Sales Management Position Resume

Desired Industry: Import/Export	SpiderID: 22532
Desired Job Location: Philadelphia, Pennsylvania	Date Posted: 9/11/2008
Type of Position: Full-Time Permanent	Availability Date: 01/01/2009
Desired Wage: 175000
	U.S. Work Authorization: Yes
Job Level: Management (Manager, Director)	Willing to Travel: Yes, 25-50%
Highest Degree Attained: Masters	Willing to Relocate: No

Objective:
PROFESSIONAL PROFILE

Capable Director of Global Sales with experience in Polyethylene, Polystyrene, EPS, High Performance Products, Styrene Monomer and other specialty sales for Fortune 500 companies. Computer-literate and enthusiastic team player with sound business judgment and credibility to lead teams toward an established goal.

BS in Business Administration and MBA in Business Administration. (Thesis specific to International Business)

Experience:
MAJOR ACCOMPLISHMENTS

Sales Management and Territory Analysis

• Currently Working in Global sales role importing and exporting chemicals from NA, EU, and ASIA. Began working with J&J Chemical America based in Newport Beach, CA, on January 1,2007 Title: NA & EU Business Coordinator. J&J is a Korean Company.

• Early Retired from NOVA Chemicals in Pittsburgh, PA (12/31/2006) as Director of Global Sales and Marketing reporting directly to the Vice President of styrene monomers. This includes responsibility for strategic, opportunistic, and global sales worldwide. Responsibility also includes margins and global growth selling commodity chemicals, and other specialty products. Monthly sales volumes of various products total 70-100 million pounds per month. Have complete responsibility for the merchant business and optimization of monomer from the downstream business units. This requires the ability to quickly and efficiently move volumes of styrene monomer into global markets to maximize any potential earnings benefit. Current sales team consists of 2 sales persons in North America and one sales person in Europe. Responsible for the European office and two customer delivery people in Fribourg, Switzerland. The total global pool of material is approximately 3.2 billion pounds. Responsible for Selling Asia, Europe, Latin America from our supply points in USA and Europe. ( 1999 – present )

• Financial responsibility $20,000,000 to $30,000,000 USD per month. Have two direct sales reports in North America plus office in Fribourg, Switzerland with established sales team. In charge of employment, employee evaluations, and termination of employees in this current role.

• Completed assignment in Fribourg, Switzerland as Regional Sales Manager for Europe, Middle East, and Africa. This includes responsibility for strategic, opportunistic, and product specific volumes in coordination with North America. Responsibility also includes margins and global growth selling polyethylene, polystyrene, and other specialty products. Monthly sales volumes of various products total 15-20 KT per month. Financial responsibility $12,000,000 to $16,000,000 USD per month.

• Management of output production of polyethylene from licensees around the world including Nigeria and Venezuela. (1998-1996). Total business responsibility for the Nigeria Project including all accounting reporting functions.

• Developed and maintained a 180 million pound territory with annual sales revenue in excess of 90 million dollars. Monitored the credit status of territory account base and implemented credit term improvements as necessary. (1993-1996 )

• Developed and implemented account strategies and target account strategies in conjunction with team development techniques and acted as team leader on specific accounts with measurable success. (1993-1996 )

• Participated in customer presentations and prepared computer generated slides, Analyzed presentation content and objectives with account team. (1983-1996 )

• Analyzed and interpreted sales trends, inventory values and costs, department and individual sales expense budgets. Provided business managers with factual information needed to align results with organizational objectives. (1985-1996 )

Team Management

• Director of global sales department with 6 reports.(1999 - present)
• Manager inside sales department with 2 reports.(1999-1996)
• Manager for international customer service with 6 reports.(1998-1996)
• Manager for general office associate - 1 report.1998-1996)
• Constructed specific account teams (1993-1996)
• Developed and communicated team’s mission to members. (1993-1996)
• Align team resources to deliver desired objectives. (1993-1996)
• Monitored account team progress and made strategy changes as necessary. (1993-1996)
• Appointed Global Account Coordinator for selected multi-national PE accounts (1998-1999)

Account Technical Management

• Coordinate all technical specifications regarding market demands upon global industry.
• Coordinated technical efforts in Europe, Middle East, and Africa with marketing and the international technical resources.(1998-1996)
• Participated on Due Diligence Team involving acquisition of new production assets in Europe and other international locations. (1998)
• Assisted with development of the new capacity strategy from EST/AST PE production of new assets in year (2000-2001).
• Worked closely with technical services to deliver product enhancements and productivity improvements. (1986-1996)
• Communicate account technical issues and request to technical group. (1986-1996)
• Helped resolve product problems with affected customer sites to both an acceptable economic and quality status. (1986- 1996)
• Helped coordinate competitive product enhancements and competitive intelligence database as required by customers. (1986-1996)

• Re-established a technical presence in Europe, Africa, and ME by building a strategy to increase the number of direct selling accounts. (1996-1999)

Manufacturing Operations Management

• Worked in all phases of the Polystyrene manufacturing process. (1981-1984)
• Participated with Supply Chain Team to improve account economics. (1993-1996)
• Helped develop communication links between manufacturing, sales, and the business teams. (1993-1996)
• Made periodic visits to plants to discuss market changes and to educate employees regarding customer demands and competitive product performance. (1993-1996)
• Worked on new product development teams. (1993-1996)
• Coordinate sales and manufacturing strategies for the Polyethylene, Polystyrene, non-automotive Dylark, NAS, and Zylar products. (1996 – 1999)
• Coordination of all sales data in regards to forecasting and manufacturing site capabilities in all the global production assets. (1999 – present)

Education:
EDUCATION

Newport News Apprentice School Newport News, Va.
4-year Technical Degree (Machinist) 1979

West Virginia Wesleyan / Century University Buckhannon, WV /Albuquerque, NM
BS. In Business Administration 1990

Century University Albuquerque, NM
MBA International Marketing 1999
Thesis: Analysis of Greece’s Attempt to Gain Entry into the European Monetary Union

Faculty Advisor: Professor Antonin Smrcka, Ph.D., M.C.I.C.

Affiliations:
Professional Societies:
Commodore Computer Club (1987-1989)
Society of Plastic Engineers (1988-1996) Currently Program Chairman and Board of Directors
Shell Chemical Credit Union (1988-1989) President
Polystyrene Packaging Council (1989-1996) Grassroots State Director
Optimum Performance Schedule (1996) Certified Trainer
Century University Alumni Association (1996-1998)
Century University Alumni Board of Directors (1999-2001)
Century University Alumni Board Officer -Treasurer (1999-2001)
European Chemical Producers Association – Member (1999 – present)
National Producers of Chemicals Association – Member (1999 – present)
Pittsburgh Chemical Producers Association - Member 1999 -2000
Forum for Strategic Leadership - 1999-2000 (Pittsburgh)
Member of Southpointe Chamber of Commerce -1999-2003 (Washington County)
Toastmasters International
European Chemical Producers Association

Skills:
EMPLOYMENT HISTORY
NA & EU Business Coorinator, J&J Chemical America, Houston, Texas 2007 - Present
Director of Global Sales and Marketing, NOVA Chemicals, Pittsburgh PA 1999- 2007
Regional Sales Manager (Leader), Nova Chemicals, Fribourg, Switzerland 1996–1999
Senior Account Manager, Nova Chemicals Inc., Leominster, Ma. 1991-1996
Sales Representative, Huntsman Chemical Company, Chesapeake, Va. 1983-1991
Process Controller, Shell Chemical Company, Belpre, Ohio 1981 -1983
Tool & Die Maker/Maintenance, O. Ames Company, Parkersburg, WV 1979 -1981
Machinist, Newport News Shipbuilding, Newport News, VA. 1975-1979

Additional Information:
PROFESSIONAL SKILLS

Sales Training Courses:

Fundamentals of Professional Selling
“EKAEMOE “ Communications Workshop
Interviewing Workshop
Various Team Building Courses
Computer Training, Word, Excel, Power Point, etc.
I.S.D. Skills Training (Interpersonal Skills Development)
Dunn & Bradstreet - reading financial statements
Dale Carnegie Management Course
Finance for non-financial managers
Executive Speaking and Presentations
Executive Writing

Management Training Courses:

Mahler Management training - (various week sessions throughout 1998)
Center for Creative Leadership - University of NC credits

Reference:
Volunteer Organizations;
Currently Vice President of Confluence, PA Tourism Board
Canonsburg Church
Big Brothers / Big Sisters – Washington County, PA
Member Methodist Church – Confluence PA
Member Historical Society – Confluence, PA

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