BUSINESS DEVELOPMENT/PRODUCT MANAGER

TRANSFERABLE SKILLS

P&L / Multi-Market / Relationship Building / Negotiating / Sales Management / Strategic Alliances/OEM

Marketing Programs / New Product Development / New Account Development / Outcall Programs / B2B

CRM / Multi-Product / Recruiting / Training / Coaching / Mentoring / Start-Up / Evolving technologies

http://www.linkedin.com/in/scottmartinsalesprofessional

Award winning Sales Director skilled at finding new applications for existing products. Modifying current product lines to fit emerging applications. Set up strategic alliances and captured major sales agreements with OEM’s such as Boeing/Jamco, Mazda, BMW, NISSAN, Precision Fluorocarbon, COSTCO N.A. and NASA. Developed and led a national sales team to triple sales in four years. Skilled at applying evolving technologies to create solution based sales. Result focused-goal driven initiator who adjusts priorities to meet business needs.

 Created new product for aviation industry that produced $620K annual sales

 Captured outdoor signage accounts with all major automobile manufacturers

 Won $800K annual account with Stanley Home Décor

 Established new product line capturing $600K annual sales and increasing manufacturing profits 30%

 Developed mirror product for distributor that allowed them to capture school bus market

 Minimized ice and frost buildup on Discovery space shuttle liquid oxygen fittings with experimental technology

 Developed see-thru mirrored windshield product line enhancing customers sheet market share

SELECTED ACHIEVEMENTS

Created new product for aviation industry that produced $620K annual sales.

Boeing Aircraft needed lightweight lavatory mirrors that were scratch, wear and burn proof. Applied a sister company’s coating technology, a scratch-resistant coating, to clear metalized polycarbonate sheets to make an aircraft grade Lavatory mirror. Forged relationship with national distributor of plastic sheet and sold the new product idea to OEM. Produced over 286,000 mirrors in eight years at 50% net margins.

Captured outdoor signage accounts with all major automobile manufacturers.

Outdoor sign designer needed a chrome finish on formed polycarbonate sheets for the automotive-OEM sign market. Materials were engineered to survive five years without failure. Located, set-up and tested required production equipment. Modified a large Lexan forming machine. Created new vacuum metalizing chamber. Improved existing top coat sealants/ran accelerated weather testing. Idea to print, 1st Article to contract in 7 months.

Won $800K annual account with Stanley Home Décor.

Stanley needed finished fabricated door parts for products sold through The Home Depot. Negotiated raw material agreement with independent fabricator. Established strategic alliance with distributor. Metalized polymer sheets and delivered to fabricator for cutting, cleaning, beveling and flame polishing. Shipped finished product to JIT distributor.

Established another new product line capturing $600K annual sales and increasing profits 30%.

American Boat Association had a four-page specification for mirrors in high end boats. Requirements forced them to discard 50% of all mirrors due to pits, voids and particulate matter. Developed Marine Grade Mirror with solvent based blue backer and re-tak poly front for pre-post inspection. Initiated a culled sheet program to insure quality and charged 30% premium for improved product.

Developed mirror product for distributor that allowed them to capture school bus market.

Distributor selling low cost acrylic dome mirrors from our competitor was experiencing high rejection rate due to delamination during long term outdoor use. Reviewed samples and discovered improper use of water-based paints and inferior materials. Developed a solvent based paint with superior adhesion which doubled product life and lowered initial rejection rate from 20% to 3%.

Minimized ice and frost buildup on Discovery space shuttle liquid oxygen fittings.

NASA contacted company because rocket boosters were icing up during pre-launch. The solution was to metalize communication dishes turning them into phase induced heaters. Primed and vapor metalized seventeen 36 inch communications dishes achieving 94% heat/radiation reflectivity capable of melting ice 500 feet away.

Developed see-thru mirrored motorcycle windshield product line for Bunker Plastics.

Manufacturer wanted to develop a see-thru motorcycle windshield for specialty bikes. Worked with engineering, research and production teams to produce numerous samples. Developed finished product that is now used on ATV’s and snowmobiles.

CAREER HISTORY

Director-Sales and Marketing BuzzOFF Outdoor Mist Systems Baton Rouge LA, May 2010 to current.

This position, on the cutting edge of new product development, reports directly to the CEO and is responsible for initiating and managing product and support projects to completion and sell through regional distribution. Find, set up and train new dealers to market and install our Insect Misting Technology. Product champion to control target markets, custom applications through a product development process, a strategic and creative thinker. Responsible for all business aspects of this OEM. Works collaboratively with cross functional dealers-installers. Directs marketing, sales and product design & engineering. Scopes and actively drives dealers to market launch/commercialization. Manage and expedite new product and customer-related projects through cross-functional team members resulting in increased area-wide sales and profitability. Develop and recommend solutions to issues as they arise. Manage required project resources, budgets, and development timelines for product to market. Regularly report on milestone progress for all new opportunities. www.buzzoffmosquito.com

Contract Sales and Marketing, consulting at a local level from Fall 2009-Spring 2010.

National Sales Manager Acton Technologies-Flontech USA Pittston PA. December 2008- Summer 2009.

This position was created for me to develop new applications for existing products to increase sales and grow the company. I researched global OEM’s, working with engineers to create volume- high-profit product variations. Employed skill sets to include relationship building, OEM account development -outcall programs, negotiating and marketing management. Created and tested OEM parts with engineering & design staff, employing sophisticated machining equipment, modifying production capacity to meet and exceed customer specifications. Followed projects initial concept through prototype to quality control, final inspection through shipping, these actions developed several new product lines for emerging markets in North America. See http://www.actontech.com/

National Sales Manager, Industrial Plastics and Machine Baton Rouge LA. April 2007 to October 2008.

IPM is the latest acquisition of the Global Guarniflon Group in North America that provides OEM’s Block PTFE (Teflon) products into semi-finished shapes, sheet, rod, tube, films. Initial responsibilities include working with manufacturing to schedule production in line with sales and marketing efforts. Coach the inside and outside sales force, continuous training in consultative-need based selling skills to uncover the real issues of customers. Responsible for Min/Max inventories to customer requirements and focus company toward total customer satisfaction. By revising In-Process technologies with focused target marketing increased sales 31% within 6 months of implementation. Co-managed $9.6M sales and 38 employees. See http://www.indplastics.com/

Vice-President Sales & Marketing, Bunker Sales & Marketing Carrollton TX. March 1997 to July 2006. Produces quality vacuum metallized and coated plastics. Established a sales platform and developed a nationwide sales team of seven area sales representatives to call on OEM’s. Managed sales/marketing programs for nationwide distributor network. Focus on niche markets and develop new product lines to increase sales and profitability. Increased profits 15-20% annually and increased sales from $3.3M to $9.91M in four years. Developed High profile OEM Corporate Imaging and finished parts for the aircraft, marine, signage and laser tag mirror industries. Director of Project Management for Saturn Plastics, Gen-Pac Distribution, CWF Products and Molding Companies to bring new ideas to market. Co-managed $8.8M sales and 72 employees. See http://www.plaskolite.com/products/coating_services/

Inside Sales/Purchasing/Management, A-1/Laird Group Dallas TX 1991 to 1997. A plastic sheet fabrication and distribution company. Built sales team and developed and managed 675 new accounts. Moved 9,000 square foot manufacturing facility to a 25,000 square foot location to better meet needs of new clients. Built a vendor base in response to market requirements and implemented JIT, 48 hour delivery of finished OEM product. Enhanced company’s image by selecting, training, motivating and promoting key associates. Created meaning and value around something other than price through team work, blanket orders, JIT delivery and total customer service. Managed seven inside/outside salesmen. See http://www.lairdplastics.com/

Inside Sales Consultant/Purchasing, Almac Plastics (Laird Group) Hurst TX, 1986 to 1991. Sold sheet, rod, and tube and film materials. Consulted with customer on over 1000 kinds/variations of materials and how to use each. Managed the outcall program. Led way for new materials entering the market. Won “Salesman of the Month” award twelve consecutive times. Coached, counseled, and mentored inside and outside sales forces.

Key Skills:

Understanding customers’ needs and providing new, high-profit product variations. Evaluating problems and crafting creative solutions. Developing new products to open new markets. Responding to market trends and building new business. Building and managing high performance sales teams that exceed goals. Skilled contract negotiator. Result focused, goal driven initiator who adjusts priorities to meet business needs as he translates customer needs into product/solution benefits. Objective-driven and results-oriented with a strong focus on teamwork. Focused on meeting our customers' needs with the best products and services.

Key Industries:

Chemistry, Chemical Engineering, Biology, Mechanical Engineering, Natural Science, Sales, Sales Engineer, Account Manager, Technical Sales Rep, Regional Sales, National Sales Manager, Engineering, Chemical, Paints, Coatings, Adhesives, Industrial Gas, Polymers, Additives, Plastics, Resins, Capital Equipment, Scientific Instruments, Water Treatment, National Accounts, Key Accounts, Product Manager, Business Development, Distribution Management. Distribution, sheet, rod, tube, film, resins, chemical, sintering, PTFE, Teflon tubes, films & skived tapes, Fluoropolymer tubing & heat shrink tubing, OEM, Outcalls, In calls, Sales Management, Machining, Fabrication, Prints, Industrial Sales Representative, Technical Sales Representative, Territory Sales Representative, Regional Sales Representative, Commercial Sales Representative, Business to Business Rep, Business Development, Business Solution,B2B, BtoB, Cost Accountant, Quality, Process, Project, Product, Tooling, Industrial, Manufacturing, Mechanical Machinists. Specializing in all levels of sales, marketing, technical service, new product development positions for specialty chemical, biotechnology, aerospace/military materials technologies, and related companies, as well as general management/executive positions. automotive, pulp and paper, chemical and petro-chemical, power generation, steel and iron, pharmaceutical, mining, food processing, railway, bulk material handling, and large manufacturing.

Education:

Tulsa Community College Three years of Liberal Arts Business Management.

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