Sales Manager

James Radford

Howard City, MI *****

*****.**********@*****.*** • 231-***-**** • LinkedIn

Sales Management Professional

Proven success in accomplishing sales targets by identifying customer needs, implementing sales plans, and cultivating customer relationships. Demonstrated success in identifying and capturing new sales opportunities and leading several cross-functional teams to increase market share and profitability. Successful in achieving company’s sales goals, developing budgets, managing sales staff. Recognized for earning a reputation for swiftly identifying and resolving potential customer-facing problems and discrepancies, leading to a significant boost in customer satisfaction and loyalty.

— Areas of Expertise —

Business Development & Expansion Strategic Planning & Implementation Market Research & Analysis

Revenue & Profit Optimization Continuous Process Improvement Project Management

Contract Negotiations Client Satisfaction & Retention Team Leadership & Motivation

Career Experience

Mitsubishi Gas Chemical Inc. 2004 to 2020

National Sales Manager

Key Account Manager responsible for over $15 million in revenue across 20 Strategic Accounts. Exceeded sales targets most years by at least 10% vs budget. Managed the MX-Nylon business and drove sales in the United States. MX-Nylon is high barrier Nylon used for oxygen barrier and CO2 barrier in packaging, food, and beverage applications. Expanded MX sales by discovering and winning applications in automotive, healthcare and other new markets.

Responsibilities included negotiating multi-year contracts, increasing sales and profitability, performance monitoring, budgeting, developing and executing business plans for each key account. Developed and managed strategic partnerships with Fortune 100 companies.

Worked with major brand owners, bottle and film converters, compounders and film producers.

Acted as liaison for international and internal communications for Europe

and Japan

Transformed slightly underperforming Key Accounts into leading customers by identifying their needs to achieve their maximum sales revenue

Adding three of the five largest accounts to the national customer portfolio

Responsible for establishing new key account with a major PET resin producer representing 1000 Metric Tons of new business globally

Generated substantial sales volume growth to justify the building a new production site in U.S.

JAMES RADFORD

NATIONAL ACCOUNTS DIRECTOR

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Applied technical expertise and sales capabilities to identify, prospect, and close transactions with high level decision makers

Developed and implemented a new sales process of creating new opportunities through customer benefit solutions

Drove development efforts in the automotive area with Tier One Suppliers for large OEMs.

Identified areas for innovation and product improvement

Created monthly, quarterly and annual forecasts, determining short-term and long-term performance objectives

Communicated and retained accounts across the United States.

Developed new strategies for building the MX-Nylon business

Identified potential customers and new market opportunities, though research and developmental activity to sustain revenue growth

Worked closely and collaborated with large OEMs in the food, beverage, and other industries

Nanocor 2002 to 2004

Nanocor, producer Nanocomposites.

Technical Sales Manager

Developed market for Nanocomposites in food and beverage market. Worked with major brand owners (example Heineken, Campbell Soup and Heinz). Also worked with bottle processors and thermoforming companies.

Collaborated with technical team on developing opportunities for new products

Manage and helped re-engineer developmental projects to best meet specific application needs

Helped create and execute effective sales promotion

Transformed developmental projects into profitable commercial customers

Negotiated pricing, payment and delivery terms

Developed interest for new technologies with global food companies

Managed sales alliance relationship with a major resin company to fuel sales and supply levels

BP Amoco 1998-2002

Chemical Division

US Sales Manager

Sold Barex resin to food packaging and medical packaging companies. Also worked with major food brand owners.

Managed a customer base with over 20,000,000 lbs. of volume.

EDUCATION:

Bachelor of Science – Marketing at Ferris State University

Big Rapids, Michigan

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