Chemical Sales and Marketing

KEVIN M. DELANEY

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

Cromwell, CT 06416

Home: 860-***-****

Mobile: 860-***-****

www.linkedin.com/in/kevdelaney

INTERNATIONAL SALES MANAGER

New Business Development

Business-to-Business Sales

Account Management

Consultative Selling

Quality-driven, strategic, and well-organized leader noted for championing global business development efforts within the chemical industry. Possess more than 25 years of experience in sales management, market development, and chemical research, utilizing strong technical background to drive new business efforts in international markets. Expertise in developing and managing distributors in Asia to implement strategic sales solutions.

Recognized as a thought leader in the lubricants industry, delivering numerous presentations regarding products, technologies, and regulations relating to the lubricant, metalworking, and rust preventive industries. Creative leader with a proven ability to catapult sales, initiate new product development, leverage alliances with industry partners, and drive profitability through focus on customer centricity and innovation. Bring creativity and an entrepreneurial spirit to all business endeavors.

CORE SKILL AREAS:

Distribution Networks

Business Development

Partner Relationships

Product Formulation

Technical Sales Management

New Product Development

Profit & Loss Management

Chemical Synthesis

Strategic Market Planning

Competitive Intelligence

Team Leadership

Product Training

PROFESSIONAL EXPERIENCE

KING INDUSTRIES, Norwalk, CT 1999 to 2009

Regional Manager – Technical Sales

Utilized a consultative and solutions-based selling approach to successfully market additives and additive packages to lubricant, metalworking fluid, and additive package manufacturers in the Midwestern U.S. Developed, managed, and supported a distributor network for overseas territories, including Thailand, India, Australia, Singapore, and China. Supervised one domestic independent and one international representative in addition to four distributor relationships.

Selected Highlights:

Business Growth

-Increased sales from $6.3 million to $8.4 million in a highly competitive marketplace through the development and execution of domestic and international strategic sales plans.

-Developed strategic relationships with representatives and distributors to integrate King products into manufacturing facilities, creating mutually beneficial and profitable relationships.

Market Planning

-Recognized as product and marketing expert, providing comprehensive technical project management, strategic planning, and budgeting support to resolve various customer issues.

-Generated global awareness of the company and its product lines through participation and leadership in industry trade shows and conferences across the United States and Asia.

Partner Relations

-Demonstrated capacity to develop profitable client relationships to maximize service satisfaction and generate referral / repeat business that contributed to sales growth.

-Served as a valued market and product resource, providing ongoing training opportunities and working closely with the support team to improve product knowledge and service capabilities.

Distributor Training

-Traveled extensively to China to provide ongoing training opportunities to a new distributorship; created a self-sufficient overseas team that increased sales from zero to $500,000.

OLIN CHEMICALS, Cheshire, CT 1987 to 1999

Market Development Manager (1998-1999)

Charged with investigating and evaluating potential market opportunities for the existing line of biocide products. Worked cross-functionally with internal and external partners to coordinate marketing, regulatory, and technical efforts and determine the potential for product success in a given market.

Market Intelligence

-Designed a screening process for potential new market opportunities that helped the company achieve a significant costs savings through the elimination of unnecessary research expenses.

-Developed and maintained exceptional technical awareness of products, technology changes, material development, sales trends, growth projections, and market conditions.

Applications Specialist – Metalworking Biocides (1991-1998)

Led product management and business development functions associated with the metalworking biocide product line. Oversaw all project and strategy planning, applications development, sales training, customer training, and technical literature development activities, serving as a product expert to assist the sales team. Managed one technician.

Product Management

-Cultivated relationships with personnel in R&D, Operations, Technical Support, Marketing Communications and Customer Service to execute business development activities.

-Decreased customer complaints and average production time for a primary product by instituting a specification change.

-Presented papers at trade association meetings regarding research and regulations.

-Traveled with international sales force to provide technical support in North America, Europe, South America, Asia

Earlier Career Experience:

Research Associate – Olin Chemicals, Cheshire, CT (1987-1991)

Chemist – R. T. Vanderbilt Company, Inc., Norwalk, CT (1985-1987)

Research Chemist – Anderson Oil and Chemical Company, Portland, CT (1982-1985)

ACADEMIC BACKGROUND & TRAINING

Bachelor of Science in Chemistry

THE PENNSYLVANIA STATE UNIVERSITY, University Park, PA

Additional training and seminar participation in the following areas:

Negotiating Skills

Advanced Selling Skills

Building and Managing an International Sales Network

The Strategies and Tactics of Pricing

Beginner to Intermediate Chinese

Aerospace Fluids and Lubricants

PROFESSIONAL AFFILIATIONS

Society of Tribologists and Lubrication Engineers (STLE)

-Positions included Board of Directors, Governance Committee.

TECHNICAL PROFICIENCIES

Word, Excel, Access, PowerPoint, and Outlook; SalesLogix; and Maximizer

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