Sales Manager

BRIAN DOWNS

https://www.linkedin.com/in/briandowns1

* **** ****** #*** 203-***-****

Greenwich, CT 06830 *********@*****.***

International Sales & Marketing Manager

Industrial B2B client-facing manager, skilled at delivering profitable growth in highly competitive markets and within large matrix-style companies requiring high levels of collaboration. Deep technical product knowledge and well-established business relationships. Adept at negotiating with customers and supplier partners to improve profit margins, including a 12% YOY increase in 2015. Proficient at leading large, geographically dispersed organizations; over 100 sales reps in 14 offices serving 3,000 customers.

Areas of Expertise

Operating Plans/Budgeting

Product Management

Contract Negotiation

Sales Management

Distributor Management

Supplier Management

Markets Served

Pulp & Paper

Personal Care

Soaps & Detergents

Plastics and Polymers

Water Treatment

Pharmaceuticals

Specialty Chemicals

Lubricants

Oil Refining

Mining and Metals

Commodity Chemicals

Catalysts

Professional Experience

Confidential Summer-Fall 2015

Independent Business Consultant – Sales & Marketing

Providing Market analysis and Channels-to-Market feasibility study for client looking to build petrochemicals plant in North America.

UNIVAR USA, INC., Eastern USA 2008 –2015

Product Manager, Caustic Soda (2012-2015)

Conducted the full range of P&L responsibilities for the Eastern Region and achieved all growth objectives.

Achieved 35% profitable volume growth (+100,000 tons.)

Improved profit margins 12% YOY.

Planned and implemented annual operating budget ($150mm/yr.) and developed District and Region goals and objectives.

Developed and launched pricing policies and oversaw the price approval process.

Analyzed the opportunity pipeline and managed the sales funnel; mentored sales team by assisting with account strategies and client presentations, proposals and contract negotiations.

Developed and implemented strategic sourcing initiatives in order to identify and select suppliers whose quality, cost, and products best aligned with the organization’s strategy for profitable growth.

Managed relationships with manufactures of Chlor-alkali products and suppliers to Univar in the region.

Regional Sales & Marketing Manager, Chlor-alkali (2008 – 2012)

Managed 100+ Sales Reps in 14 district offices, selling products to over 3,000 customers along Eastern USA.

Increased market share by over 20% in the Distribution Market.

After acquisition of a competitor in 2010, chosen to lead the integration of sales and supply chain activities in the region. Achieved over $1M in savings in the first year after acquisition.

FREEPORT MCMORAN COPPER & GOLD, Phoenix, AZ 2004 – 2008

Regional Manager, Chemical Sales – Climax Molybdenum Marketing Company

Built and led a global Distributor program and served as Business Team Leader (Order-to-Cash) implementing SAP functionality.

Achieved over $50M in sales within three years to smaller customers worldwide in the lubricants and corrosion markets.

Reduced costs by 30% to serve these markets.

Supplied moly chemicals to diverse industries including catalysts, wire & cable smoke suppressants, corrosion inhibitors, lubricants and oil additives, powder metallurgy/sinter.

PIONEER AMERICAS, Houston, TX 2000 – 2004

ICI AMERICAS, Wilmington DE 1984 – 2000

Acquired by Pioneer Americas in 2000

Served under following titles:

National Account Manager for Chlor-Alkali Products; responsible for $75 million in annual revenue.

Market Development Manager of Technology Licensing for ICI plc, based in England. Sold/licensed over $150 million in Membrane Chloralkali technology.

Technical Sales Representative for CIL Plastics Division (HDPE and EVA co-polymers); responsible for $10 million in annual revenue. Worked closely with R&D and customers on product formulations.

Technical Service Representative for CIL Chlor-Alkali products.

Education

Bachelor degree, Engineering Sciences/Mining & Metallurgical Engineering,

Minor in Economics and Business

Lafayette College, Easton, PA 1984

Skills

SAP/Salesforce.com/Tableau

Achievements

Chairman’s Roundtable Award (ICI Americas)

Salesperson of the Year Award

For sustained high performance selling ICI products while meeting company objectives

Marketing Innovation Award (ICI Forest Products)

Business Unit’s Award

For creativity and innovation while meeting key customer needs and increasing sales

Safety Leadership Award

30+ years of accident free operation of Company vehicles with over 1 million miles driven

.

Contact this candidate