Expertise

• Successfully managed very technically complex chemical portfolios and organizations serving them.
• Titanium dioxide sales to the pulp and paper industry.
• Developed relationships with many top level managements in the chemical and pulp and paper industries.
• Developed a reputation among professional organizations and trade publications as a commentator, author, speaker on chemical and pulp and paper trends and issues.

Experience

THE DUPONT COMPANY 1964-1993

Director, Pulp and Paper

• Conceived, developed and implemented a market focused, technical development and selling effort into the pulp and paper industry.
• Led North America record sales revenues growth by with major expertise in titanium dioxide (Ti02) for pulp and paper.
• Recognized in the pulp and paper industry as an expert on industry trends regarding the use of pulping, bleaching, and paper-making chemicals.
• Managed an R&D effort that resulted in patenting four new product offerings. As a result, won the 1989 DuPont Corporate Marketing Excellence Award.

Business Director, Tetra-ethyl Lead, Petroleum Additives

• Managed the profitable withdrawal from the tetra-ethyl lead gasoline additive business.
• Generated sufficient cash flow to pay for necessary environmental remediation of a manufacturing site.
• Successfully redeployed over 30 excess marketing and technical personnel.
• Helped negotiate the make vs. buy arrangement that allowed continued operation of our facilities for over five years beyond prior expectations.

Director of Sales, Chemicals and Pigments

• Responsible for over $1 billion annual sales of a variety of products into the chemical, paint, plastics, pulp and paper and other industries.
• Redirected a sales organization from a generalist orientation to a more effective, market-focused one.
• Grew revenues by more than 5% per year in a recessionary period.
• Pioneered the use of personal computers and cellular phones by DuPont sales representatives.

Manager, Major Accounts

• Developed and managed a marketing organization that called exclusively on large, complex chemical companies representing nearly $1 billion per year revenues.
• Developed personal relationships with several CEO’s of major U.S. chemical companies.
• Developed criteria for selecting major accounts and assigned most qualified sales representatives to them.
• Became the model for other DuPont marketing organizations dealing with major accounts.

Assistant Plant Manager

• Successfully managed the operation of a sophisticated, potentially hazardous titanium dioxide plant.
• Improved plant utility and reduced cost over an 18-month period, which resulted in a positive earnings impact of over $6 million per year.
• Managed a potentially disruptive work force reduction of over 180 wage role and supervisory personnel.
• Dramatically improved the safety and environmental compliance of the site.

Prior to 1981 held a variety of increasingly responsible positions in the Company’s Pigments Department beginning as a technical service chemist, through research and district sales manager, culminating as manager of the colored pigments business.

Honors & Publications

Education

BS Chemistry