Sales Manager

KEVIN J. SCHROM, MBA

** ********** ***** *********, ** 12309

E-mail: ************@*****.***

M = (518) 779 – 5839

H = 518-***-****

PROFILE

A results-oriented Senior Professional with 20+ years of progressive experience in the industrial, pharmaceutical, fluorination, brominating, reduction chemistry, petrochemicals, flavor and fragrance, coatings, calibration gases, graphene and fine chemical industries. A proven record of success in Quality Control, Production, Product Support, Sales and Marketing, Logistics, Planning and Acquisitions. Able to effectively analyze markets, operations, products and growth opportunities, then introduce strategic and tactical solutions that improve competitive performance, as well as increase revenues, market share and profits. Recognized as a self-motivated professional who offers dedication, enthusiasm and extremely high standards. Collaborates well with senior management to meet organizational goals and objectives. Excellent candidate for senior management position. Received Presidential Award for "Outstanding Contribution" 4 times in 6 years.

DEMONSTRATED AREAS OF EXPERTISE

ISO-9000 Standards;

cGMP Experience;

Quality Control;

Six Sigma Black Belt;

Operation Management;

Team Formation & Management;

VITO Selling;

Sales & Marketing Management;

The Dollarization Discipline;

Miller-Heiman Strategic/Conceptual Selling; and

MS Office Products.

PROFESSIONAL SALES EXPERIENCE

XG Sciences, Inc. September 2018 – January 2020

Pioneer and market leader in the design and manufacture of graphene nanoplatelets. Graphene nanoplatelets have demonstrated performance for energy storage, thermal conductivity, electrical conductivity, barrier properties and the ability to significantly improve mechanical properties when incorporated into plastics or other matrices.

Independent Sales Consultant

* Reported directly to the Chief Commercial Officer.

* Developed prospects and customers using a complete cold calling approach. Found applications that would utilize products and services being offered by organization.

* Global territory that required a flexible work schedule to accommodate foreign time zones and culture.

* Focus was on all plastic, nanotechnology, semiconductor, solar cell, fuel cells, composite, can coatings, paint, polyurethanes, rubber, asphalt, concrete, foam, thermoplastic, thermoset, rotomolding, packaging, inks, pigment/color, and PCV markets. Very high degree of technical and application support was required.

* Introduced PVC industry to organization.

Alphamin Inc. January 2017 – June 2017

Dedicated to development and technical sales of specialty polymers and waxes worldwide. Alphamin has an in-house laboratory, providing the latest in Research & Development and Quality Control. With the continuous R&D efforts of its laboratory, Alphamin strives every day to fulfill the mission to supply the most appropriate quality and competitive product and to maximize the success of their valued customers.

Sales Manager

* Reported directly to the President.

* Responsible for North American sales functions. Focus was on all wax applications, except for candles. Explored rubber, plastic, textile, packaging, coatings, adhesives, hot melt, paper, inks, asphalt, polishes, PCV, electrical film and tape markets. Very high degree of technical and application support was required. Developed prospects and customers in other industries, such electrical film coatings.

* Very small location (7 people) required multiple hats. Performed numerous other functions as required.

SiGNa CHEMISTRY, INCORPORATED August 2010 – March 2013

A start up organization that commercialized a suite of "green" chemistry materials based on the company's core technology for transforming reactive alkali metals and their derivatives - which have historically been dangerous to use and store - into safe, free-flowing powders. The resulting materials drive improvements in safety, efficiency, and environmental sustainability across chemical processes in the pharmaceutical, petrochemical, and general synthesis industries.

Sales Manager

* Reported to Vice-President of Process Development Services, President, and the Manufacturing Operations Manager.

* Was responsible for all Sales functions within the organization.

* Managed existing customers and prospects while developing new prospects and customers within the Pharmaceutical Industry.

* Due to size of organization, performed functions in all areas of the company except for accounting. Took orders, scheduled manufacturing, order raw materials, set inventory levels, etc…

* Sold a form of Alkali metals. Continued promoting hundreds of APIs that were manufactured in an ISO facility. No conflict of interest due to products not competing.

* Developed prospects and customers in other industries, such as, custom manufacturing, fine chemical, specialty chemicals, generic, agrochemical, and petrochemical industries.

AIR LIQUIDE HEALTHCARE AMERICA CORPORATION (formerly known as SCOTT MEDICAL PRODUCTS), Plumsteadville, PA July 2005 – March 2010

Manufacturer of medical gases and active pharmaceutical ingredients (APIs). Originally specialized in fluorine chemistry; focus was on Pharmaceutical Industry within North America. Responsibilities extended into the Medical Gas and covered East Region (22 states) in this area. Each area required extensive technical support.

Pharmaceutical and East Region (22 states) Medical Gas Sales Manager

* Reported to Vice-President/General Manager.

* Managed sales activities associated with global business plan. Directly responsible for North American Pharmaceutical and East Region (22 states) Medical Gas markets. Considered business-to-business sales.

* Actual sales in 2005 were 13% above forecast.

* Secured order in 2007 that increased global Pharmaceutical revenue by 113% (more than doubled the global business) and increased North America by 537.5% (increased five-fold).

* Actual sales in 2009 were 9.9% greater than 2008. Added 108 new clients (about doubled) to the business.

* New business in 2009 was 121% of 2008 (more than doubled).

* Face-to-face visits exceeded goal by more than 150%.

* Greater than 50% of visits were new prospects (e.g., cold calling).

* Sold to R&D personnel, operations, purchasing and senior management.

* Sold Fluorination reagents and several building blocks. Promoted hundreds of APIs that were manufactured in an ISO facility.

* Reports were entered into company databases (Lotus and Salesforce.com) in a timely manner (less than 24 hours). Provided monthly reports and analysis. Reviewed all Master, facility and location profiles, and single sales objectives.

* Participated in monthly meeting with manufacturing company and year-end budget process. Worked with Customer Service Department to reduce delinquent accounts receivable.

* Provided commercial support/coordination to sales agents in Asia, India, Europe and Israel.

SI GROUP, Schenectady, NY June 1979 – July 2004

Manufacturer of specialty and fine chemicals. Each area required extensive technical support.

Sales Manager 2004

* Reported to General Manager.

* Maintained existing customer base that was acquired in acquisition. Validated each customer and product requirement into organization.

* Provided technical support to customers and manufacturing plant. Developed and defined forecast for key product line.

* Proactive in tracking emerging opportunities and profit margins. Managed all sales activities.

* Explored all new business opportunities for Canadian affiliate.

Business Development and Sales 2003

* Reported to the Vice President.

* Analyzed market and profitability on a new product line, and determined fit of resulting products into existing equipment capacity.

* Performed cold calling and held successful business-to-business interfaces with potential customers.

Product and Sales Manager 1999 - 2001

* Reported to General Manager.

* Developed/implemented marketing strategy for Asian market. Maximized sales growth of products for three years.

* Doubled sales in four months. Increased sales 250% to 500% depending upon product line.

* Created plans to maximize target customer penetration and negotiated contracts for multiple year sales with major overseas corporations.

* Located secured warehousing to stock materials and reduce product lead-time.

* Was responsible for overall profitability through margin analysis. Ensured contracts included price adjusters to compensate for changing costs, delivery requirements, and product availability.

* Led Six-Sigma Team in Logistics area that generated cost savings and reduced inventory; exceeding goal by more than 25%.

* Managed sales growth of +14% while industry segment was decreasing.

* Initiated review of all relevant patents, which reduced expenditures by $525k.

* Successfully generated $3.5M in sales or +12% in 12 months for the business unit.

EDUCATION AND PROFESSIONAL DEVELOPMENT

MBA, University of Phoenix, Phoenix, AZ, GPA 3.91

BS Degree in Chemistry, Union College, Schenectady, NY, GPA 3.01

Selling to VITO;

Miller-Heiman Strategic/Conceptual Selling;

The Dollarization Discipline;

American Pharmaceutical Sales Association Training Program;

The Four Roles of Leadership;

Everybody Sells;

Stephen R. Covey – 7 Habits of Highly Effective People;

AMA Courses such as Developing Executive Leadership, Managing Managers, Finance for Non-Financial Managers, Price as a Strategic Weapon, and Strategic Market Planning;

Six-Sigma (Black Belt);

ISO-9000 Auditor Training Courses;

QS-9000 Courses; and

Hazardous Waste Seminars

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