Executive with Expertise in Sales, Marketing, and Finance of Technical Industrial Products

Technical Consultant #1748


Expertise

  • Executive with over twenty years of industrial materials and technology businesses ranging in size from pre-revenue to $350 million.
  • Engineering, sales, marketing, and operations experience in effecting change in a union manufacturing environment.
  • New product development.
  • Joint venture management.
  • International strategic analysis.
  • Global contract negotiations.

Experience

Independent Consultant, 2002 - Present

  • Developed a global business plan for VC funding of a JV (start-up and current business) for supplying consumables to the solar and semiconductor industries.
  • Examined global impact of U.S. bioethanol markets and policies for Japan government.

Consulting and Business Acquisitions Search, 2002 - 2004

  • Operations and marketing consulting for various businesses.
  • Business consultant to Cara Plastics, which develops and manufactures 70% renewable material bio-based polymers.
  • Explored over 30 businesses for purchase or equity position.

Edgelink, Camden, NJ, Senior Advisor to Chief Executive Officer, 2004 - 2008

  • Early Stage software company that has developed a platform for the integration of voice, data, and video telecommunication for security and incident management.
  • Signed up U.S. Coast Guard as client and received U.S. Congressional Caucus award.
  • Executed channel partner agreement with ADT Security Services.
  • Developed financial business model and constructed PPM for investors.

Cabot Corporation, Serving Several Positions, 1995 - 2002

Positions held

  • Director - Commercial Products, 1998 - 2002
  • Business Manager, 1997 - 1998
  • Marketing Manager - Aerogels, Corporate Development, 1995 - 1997
  • A $1.7 billion specialty chemicals company with headquarters in Boston, MA, maintaining over 40 sites in 21 countries, a world leader in the technology and production of high performance tantalum.
  • Tantalum powder, wire and mill stock are used for electronic components and semiconductor fabrication.

Management and Strategic Planning

  • Directed all marketing, sales, profitability, and long range strategic planning for a $350 million division.
  • Led operations via product line managers and Sales & Operations Planning (S&OP).
  • Utilized TQM and other quality processes to effect change and improve product quality and safety performance by over 50% in a union environment.
  • Held interim positions as Research and Development Director and CFO. Board member and main liaison to Japan and German joint ventures.
  • Developed market and business plans for two new businesses.

Marketing and Sales

  • Negotiated and executed several six- and five-year international sales contracts ($1.6 billion) for 85% plant capacity.
  • Total account responsibility for international accounts and distributors.
  • Restructured relationship with European sales agent to reduce costs by 10% and reduced corporate financial exposure.
  • Increased margins by over 30% per year for two years by conducting supply and value chain analyses.

Product Development

  • Led research and development employing Stage Gate product development to double new product sales each year.
  • Constructed excel value analysis and business models to determine key product features and price points.
  • Investigated several application technologies and determined full-scale new product manufacturing costs.
  • Utilized sensitivity analyses and positioning focus to redirect corporate strategy.

Plastic Materials Company, Milford, DE, Assistant General Manager, 1994 - 1995

  • Privately owned plastics compounder with 65 employees and sales of $10 million.
  • Headed all marketing and sales, utilizing 15 distributor companies and 2 sales representatives.
  • Grew business by 15% by conducting analysis of resin, toll compounding, and color businesses and restructuring product mix.

E.I. DuPont de Nemours, Inc., 1978 - 1994

  • A global chemical, polymer, and materials manufacturing company with 24 billion in sales.
  • Positions held:
  • Director of Marketing, Ecochem, Wilmington, DE, 1991 - 1994
  • Engineering Polymers Senior Market Development Specialist, Wilmington, DE, 1987 - 1991
  • Mechanical Testing Supervisor, Wilmington, DE, 1984 - 1987
  • Plastics Designer, Wilmington, DE, 1982 - 1984
  • Area Engineer, Orange, TX and Ilion, NY, 1978 - 1982

Management and Strategic Planning

  • Developed a global marketing strategy for a degradable (polylactide) polymer.
  • Negotiated over 40 ten-year secrecy and development agreements with global potential partners to baseload a 100 million lb. commercial plant.
  • Wrote business plan and started-up marketing of all engineering test services to outside companies.
  • Responsible for technical program coordination, capital forecasting, and salary administration for 13 exempt and non-exempt personnel. Annual billings exceeded $1 million. Coordinated site training for 100 people.

Sales and New Product Development

  • Developed and implemented market plans for new appliance component designs of DuPont polymers into major and small appliance segments ($2 million new sales).
  • Secured two global customer contracts ($7.9 million).
  • Provided technical design services to support sales.
  • Critiqued customer designs and estimated tooling and part costs.
  • Conducted on-site customized design seminars to Ford Motors and other customers.
  • Led product and processing development for new market applications in degradable (polylactide) polymer.

Engineering

  • Coordinated technical and field activities of 11 unionized crafts for process equipment and facilities construction.
  • Managed capital projects of $12 million and over 100 work requests during 3-week shutdown.
  • Developed and implemented comprehensive site energy management program.
  • Exceeded energy reduction goals by 30%.

Honors & Publications

Credentials

  • Business Case Studies, Harvard Business School

Awards

  • U.S. Congressional Caucus award.

Education

  • MBA Rensselaer Polytechnic Institute
  • B.S. Mechanical Engineering, Carnegie Mellon University
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