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Sales Manager

Location:
Lafayette Township, New Jersey, 07848, United States
Posted:
October 25, 2016

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Resume:

Peter Brian Russo

*** ******* **

Lafayette, NJ *7848

908-***-****

Email: acw8aj@r.postjobfree.com

Consistently build organizations with major sales and profit increases

Experienced in diverse manufacturing environments

Effective in hiring and training multiple functions to achieve business objectives.

Extensive successful new product identification, development and introduction.

Experienced in business management from Sales and Marketing to R&D and ERP manufacturing.

2016 –

Advanced Business Solutions

Lafayette, NJ

Provide Strategic Planning, Marketing, Brand development, Merger & Acquisition anaylsis, financial planning, forecasting and SWOT [strengths, weaknesses, opportunity and threats] anaylsis to small, medium and large businesses on a contract basis. Product development and implementation are areas where I have extensive experience, bringing several products and product lines from conception and R&D, to product start-up and commercialization.

2012 – 2015

Compounding Engineering Solutions, Inc.

Clifton, NJ

CES is a small plastic compounding company specializing in product development, scale up and

Reactive extrusion. The company’s main business is to provide private label OEM toll manufacturing services to other plastic companies like: A. Schulman, Addivant, Evonik and Arkema. Produce wide range of plastics; PP/PE and Nylon reinforced compounds, EPDM, Butyl, SBS, EVA and Polycarbonate as well as the emerging bioplastics market. CES also manufactures and sells two product lines of performance additives into the plastics, adhesives and sealants markets.

Vice President of Operations

Full P & L responsibility including budget for capital projects. Manage all aspects of operation including staffing, planning and inventory management. Develop production schedule to meet customer needs.

Lead in getting ISO certification for plant and instituting a continuous manufacturing improvement program.

Reduced turnaround time between product change-overs while increasing capacity without additional equipment or staff.

Instituted safety program to meet both state and OSHA guidelines for chemical operations.

Project Manager for start-up of production line in Saudi Arabia bringing it online on time and within budget.

Revamped MRP system improved reporting and reduced paperwork.

Developed Sales and Marketing plans to launch commercial products

2006 - 2012 PARR Technologies, LLC

Elkhart, IN

PARR Technologies was purchased from HB Fuller in 2006. It supplied butyl rubber based adhesives and sealants to the automotive, Recreational vehicle (RV), construction and windows and doors markets. In 2009 the company acquired the conductive coating and acoustical damping businesses from EFTEC NA. Major customers for the acrylic based conductive coatings included Standard Motor Products and the Dekko Group. Major customer for the acoustical damping products Dynamic Contols is largest supplier in automotive aftermarket. Diversified the coatings product portfolio with the development and launch of a rheology modifier sold to KEE Action Sports largest Paintball manufacturer in the US and a polysulfide coating/sealant for the Wire and Cable industry. The business was sold to Superior Capital Partners in 2011 and I stayed on to help with the transition.

President & CEO

Full P&L responsibility for the business. Developed a sales and marketing plan that resulted in new business product sales of 30% or more over 5 years. Developed annual operating budgets and capital plans. Lead for all Merger & Acquisition activity.

Developed and launched several new products in acoustical and vibration damping that opened new markets enabling the company to move away from less profitable business and into growth industries and applications.

Managed a diverse ERP system that produced both bulk [drums & Totes] type products and individual products [tapes & cartridges].

Managed and directed the integration of two acquisitions into Elkhart, IN plant without customer interruption.

Worked closely with plant manager and purchasing to diversify raw material supply base to improve costs and service.

Grew sales from 3MM in 2006 to 5MM in 2011.

2000 – 2006

ELEMENTIS SPECIALTIES,

Hightstown, NJ

$225 million division of global specialty chemicals company Elementis plc ($785 million), with corporate offices in the UK. Elementis Specialties, headquartered in Hightstown NJ, is focused on additives for the coatings, inks and oil field markets. The operation was a 1989 acquisition of an adhesives and sealants business run as a separate entity until 2001 when it was integrated into the division. The company divested the business in 2006 and I was part of management team responsible for the divestiture. The new owners did not keep existing management, replacing them with their own.

Business Director - Formulated Systems

Belleville, NJ (2003 - 2006)

Promoted to Director of all formulated products in 2003 as part of business reorganization. Major part of business was selling epoxy based adhesives to paint brush manufacturers around the world. Major customers included Wooster Brush [Div. of Sherwin Williams] and Purdy Brush. Also sold coatings into the Wire and cable industry to companies lie Rochester Group and Aceros Camesa. Other key products and markets were urethane based sealants to the electronics industry and filled epoxy systems to the potting industry.

Increased sales in from $10 million and to $11.5 million.

Launched line of UV curable sealants, potting compounds and gaskets.

Increased margin and sales every year

Developed successful Sales and Marketing campaign to re-launch brand

Business Manager - Light Cure Systems

Belleville, NJ (2000 – 2003)

Recruited by the then president in 2000 to create new business development group. They had developed some patent able technology but were not able determine its full potential or how to enter the market segment. They had plenty of ideas but little commercial successes.

Reorganized R&D group with focus on technical support to sales.

Worked with Patent lawyer on patent application, which was granted in late 2002.

Increased gross margin of existing products to 70%.

1994 – 1999

The Texwipe Company LLC

Upper Saddle River, NJ

$70 million privately owned manufacturer of Clean Room Consumables undergoing rapid growth and new product development. Hired by, and reported directly to, one of the sons of the founder to head their product development efforts. Was recruited by Elementis Specialties to lead their newly formed UV Products Group.

Product Development Manager

The company had recently been beaten to market with a new product by one of their competitors because of the undisciplined method they used for product development. Created and implemented new system to evaluate and develop new product opportunities: first year sales of $650,000: 1999 sales $7,425,000. In 1999 given additional responsibility to manage nonwoven product line as well as all chemical products. Annual sales of $15MM.

Led team that revised documentation in order to meet ISO9002 certification.

Created line of presaturated wipers that sold $3,400,000 in 1999

Awarded six US Patents:

#5,814,159 Cleaning Method

#5,988,371 Cleaning Device and Method

#6,001,187 Cleaning Method

#6,062,381 Cleaning Device and Method

#6,207,227 Cleaning Article and Method

#6,543,640 Cleaning Device and Method

1982 – 1994

International Specialty Products

Wayne, NJ

ISP with annual revenues of $450 million was 70% owned by GAF Chemicals a privately held company with annual sales of 1 billion. Spent 15 years with company in ever increasing positions within sales and marketing. Demonstrated a history of consistent growth and development. Managed both large (NE Sales region $55 million) and small (Organometallics & Minerals $3 million) organizations and as well as start-up businesses (Engineered Products $6 million). Left to pursue opportunity with Texwipe.

Business Director

Engineered Products Group,

Wayne, NJ (1992-1994)

Business was created to launch new environmentally safe solvent product line. Hired and trained sales force of six. Worked closely with Law group to file patents on 2 products and create a solvent recycling program for another. Reported to vice president and then directly to general manager.

Managed 27 professionals in sales & marketing, Engineering, R&D, and customer service.

Grew sales 50% per year over the two years to $6,000,000.

Regional Sales Manager - Specialty Derivatives

Bound Brook, NJ (1988-1991)

Managed the largest sales region in the company. Managed $1, 000, 0000 expense budget with 11 field sales and 2 inside sales representatives.

Grew region from $50,000,000 to $60,000,000 over 3- year period.

Negotiated contracts worth $25,000,000 + in annual sales.

Sr. Product & Sales Manager - Advanced Materials Group

Wayne, NJ (1987-1988)

Responsible for the growth of existing product line and the commercial development of new products from technology portfolio. Had P&L responsibility for business that included separate technology center and manufacturing site.

Product Manager Organometallics and Minerals, Wayne, NJ (1986-1987)

Sr. Product Engineer, Surfactants Group, Wayne, NJ (1984-1986)

Sales Engineer, Southwest Region, Tulsa, OK (1982-1984)

1980 – 1982

ORTHO Pharmaceuticals, Div. Of Johnson & Johnson, Tulsa, OK

Sales Representative, Great Plains District

1976- 1980

Brinkmann Instruments, Westbury, NY

Sr. Salesman, Southwest Region

Assistant Product Manager, Distributor Products

EDUCATION

BS, Biology, SUNY at Stony Brook, Stony Brook, NY 1976

Minor in Chemistry and Biochemistry

Karass Negotiation Course, Karass & Associates, 1989

Managing Industrial Distributors, Texas A&M University, 1991

MRP Implementation Course, Oliver Wright Company, 1995

Strategic Selling, Miller Heiman Incorporated, 1997

Large Account Management Program, Miller Heiman, 1998

AMA Communicating with Diplomacy & Tact, 2002



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