Consultant for Industrial Gases: Marketing Research and Supply of Hydrogen, CO2 and Renewable Energy Gases

Technical Consultant #1549


Expertise

  • Industrial gas markets, sales, demand and marketing research.
  • Experienced commercial manager with strong engineering, leadership and execution skills related to industrial gases, chemicals, refining and energy industries.
  • CO2 and hydrogen markets and industrial gas marketing research.
  • Hydrogen generators, air separation plants, fired heaters, waste to energy
  • Identification of new industrial gas opportunities in renewable energy markets.
  • Demonstrated ability to commercialize new technology, assess markets and form external alliances.
  • Strategy development, excellent communication skills and numerous publications and patents.

Experience

Independent Consultant, Present

Linde Engineering, Blue Bell, PA, Business Development Manager, 2010 - 2015

  • Sales, marketing and business development for air separation, hydrogen generators, PSA units, reformers, fired heaters and thermal oxidizers. Identified new market opportunities and product line extensions.
  • Sold ten innovative new hydrogen generators generating over $20 million in sales
  • Developed sales strategy for air separation plants in NAFTA region.

Heat Transfer International, Kentwood, MI, Vice President, Sales and Marketing, 2009 - 2010

  • Responsible for global sales, marketing and business development at HTI, a technology development company specializing in distributed renewable energy power plants using gasification to convert organic wastes to energy.
  • Implemented market segmentation and sales strategy
  • Developed numerous paid feasibility studies

Air Products and Chemicals, Inc., Allentown, PA, 1990 - 2009

Commercial Development Manager, 2008 - 2009

  • Developed new business opportunities for $1 billion industrial gas division by examining new products, new markets and alliances.
  • Generated over 20 new industrial gas opportunities in renewable energy by developing entry strategy, forging external alliances and forming an ad-hoc business development team of six engineers and marketing specialists.
  • Positioned company as sole supplier of a $5 million industrial gas plant in a $30 million public private partnership for agricultural waste project in Pennsylvania.
  • Identified a $500 million acquisition opportunity in the U.S. merchant market for CO2.
  • Led international, cross-functional team to assess CO2 market.

Marketing Manager, 2006 - 2008

  • Provided strategic marketing to develop $60 million North American food market for industrial gases. ~Identified growth segments, executed marketing programs and developed new technologies by working with external universities and smaller companies.
  • Generated $1 million of revenues in modified atmosphere packaging (MAP) by leading a five-member team of sales and research and development professionals.
  • Executed a joint marketing alliance with a small technology company.
  • Executed $100 million feasibility study and negotiated license agreement with Georgia Technology Research Institute for disinfecting fruit juice with UV light.
  • Managed two $50 million trials for potato sprout suppression with ethylene in Pennsylvania and Maine using biofresh, ltd. (U.K.) technology.

Global Asset Manager, 2000 - 2006

  • Oversaw $50 million/year global supply chain and manage $60 million asset base for a specialty surfactant business.
  • Reduced operating costs by 20% and increased production by optimizing global supply chain including manufacturing, tolling and raw materials.
  • Executed $4 million of investment in plant automation at Calvert City plant which improved reliability and reduced costs.
  • Saved over $2 million/year by reducing number of tollers, production sites and raw material suppliers through the use of continuous improvement tools.

Project Development Engineer, 1996 - 2000

  • Developed competitive $100 million capital projects by understanding customer needs and translating requirements to internal engineering team.
  • Led bid strategy and proposal development for $100 million hydrogen plant in Carson, CA.

Implemented alternative execution strategy saving $4 million while managing risk by working with Technip, Air Products' technology supplier.

  • Developed optimal utility and gas supply schemes for customers.
  • Published and presented four papers on optimizing hydrogen, steam and electricity production at national conferences.

Manager, New Initiatives, 1994 - 1996

  • Developed new business opportunities in North American chemicals and refining market.
  • Participated in Air Products' entry into India by forming a 50/50 joint venture with Inox.
  • Promoted Air Products' process and safety capabilities by coordinating market research, process evaluation and competitor analysis resulting in five papers in premier industry magazines.

Program Manager, 1990 - 1994

  • Developed market, economics and technology for a novel co-incineration process.
  • Led a cross-functional team to execute $1 million field testing of using oxygen to co-incinerate municipal solid waste and sludge in a waste-to-energy plant.
  • Secured DOE and EPA funding for field demonstration and coordinated extensive market and technical evaluation.

Honors & Publications

Publications and Patents

  • Numerous publications and presentations.
  • 3 U. S. Patents.

Education

  • MBA Lehigh University, Bethlehem, PA
  • M.S. Chemical Engineering, Illinois Institute of Technology, Chicago
  • B.S. Chemical Engineering, University of Bombay, India
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