accurate responses to technical and general questions
Developed and conducted training presentations to end-users and distribution personnel and provide training in the use of new technology
Assisted customers and end-users in optimizing efficacy of FMC products in a manner consistent with the product labels, environmental stewardship and protection
Managed FMC’s financial resources by streamlining procedures and minimizing damage and legal claims and wisely manage time and resources through constant improvement of tech service policies and procedures to better handle time and resources
Performed research experiments to optimize the efficacy of product Account Service Representative (October 2002- November 2006)
Managed customer service for distribution and direct customers across the country for Industrial Products Group
Managed the order entry for respective customers to ensure on-time delivery
Managed the input of distribution and direct customer orders in SAP shipping/order system, confirmed availability, delivery schedule, and freight related issues
Maintained a database of customer pricing and competitive pricing reports in SAP system and Account Management Systems, which includes payment terms and freight policies Lauryn Overbey Resume
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EDUCATION
Saint Joseph’s University Graduated: December, 2010 MBA Option: International Business
Tuskegee University– Tuskegee, AL Graduated: May, 2002 B.S. Biology
Minor: Philosophy
SKILLS/ACCOMPLISHMENTS
Account Management • Business Development • Pricing • Communications • PIERS Imports/Exports Implementation • SAP • CRM Implementation • Microsoft Word, PowerPoint, Access, and Excel with Visual Basic Applications • Business Warehouse • Global Reporting • Outlook • Lotus Notes • CME Community Member • Spanish • Organizational Development & Engagement Dashboard Implementation
MARKET EXPERIENCE
Specialty Chemicals, Industrial Chemicals, Agrochemicals, Oil & Gas, Adhesives & Resins, Coatings, Environmental, Wind Power, Marine, Transportation, Building & Construction, Pharmaceutical, Glass, Colorants, Poultry, Power & Utilities
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