Bruce G. Ligo

**** **** ***** *****, ********, MT 59106 Res: 406-***-**** Cell: 412-***-**** actpws@r.postjobfree.com

SALES AND BUSINESS DEVELOPMENT MANAGER

Track record of success in developing innovative products, business plans, and market growth strategies that increase revenue, profit, and market share.

Seasoned customer-facing manager with solid history of assessing market needs and combining diverse elements to produce unique and innovative products and business opportunities. Recognized for creativity and track record of delivering the unexpected. Inclusive leader skilled in collaborating with staff, empowering teams to meet and exceed goals. Available for relocation.

AREAS OF EXPERTISE

sMarket Development

sProduct and Sales Training

sBusiness and Market Planning

sTerritory Management

sTechnical Sales

sProject Management

sOEM Account Management

sMarket Penetration

sTradeshow Representation

sStrategic Partnerships

sStaged Gate Process

sCross-functional Team Leadership

RELEVANT EXPERIENCE and SELECTED ACCOMPLISHMENTS

ASSOCIATED REDI-MIX CONCRETE, Williston, ND 2014 - Present

Sales and Business Development Manager

Recruited to build concrete, aggregate and hauling service sales in a very fast paced and demanding market.

Direct sales, market and business development across the Bakken oilfield area in Western North Dakota and Eastern Montana. End-use markets include infrastructure, utilities, single and multi-family residential, commercial and industrial.

EPOWER ENGINE SYSTEMS, Florence, KY 2012 - 2014

Business Development Manager

Hired to initiate sales and business/market development of a new series diesel electric hybrid class 8 truck.

Directed sales, technical presentations, trade-show management, market development, business development across North America.

NOVA CHEMICALS Pittsburgh, PA 1995 - 2012

(Global petrochemical producer specializing in polymers for wide range of applications, with 4K employees and $6B in annual revenue)

Building Materials Product, Market and Business Development 2006 - 2012

SYNTHEON, Pittsburgh, PA (Wholly-owned subsidiary of NOVA Chemicals)

Recruited to direct product and market development for this green-focused joint venture between Worthington Industries and Nova Chemicals. Manage all product development activities including staged gate process, prototype design, testing, patent generation, and business/market plan development. Responsible for over 50% of sales to date.

Developed market by identifying and coordinating partners, identifying and assessing compatibility of system components, representing company at industry associations and tradeshows, extensive AIA presentations, directing sales agents, and providing sales support and training.

Drove revenue growth by managing:13-state Western Region 19-state Eastern Region Canada and Mexico OEM accounts

Developed and launched new innovative construction wall panel system to generate nearly $6M in revenue within 3 years of start-up by identifying and sourcing original product designer, production equipment, and partner company for joint venture.

Drove engineered steel building, modular construction, and panelized systems sales from OEM accounts including Butler Manufacturing and General Steel.

Prepared patent applications for three international patents currently pending approval.

Foodservice and Food Packaging Product/Market Development 2000 - 2006

Promoted to lead cross-functional marketing teams in product and market development efforts. Worked with partner companies to evaluate potential new products, conduct field trials, and perform physical tests. Ensured compliance with product performance requirements by partnering with external testing laboratories and government agencies.

Maintained market share in declining market by spearheading development and execution of aggressive market plans and business strategy.

Maximized growth in new markets, while reducing weight of existing customer products by 10%, cutting costs, and decreasing environmental stress cracking by leading development efforts to produce multiple new plastic resin grades.

Discovered potential new markets for differentiated products, leading to joint venture and current position at Accelerated Building Technologies, by leveraging and consolidating equipment technologies, innovative designs, and market knowledge.

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Senior Account Executive - Expandable Polystyrene 1998 - 2000

Promoted to manage Midwest sales territory comprised of 9 states and 4 Canadian provinces. Devised account management plans, identified new end use markets, and negotiated/maintained customer contracts. Developed and supported new construction products including sheathing, structural panels, and insulated concrete forms. Supported sales and market development in cushion packaging and foodservice/food packaging.

Met all sales volume goals by acquiring four new customers, representing ~20% increase.

Improved product performance by contributing to development of EPS resin and identifying new production equipment technologies that enable product development enhancements.

Account Executive - Expandable Polystyrene 1995 - 1998

Promoted to drive revenue and business growth from assigned territory by developing and executing on annual territory and account plans. Markets included construction, cushion packaging and foodservice/food packaging.

Grew assigned territory from 6 states (OH, MI, NY, PA, WV, KY) to 11 (OH, MI, NY, PA, WV, KY, WI, IN, TN, MS, VA) and 6 Canadian provinces (ON, QE, and Maritime Provinces).

Maximized sales volume and profit margins to meet all goals through market intelligence research, customer relationships, and successful contract negotiations.

ARCO CHEMICAL COMPANY, Newtown Square, PA 1988 -1995

(Global petrochemical producer with 5K employees and $6B in annual revenue)

Business Fulfillment Coordinator, Aircraft Deicers 1992 - 1995

Start-up business grew from 10% market share to 90% in one year. Propylene Glycol based deicers increased safety while replacing hazardous products. Responsibilities included initial establishment of terminal system, inventory management, production planning, raw material coordination, logistics support, terminal training, established/maintained extensive distribution system, acquired/managed equipment fleets.

Customer Support Specialist 1989 - 1992

Customer order placement and coordination, competitive price coordination in conjunction with sales and marketing management, principle contact for aircraft deicers, participation in various quality and marketing teams, sample and literature requests. Chemical sales in midcontinent from Chicago to Houston and Denver to Indianapolis which included 50 direct customers and over 100 distributor locations. Sold Styrene Monomer, Propylene Oxide, Propylene Glycols, Propylene Glycol Ethers and acetates, Isopropyl Alcohol, BDO, THF, DAP, AA, MEK, etc.

R&D Laboratory Technician 1988 - 1989

Compounded and tested laboratory samples for New Polymers research and development. Projects included Dylark/CPVC blends and Fibersorb super absorbent fibers.

HITECH POLYMERS, INC., Cincinnati, OH 1987 - 1988

Engineering Technician

Compounded specialty polymers, maintained and repaired production equipment, tested and evaluated physical properties of compounded materials and loaded/unloaded trucks.

OHIO DEPARTMENT OF NATURAL RESOURCES, Columbus, OH 1985 - 1987

Environmental Engineer

Processed drilling permits and completed other regulatory work related to drilling and producing of oil and gas wells. Coordinated classification of new gas wells under the ‘Tight Sands Act” for FERC.

NOBLE OIL CORPORATION, Columbus, OH 1981 - 1985

Staff Geologist

Made investment recommendations, purchased oilfield goods and services, conducted drilling investment analyses, developed drilling prospect portfolios, organized and coordinated drilling lease acquisition projects, and supervised field drilling activities.

EDUCATION and PROFESSIONAL DEVELOPMENT

Master of Business Administration (MBA) Villanova University in Villanova, PA

Bachelor of Science in Geology and Mineralogy The Ohio State University in Columbus, OH

Lean/Six Sigma White Belt Certification, The Breakthrough Performance Group, Cincinnati, OH

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