Sales Manager

KEVIN J. SCHROM, MBA ** Valleywood Drive, Schenectady, NY 12309

E-mail: ********@*****.**.*** 518-***-****

PROFILE

A results-oriented Senior Professional with 20+ years of progressive experience in the industrial and pharmaceutical industries. A proven record of success in Quality Control, Production, Product Support, Sales and Marketing, Logistics, Scheduling/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 Contributions" 4 times in 6 years, most recently in 2003.

DEMONSTRATED AREAS OF EXPERTISE

ISO-9000 Standards; cGMP Experience; Quality Control; Six Sigma Black Belt;

Operations Management; Team Formation & Management; VITO Selling;

Sales & Marketing Management; The Dollarization Discipline;

Miller-Heiman Strategic/Conceptual Selling; and MS Office Products.

PROFESSIONAL EXPERIENCE

SiGNa CHEMISTRY, INCORPORATED 2010 – CURRENT

A start up organization that has 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

• Report to President.

• Responsible for all Sales functions within the organization.

• Manage existing customers and prospects while developing new prospects and customers within the Pharmaceutical Industry.

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

SHANGHAI SINOFLUORO SCIENTIFIC COMPANY, LIMITED (Part-Time) 2010 – CURRENT

A manufacturer of specialized fluorinated intermediates, which are widely applied in pharmaceuticals, agrochemicals, electronic chemicals, surfactants and polymers. Sinofluoro has six categories of products, which are all popular to the world and well appreciated by their users. Located in Shanghai, China, all North American and some European and India sales are managed from New York.

Director of Sales

• Report to General Manager.

• Manage most North American Sales and Opportunities. Coordinate samples, quotations, orders and deliveries.

• Manage a limited number of Sales and Opportunities in the European and India markets. Coordinate samples, quotations, orders and deliveries.

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PROFESSIONAL EXPERIENCE (continued)

GLSYNTECH, LLC (Part-Time) 2010 – CURRENT

A dependable partner of choice in chemistry outsourcing for the pharmaceutical, biotechnology, life sciences and specialty chemicals industries. Extensive experience, capability and capacity that is fully committed to satisfying customer needs from early drug discovery, through clinical development, and all the way to manufacturing and commercialization.

Director of Business Development

• Reported to General Manager.

• Responsible for all Sales functions associated with SelectFluor® (1-Chloromethyl-4-fluoro-1, 4-diazoniabicyclo [2.2.2] octane bis (tetrafluoroborate) CAS#: 140681-55-6) and a more limited role with others molecules. SelectFluor® is a new product and market for GLSyntech. My primary role was to seed the territory with GLSyntech’s material and have them approved as a supplier.

• Manage all global prospects within the Pharmaceutical Industry for SelectFluor®.

• Business development for unique fluoro based products.

Tosoh USA, Inc. 2011 – 2012

Tosoh USA, Inc. is a leading supplier of fine chemicals and high purity ceramics to relevant industries in the Americas. Tosoh USA, Inc. specializes in halogen chemistry, with emphasis on fluorine and bromine molecules. Focus on Pharmaceutical Industry. Each area requires extensive technical support.

Sales and Marketing Manager

• Report to Vice-President.

• Service established accounts and create new business opportunities within a diverse range of industries, including but not limited to pharmaceuticals (drug synthesis), functional polymers, coating and electronic materials.

• Position has significant entrepreneurial latitude to accomplish above.

• Compose detailed sales strategy plans and budgets, customer visit reports, and coordinate activities with management and staff members within our organization. Organize and participate in key industry conferences and exhibits to promote Tosoh’s broad range of organic chemicals. Compile and computerize attendee lists of such conferences and exhibits for promotional mailing and follow-up.

• Significant domestic and international travel is viewed by management as crucial to achieving our objective, which is to widen our customer base in North America while coordinating those activities with our personnel in Europe. Such coordination is essential, as many of our prospective customers are global.

AIR LIQUIDE HEALTHCARE AMERICA CORPORATION (formerly known as SCOTT MEDICAL PRODUCTS), Plumsteadville, PA 2008 – 2010 and 2005 – 2007

Manufacturer of medical gases and active pharmaceutical ingredients. Originally specialized in fluorine chemistry; focus was on Pharmaceutical Industry. Responsibilities have extended into the Medical Gas area. Responsible for East Region (22 states). Each requiring extensive technical support.

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PROFESSIONAL EXPERIENCE (continued)

AIR LIQUIDE HEALTHCARE AMERICA CORPORATION (formerly known as SCOTT MEDICAL PRODUCTS), Plumsteadville, PA (CONTINUED) 2008 – 2010 and 2005 – 2007

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

• Reported to Vice-President/General Manager.

• Manage 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 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 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).

• Sell to R&D personnel, operations, purchasing and senior management.

• Reports are into company database in a timely manner (less than 24 hours). Provided monthly reports and analysis. Review all Master, facility and location profiles, and single sales objectives.

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

• Provide commercial support/coordination to sales agents in Asia, India, Europe and Israel.

AMERIBROM, INC., St. Louis, MO 2007 – 2008

North American Sales Agent for three manufacturing companies; two having their headquarters in Israel. All products are bromine or phosphine based. Focus on Pharmaceutical Industry. Each requiring extensive technical support.

Account Manager – Organic Intermediates and Industrial Chemicals (2007)

• Reported to Executive Vice-President of Sales.

• Responsible for Canadian and United States markets. Considered business-to-business sales.

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

• Participated in weekly sales meeting.

SI GROUP (formerly SCHENECTADY INTERNATIONAL INC.), Schenectady, NY 1979 – 2004

Manufacturer of specialty and fine chemicals. Each requiring extensive technical support.

Sales Manager (2004)

• Reported to General Manager and 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 of 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.

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PROFESSIONAL EXPERIENCE (continued)

Product and Sales Manager (1999 - 2002)

• Reported to General Manager. Developed/implemented marketing strategy for Asian market. Maximized sales growth of products for three years.

• Doubled sales in four months, and 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.

• 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.

Customer Support Planner (2002 - 2003)

• Reduced product cycle time from up to 5 days to 24 hours by modifying testing procedure.

• Campaigned to convert business to meet the long-term needs, reduced waste, identified outlet for one waste stream that converted it into a salable product. Reduced inventory by $250k in only 2 months. Improved product turns from 0.5 to 8-12 turns per year.

• Reduced customer complaints from 3 per day down to 2 per month.

• Led Six-Sigma Team in Logistics area that generated cost savings and reduced inventory. Exceeded goal by 25% (2001). A tremendous amount of attention was paid to the logistic systems in order to accommodate the needs of the customers. Project led SI Group to eliminate the use of an outside warehouse, and built a multi-million dollar warehouse on site.

• Coordinated the delivery times for raw materials and pick up times of finished goods at the affiliate in Scarborough, Canada. This included domestic and international shipments – truck, trains and air freight.

• Scheduled all kettles and mixing tanks at affiliate in Scarborough, Canada. Heavily involved in production meetings and management. Emphasis was on governmental and corporate regulatory compliance.

• Utilized JDE One World software to manage inventory levels.

Quality Control Manager & Lead ISO Internal Auditor (1988 - 1998)

• Reported to the Director of Quality Assurance. Effectively managed two laboratories and a staff of seven.

• Oversaw raw materials and finished goods testing. Operated within budget. Was responsible for implementation/approval of all test methods used in the North American plants.

• Developed and implemented systems and testing activities required to meet ISO and customers' requirements.

• Implemented testing program for techniques to ensure high-quality data, and prepared department to meet responsible care, environmental and OSHA regulations.

• Instrumental in preparing three plants for ISO certification on their first attempt, successfully administered Internal Audit Program, worked on QS-9000 and ISO-9000 Standards. Implemented Statistical Process Control, Precision and Gauge R&R Studies.

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EDUCATION AND PROFESSIONAL DEVELOPMENT

MBA, University of Phoenix Online, 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; Hazardous Waste Seminars

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