Frank Smith

Perrysburg, Ohio, United States

adybdg@r.postjobfree.com 419-***-****

linkedin.com/in/frankww-smith-22305114

Summary

Strategic marketing and sales leader possessing solid record of increasing revenues and margins while reducing costs

Penetrating and selling into multiple market segments at optimal pricing levels based on differentiating value propositions

Strategic planning skills for identifying new market and business opportunities and developing successful capture plans

Seasoned global business development leader experienced in developing and ensuring successful execution of plans

Broad marketing, sales, and product management leadership skills in industrial solution based /consultancy selling Expertise in rationalizing, developing, introducing, commercializing, and selling new products into the market Influence key decisions through market analysis of drivers, competitors, barriers, growth potential, and value stream

Skilled in managing sales both on a direct basis and through multiple channels including distribution networks Winning record in developing creative proposals, negotiating terms, and closing major sales contracts Successful in leading and growing global divisional business unit through improving marketing, sales, and operations

Ten years of successfully managing P&L for global companies Freudenberg - NOK and Saint-Gobain, Inc. Experience

National Business Development Sales Manager

CinchSeal Associates, Inc.

Aug 2022 - Mar 2023 (8 months)

RESPONSIBILITIES

• Leading sales activities for leading manufacturer of air purged rotary shaft seals through sales representative firms, distribution, and direct sales channels

• Achieving annual sales increases of 15% at budgeted margins

• Industries include lithium-ion battery, food processing, industrial metal / aggregate, cement / gypsum, chemical, gold / mining, pharmaceutical, pulp & paper, vitamin / supplement, and waste water ACCOMPLISHMENTS

• Increasing sales 14% at profit margin exceeding 2022 annual budget

• Won and began selling to three new global accounts with potential of $3.0M in annual sales

• Hired and managed N.E. regional sales manager regaining previous business and winning new accounts

Sales Director

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Xamax Industries

Jul 2021 - Aug 2022 (1 year 2 months)

• Driving sales beyond pre-pandemic levels through direction of commercial team and individual contributions

• Managing overall sales pipeline utilizing Salesforce to eliminate obstacles and seize opportunities

• Collaborating with R&D on NPD initiatives to meet customers’ most challenging technical applications ACCOMPLISHMENTS

• Successfully building sales pipeline for composite laminates, nonwovens, films, technical paper products

• Increasing sales with two existing customers by 20% through new product offerings

• Serving on company leadership team providing expertise on thermoset and thermoplastic composites Sales Director

Ludlow Composites Corporation

Mar 2018 - Feb 2021 (3 years)

RESPONSIBILITIES

• Developing and implementing strategic business plan for PVC and SBR foam products

• Division P&L responsibility managing sales margins, clients, product mix, and expenses

• Rationalizing, developing, and winning new business development opportunities

• Analyzing, rationalizing, initiating, and driving new product development projects

• Managing over 170 active accounts, inside sales, and (5) sales representative firms

• Major markets – Automotive, RV, HVAC, Building & Construction, Safety, Military, and Retail ACCOMPLISHMENTS

• Sales in 2020 (COVID-19) approached 2019 levels but curtailed by PVC resin shortages and allocation

• Developed and orchestrated program in 2020 to provide customers with converting services by establishing and contracting with new production partners

• Driving both sales and margin increases of 12.6% and 1.5% respectfully in 2019

• Increasing both sales 14% and margin 1.5% in 2018 by gaining new customers and increasing existing base

• Increasing average selling prices by 3.5% in 2018 through renegotiation of major customer agreements

• Leading marketing communications program resulting in new customer data and leads Business Development Manager

Benchmark Corporation

Jan 2015 - Mar 2018 (3 years 3 months)

• Investigating, validating, and capturing new business in automotive, heavy truck, and appliance

• Researched and targeted underserved geographical area resulting in 9 new customers in 2016

• Expanded business by penetrating two new market segments leading to revenues of $1.2M in 2016 Marketing & Sales Stategic Planning Consultant

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Sycamore Consulting

Jan 2012 - Dec 2014 (3 years)

Specializing in assisting clients in developing strategic business, marketing, and sales plans. New business development management services identifying new market and business opportunities and, developing successful capture plans. Expertise in rationalizing, developing, introducing, commercializing, and selling new products into the market. Skilled at penetrating and selling into multiple market segments at optimal pricing levels based on analysis and understanding of differentiating value propositions.

Director Sales & Marketing (GM) - Americas, Merkel Div. Freudenberg Sealing Technologies

Sep 2008 - Dec 2011 (3 years 4 months)

P&L responsibility for imported Merkel / NOK precision hydraulic sealing products and local Xpress machining facility. Responsible for sales, marketing, product management, customer service, manufacturing, engineering, and SCM. Developing / leading high achieving commercial teams consisting of marketing, sales, application engineering, and inside sales including hiring five of the last six sales engineers.

Marketing Director

Freudenberg-NOK

Feb 2007 - Dec 2008 (1 year 11 months)

RESPONSIBILITIES

• Divisional marketing supporting five factories producing over $100M in sales from precision hydraulic sealing systems utilizing PTFE, PU, elastomers, and engineered/high performance thermoplastics

• Managing the priorities, objectives, goals, and training of five off-site product managers

• Developing divisional strategic plan through coordinating with Profit/Lead Centers

• Managing commercial activities of five Profit/Lead Centers and the two sales organizations ACCOMPLISHMENTS

• Preparing plan for avoiding plant closings by analyzing the feasibility of entering new segments

• Training and managing Product Manager for $26M Lead Center resulting in 4% overall price increase

• Entered the semiconductor market segment by making business case supported by market research

• Promoted to Director of Sales & Marketing (GM) of Merkel Heavy Industry Division in January 2009 Sr. Marketing Manager

Saint-Gobain Vetrotex America

Jun 1996 - Feb 2007 (10 years 9 months)

P&L responsibility for four thermoset reinforcement product lines in N.A. with annual sales exceeding $40M. Managing Stage Gate product development process, test marketing, and product commercialization. Directing efforts of the sales team, leading customer contract negotiations, and establishing pricing.

Education

Indiana State University

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Bachelor of Science (BS), Marketing & Economics

Worked full-time to finance studies and participated in various business school and fraternal activities Licenses & Certifications

Lean Manufacturing

Skills

Sales Processes • Business-to-Business (B2B) • Planning Budgeting & Forecasting • Pricing Strategy

• Product Marketing • Business Planning • OEM Sales • Distribution Strategies • Strategic Marketing Management • P&L Management

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