Project Manager Operations

STEVEN A. MARCHETTI

*** **** ***** 513-***-**** (H)

Monroe, OH 45050 ksepno@r.postjobfree.com 513-***-**** (C)

SALES MANAGEMENT, BUSINESS DEVELOPMENT

PROFESSIONAL QUALIFICATIONS

Dynamic and results-driven sales and business professional with exceptional leadership skills; an extensive background in the technology, financial services, roofing and manufacturing industries; and several years of experience across the following broad-based competencies:

National Sales/Territory Management ● P&L, Budgeting and Expense Controls ● Strategic Planning ● Capital Asset Control ● New Business Development ● Production and Distribution ● Staff Training and Supervision ● New Product Introduction ● Project Management ● Workflow Streamlining ● Operational Oversight ● Client and Partner Relations ● Team Development ● Marketplace Positioning ● Inventory Control ● Sales Forecasting, Business Planning, Margin Management ● Proposal Engineering and Management ● Capital Equipment Sales, Rebuilds and Spare Parts

 Proven initiative, drive and creativity. Refined relationship, consultative and value-added selling skills. Track record for expanding territories and generating millions of dollars in new revenue.

 Demonstrated ability to identify and capitalize on business and sales opportunities across both domestic and international markets. Outstanding proposal engineering capturing multiple contracts through highly detailed and well developed proposals. Skilled in the full sales lifecycle from prospecting through contract closing.

 Gifted manager experienced business operations, supply chain and contract management, production planning and performance optimization and inventory and warehouse management. Thrive in both individual and team work environments.

 Expert developer of top-producing sales teams resulting in consistent market share growth. Disciplined strategic thinker and analytical problem solver. Skilled in the use of business and productivity software.

 Highly-capable and versatile manager able to oversee multiple, concurrent and senior-level responsibilities. Proactive and conceptual visionary with a superior work ethic.

 Technical Association of the Pulp and Paper Industries (TAPPI) and Paper Industry Management Association (PIMA) member.

PROFESSIONAL EXPERIENCE

S.A. MARCHETTI CONSULTING, Monroe, OH 2009 - Present

Consultant Process Improvement, Project Management, OSHA Safety Requirements based on 29CFR1910, 29CFR1926, consulting with Environmental and Safety Solutions; Subject Matter Expert (SME) in Liquid Solid Separation in process an d wastewater working with local contractor and GuidePoint Global and Zintro Consulting. Volunteer at Monroe Local Schools.

ATLAS ROOFING – Franklin, OH 2008 - 2009

Production / Customer Support Manager

• Spearheaded daily plant operations including production control, scheduling, maintenance, special projects, engineering, logistics, warehousing and supply chain management. Managed a $30M+ budget. 7 direct reports.

• Directed order fulfillment, cost controls, plant safety, quality control, materials acquisition, production throughput and customer relationships. Forged profitable alliances with key client accounts through detailed studies of needs and proposal development.

Significant Achievements

 Achieved 324% of sales targets in 2009.

 Increased new product sales 12% and machine order times 12%.

 Improved machinery uptime 14% and optimized mill performance 18%.

 Reduced loss time and recordable accidents 65% during the first half of 2009.

 Key warehouse and inventories management streamlining operations.

 Reduced wastewater Solids by 15% through process improvement.

SMART PAPERS LLC – Hamilton, OH 2005 - 2008

Key Account Manager / Assistant Maintenance Superintendent and Mill Engineer

• Managed 45 CSR/technicians and clerks engaged in mill engineering, equipment operation, planning and scheduling, account acquisition and vendor-supply chain processes.

• Partnered with product managers to develop, market and sell new products to customers. Prepared business proposals based on these studies, negotiated pricing, and administered contracts.

• Championed major process and equipment rebuilds and installs on time and within budgets. Identified and qualified vendors, established pricing guidelines, and drafted purchase orders.

Significant Achievements

 Grew sales to a key account 25% in two years to $14.6M representing 14% of total company revenue.

 Key player in increasing production 22% and machinery uptime 95%.

 Decreased rejects and downgrades 15% within two years.

 Managed Process to reduce suspended/dissolved solids in wastewater stream.

UNION SAVINGS BANK – Fairfield, OH 2003 - 2005

Account Manager / Lending

• Directed the entire sales and loan origination process to drive business and revenue growth. Identified financial needs, qualified applicants and recommended mortgage loan solutions.

Significant Achievements

 Closed $11M+ in new loans within first six months.

 Generated $1M+ in new business using outside lenders.

 Cited as Top Producer for three consecutive quarters.

FIBER RECYCLING TECHNOLOGIES – Neenah, WI 2001 - 2003

National Sales / Supply Chain Manager

• Managed all national sales and product marketing. Prepared sales forecasts and budgets, analyzed costs and SWOT, and developed strategic business initiatives. Prepared detailed proposals based on engineering studies, pilot trials and client needs. Introduced and marketed new products. Provided guidance in stock prep, fiber recovery and wastewater management projects. 5 direct reports and 3 mfg. rep. companies.

• Established inventory levels and stocking procedures, and negotiated and closed sales contracts.

Significant Achievements

 Captured $1.5M+ in sales within eight months of introducing new OEM capital equipment and replacement parts by capitalizing on domestic and offshore market opportunities.

 Expanded marketplace acceptance of a new product line after relocating distribution from the UK to the U.S. Established stocking levels, pricing, proposal development, freight costs and product manufacturing costs for U.S. clients.

 Produced and distributed 900+ engineering packages promoting a new product lines.

 Managed a 4 man work group for worldwide marketing of products.

GLV / CELLECO – Lawrenceville, GA 1994 - 2001

Regional Sales Manager

• Exercised full P&L accountability across an 18-state Midwestern territory. Trained and managed manufacturers representatives and sales staff, 3 direct reports and 3 mfg. rep. companies. Prepared business proposals and set product pricing levels.

• Sold Capital Equipment, Equipment Rebuilds, Spare Parts, engineering services and field service for all aspects in pulp and paper, wastewater, wood yard and fiber recovery.

• Assessed client needs and provided value-added technological solutions. Negotiated and closed sales, and provided post-sales support to customers with capital equipment, upgrades and replacement parts.

Significant Achievements

 Grew regional sales from $2.2M to $36M+ in seven years.

 Achieved the highest gross margin of 38.9% in the company’s history.

 Promoted within three years from Area to Regional Manager as a top sales leader.

 Recipient of (2) Salesman of the Year Awards.

 Selected to train European sales teams on U.S. sales techniques for key product lines.

Military Experience: United States Air Force Officer, Commander of the Logistics Support Squadron with 190+ personnel, annual budget of $55MM and management of more than $130MM in equipment and supplies. Managed multiple warehouses and offsite storage facilities for more than 14 years. Established outstanding results in inventory management, customer response times, equipment mission capable readiness through vigilance and oversight. Numerous award and medals for performance of self and by the Unit.

Education and Training

ALMEDA COLLEGE – Boise, ID MBA in Management

MIAMI UNIVERSITY – Oxford, OH BA in Liberal Arts, History

AIR UNIVERSITY – Maxwell AFB, AL Logistics, Management Studies at Masters Level

PROFESSIONAL DEVELOPMENT

Project Management ♦ FAST Principles & Sales Techniques ♦ Total Quality Management I/II ♦ Quality Assurance ♦ Strategic Planning ♦ Problem Solving, Kepner Trego ♦ Management & Supervisor Training ♦ Logistics Management ♦ MRP I/II and JIT ♦ Statistical Process Control ♦ Lean Manufacturing ♦ Six Sigma Familiarity ♦ DuPont STOP Safety, OSHA 30 Hr Safety 29CFR1910 Industrial, 29CFR1926 Construction ♦ Multiple Software products to include, ERP, PeopleSoft, DataStream, MS Office Suite, ABB, AS400, Lotus Notes

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