Chemical Engineering Sales

Michael J Knowles

*** ***** **** **, **** SC ****3 · 803-***-**** · ****.**********@*****.***

SUMMARY: Systematic quantitative thinker with an established record of value-added

WORK EXPERIENCE:

A&D Environmental Services

Business Unit Analyst/ Proposal Coordinator January 2017 to June 2020

Analyzed performance for waste management, industrial service, and environmental remediation business lines; compiled operational metric reports

Supported 6 Technical Sales Representatives with formal proposals, regulatory compliance, and health and safety deliverables

Designed the proposal tracking system to improved sales-operations interface and accountability

Using customized queries, reviewed EPA national data sets to evaluate competitors as well as market opportunity

Authored the company’s statement of qualifications to highlight company resources and features with resulting customer benefit

Clean Harbors Environmental Services, Inc.

Director Transformer Services Line of Business November 2011 to November 2016

Managed pricing for a $20M transformer salvage and oil reclamation line of business

Negotiated innovative commodity indexed rates with electrical utility customers to stabilize contract value; developed cost modeling using income statements as well and as well as external commodity index information

Increased salvage revenue and profit reliability by developing a transformer substation conductor yield database

Estimated lead cable project values using blueprints/diagrams to gauge metal recovery

Ensured compliance with TSCA and DOT when developing PCB transformer handling solutions

Senior Proposal Manager April 2000 to November 2011

Developed hazardous waste disposal and environmental service proposals (~$10M/yr.) for complex and large corporate customers and highly structured government entities

Collaborated with company legal, contracting, environmental compliance, health and safety, and transportation as well as operational general managers to organize and facilitate proposal development

Developed point by point technical responses to customer questions and technical discussions

Awarded the companywide “Quality of Customer Service” Sea Gull award for constructive change order approach

Used EPA ECHO to vet vendors for environmental compliance

Proposal Analyst/ Manager November 1988 to April 2000

Captured over $12M Department of Defense waste management contracts in response to firm fixed price (FFP) proposal requests

Calculated wrapped unit costs for disposal, transportation, packaging, and fees for complex proposals; matched best available technology based on material chemistry and regulation.

Leveraged capture probability and minimized exposure risk using cost data analysis and historical demand to forecast project revenue, cost, and margin

Fostered working relationships with permitted hazardous waste facilities to understand cost, operational capability, and permit limitations

Forecasted the impact of regulatory changes on future environmental work

Field Chemist May 1987 to November 1988

Field sampling, inspection, and waste profiling of containerized hazardous waste

United States Army -- Chemical officer (Schweinfurt, Germany) for nuclear capable field artillery battalion; responsible for chemical, biological, and nuclear preparedness and related unit training

SKILLS

Working regulatory knowledge: (EPA) RCRA, TSCA, and CERCLA as well as DOT, OSHA, and FAR

MS Excel mastery, MS Word mastery, Microsoft Dynamics GP, statistical analysis (Actuary Exam – Probability)

VOLUNTEER WORK

Council President - Mount Olive Lutheran Church, Irmo SC; Steven Minster

EDUCATION: University of Wisconsin, Madison, WI – BS Chemical Engineering

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