Objective
Seeking a management role where I can utilize my strengths in sales, operations, management, training and communications in order to implement focused marketing concepts while enhancing the company’s long term development.
Experience
Down East Fabrication. Inc. 2007 - present
Sales Manager
Managed 5 salespeople and two administrative people in day to day activities. Hired additional retail salesperson. Worked closely with Operations to develop training regimen for new hires to learn the business. Addressed 4 different market segments. Created data recording systems to track retail sales activity and determine advertising effectiveness. Established new advertising avenues with billboards and arena kiosk signage. Maintained $5.5mm is revenue despite severe housing recession, expanding competition and dramatically declining prices Principal contact for conflict resolution with customers.
ADS Environmental Services, Huntsville, AL (Purchased Severn Trent) 2002 – 2007
Field Manager 2006 - 2007
ADS purchased Severn Trent field operations
Managed 3 television crews and 3 cleaning crews in a $5.0M multiyear project in Baltimore, MD. Initiated new equipment, new reporting systems for the crews. Coordinated outside vendors on the project. Scheduled all maintenance on the equipment. Served as the principal contact with the Engineering firm running the project for the City of Baltimore.
Severn Trent Pipeline Services, Queensbury, NY (A Division of ADS Environmental) 2002 - 2007
Operations Manager 2004 - 2006
Managed a $2.2M location involved in pipeline services. Operation included 13 employees, 25 vehicles, 3 acre facility, mechanic shop, chemical storage and HDPE storage. In the first 9 months increased revenue per man-hour by 18%, raised manpower utilization to 80% consistently, reduced monthly expenses by 26%. Through job scheduling, reduced forecasted revenue variance by 23%. Successfully raised prices by 14% at the beginning of 2005. Maintained 42% gross margin. Improved monthly P&L from average loss of $80,000 to break even in 5 months.
ADS Environmental Services, Huntsville, AL (Purchased Severn Trent) 2002 - 2007
Sales Manager 2002 - 2004
Took over territory with very little presence in Flow Monitoring. Expanded contacts to Western part of territory with two jobs worth $300,000 about to bid. Reestablished account in RI such that ADS specs were utilized in the RFP for a $750m project.
Insituform Technologies, Chesterfield, MO
Regional Sales Manager, Northeast 2000-2002
Managed five salespeople in EPA regions 1 and 2 in the sale of CIPP rehabilitation services. Acquired significant business in all areas with major projects in Watertown NY, Syracuse NY, Troy NY, New York City NY, Westchester Co. NY, Newark NJ and Bridgeport CT. Created a working relationship with a local distributor to supplement sales to smaller markets.
Eka Chemicals Inc., Marietta, GA
Strategic Account Manager 1998-1999
Regional Sales Manager (Southeast, Northeast) 1995-1998
Initiated corporate account program for three accounts. Coordinated activities at multiple locations working with Eka Sales Managers, Eka Sales reps. and the decision-makers at the various customer locations including the corporate headquarters. Attended a two-week French immersion class to facilitate communications with international customers. Received training in Supply Chain Management process. Managed and coordinated other vendors in Supply Chain Management process. Developed Supply Chain Management presentation for Eka and utilized it in a presentation to customer with favorable results. Served on Incident Review Committee.
Resolved personnel issues in two regions. Coached and trained ex-Patriot Sales Rep to become very valuable member of the Southeast team. Maintained 85% of an aggressive budget, with sales growth each year, over two years while turning over 50% of the Southeast region personnel. Refocused the Southeast region on product profitability rather than volume sales, ROS doubled. Negotiated and secured a three-year corporate contract with one customer. Traveled to Europe representing Eka. Relocated to the Northeast at the request of Senior Management to evaluate the region’s personnel. Replaced 4 out of 6 reps in 15 months. Hired coop student for daily service at large customer. Achieved 85% of budget in first 18-month period.
Georgia Pacific Paper and Pulp Chemicals Division, Atlanta, GA 1986-1995
Regional Sales Manager (Northern, Southern, Southeast)
Organized Northern region and grew sales to $5M in 2.5 years with three people. Hired one Sales Rep and one Tech Service Rep. Implemented 3 bulk storage facilities and negotiated with one toll manufacturer. Worked overseas for GPP&PC in Japan and Maylasia. Moved to Southern region at request of Senior Management to replace previous manager. Personally maintained western half of region while restaffing. Sold a $3M account in 8 months and received a Vice Presidents Award. Grew region from 3 people and $5M to 7 people and $12M in 3 years. Implemented annual review program. Promoted a Sales Rep to Manager and divided region in two in 1991. Increased the Southeast region from 3 people and $4.5M to 4 people and $9M by 1994. Turned over 1 person due to promotion. Tripled the target for sales of a new product in its first year, received a Vice Presidents Award. Served on team that authored Malcomb Baldridge Award application.
Monsanto Polymer Products, Springfield, MA
Sales Representative 1982-1986
Technical Service Representative 1980-1982
The first Regional Technical Service Rep for Monsanto. Served as technical liaison for sales force in the Northeast region, which consisted of 5 sales reps., traveled a 10-state area. Planned and conducted all product trials in the region. Received a Sales Rep position in 1982. Managed a $6M territory with approximately 52 purchasing customers. Sold pressure sensitive adhesives, phenolic resins, polyvinyl butyral interlayer, formaldehyde, coating resins and paper resins. Pioneered Monsanto’s move into alkaline papermaking with first ever bulk account of SMA. Presented account results at National Sales Meeting. Developed new application for surface sizing in silicone release papers. Sold highest volume SMA in the eastern United States. Introduced Monsanto products to the flooring industry utilizing wet strength agent as a drainage aid. Chosen as one of two salesmen to introduce new rosin size to the paper industry.
St. Lawrence Pulp and Paper, Ogdensburg, NY 1980
Technical Superintendent
Produced deinked wet lap for sale to local paper mills. Restarted a mothballed Diamond International molded pulp mill. Managed all technical aspects of the deink mill, the powerhouse and the environmental facilities. Developed initial Quality program for incoming raw materials as well as washing process. Instructed floor personnel in the correct procedures for process control checks. Started up a water treatment plant that included primary sludge removal, bio-disc filters, secondary sludge removal and sludge dewatering. Evaluated sludge dewatering process and improved secondary sludge removal from 5% to 30% while reducing effluent solids by 50%. Represented the mill in discussions with the New York State DEC. Trained entire mill population in chlorine gas safety procedures. Started up sodium hypochlorite plant at the mill.
Potsdam Paper Corp., Potsdam NY 1978-1980
Lab Technician
Produced fine papers on regular fourdrinier and MG machines. Assisted Technical Director in all trials. Performed various project work at the request of the Technical Director. Converted the mill to dispersed size from paste size. Installed automatic size dilution unit. Designed and installed wet strength bulk tank. Monitored daily the effluent conditions and volumes. Maintained chemical inventories. Worked with all chemical vendors concerning routine maintenance and trials. Assisted instrument technician in daily maintenance. Performed color matches for production personnel.
Education
Clarkson University, Potsdam, NY 1980
B. S., Chemical Engineering
Certification
Secondary Fibers Seminar, Western Michigan Univ. 1980
Selling Skills I, Monsanto St. Louis MO. 1981
Negotiating, Chresheim Inst. St Louis MO. 1983
Management Skills and Techniques for 1st Line Supervisors, AMA, Boston 1986
National Account Management, AMA, Boston 1987
Field Management of Sales People II, AMA, Atlanta 1989
Fundamentals of Finance for the Non-Financial Exec., AMA, Atlanta 1989
Total Quality Management, Georgia-Pacific, Atlanta 1990
Kepner Tregoe Problem Solving and Decision Making, Kepner Tregoe, Atlanta 1991
Time Management, AMA, Atlanta 1991
Partners in Quality, Georgia-Pacific, Atlanta 1992
Harvard Graphics, Excel, Word Training, Georgia-Pacific, Atlanta 1992
Negotiating, Karrass Seminar, Miami 1997
National Account Management, AMA, Santa Fe 1998
Acquired CDL License, NY 2005
DOT Training, Glens Falls 2005
Reasonable Suspicion Training and Certification, Queensbury 2005
NASSCO Certification 2006
Skils
COMMUNICATED
Communicated a two-way feedback system in the appraisal system. Management wanted to ensure that field sales got all the “tools” they needed. I initiated a communication program where my field sales people gave my supervisor both positive and negative feedback on my performance. My supervisor then used this information in my annual review
Result: Management was more attuned to the needs of field sales and this became a company practice.
DEVELOPED
Developed first bulk account of surface size to an alkaline mill. Analyzed balance of internal and external sizing requirements.
Results: Mill ran less wet end chemicals. Reduced wet end breaks by 18%. Added surface size, reduced feathering and improved print definition.
MARKETED
Expanded the surface sizing technology to silicone release papers. Trialed SMA technology on label release papers for coating hold out. This customer would have had to coat the sheet twice.
Results: Converter realized 12% reduction in coat weight of the silicone amounting to significant savings. The customer continued with the trials.
SOLD
Sold a 9.0 mm pound account. The Southern Region was going to lose the largest account in the country due to poor service and product performance. Using the help of a technical service representative and constant attention to build relationships, the business was regained in 9 months.
Result: This added more than $3M to the regional sales.
MANAGED
Managed the efforts of many distinct groups to introduce a new product. The goal was to sell $1M in the first year. The Southeast Region incorporated the services of research and development, technical service, marketing and sales management in a focused effort to sell three accounts.
Results: All three accounts were sold. The volume was 10 mm pounds which added $3.25M to the region’s sales.
TRAINING
Southeast region was underachieving with an excess of manpower. Restructured staff and trained new employees regarding territory management, cold calling techniques and report writing.
Results: Each sales representative added an account within 9 months. Added sales amounted to $3M. One three-year contract was signed.