A versatile and highly effective senior management professional with over 40 years of experience in sales, marketing, and operations leadership with proven success developing and coordinating production, applications engineering and marketing strategies for divers domestic and international clients.  I am well versed in marketing and sales lifecycles, am a creative and articulate skilled negotiator and strategist, and an excellent trainer and mentor.  My record reflects a demonstrated ability to build relationships with high-level personnel and close large sales in heavily competitive environments. 

Experienced in managing all core functions within a business, my motivational management style, with a record of building and retaining highly motivated sales teams, distributors networks and manufacturers representatives, will work in tandem with your staff to develop a self-motivated sales team who plays an integral role in the success of your company.

Relevant Skills, Experience, and Accomplishments:

Innovation – Believing that if you do what everyone else is doing, and you’re lucky, you’ll get the same results, I am willing to continually try new things, create new methods of doing business, and stand for something unique. 

Researched product applications, secured and developed sales agents, and negotiated stocking and pricing strategies that developed a European market of initial repetitive stocking orders and prospects for significant future growth.

Developed and directed a feasibility study, coordinated the engineering, initiated production and negotiated pricing that provided fabricated extruded products for a major producer.

Developed justification for the purchase of a 3-axis coordinate measuring machine and related temperature and humidity controlled enclosure that enabled entrance into lucrative market segments from which the company was formerly excluded.

Negotiated mutually agreeable sales and marketing arrangements with an international subsidiary resulting in the expansion of sales in current product lines and the more effective use of marketing staff.

Market Development – Accurate market assessment and development of an effective plan is critical to the success of both new and existing businesses.  In developing a market plan, my primary functions are to understand the needs and desires of the customer, select or develop a product or service that will meet customer needs, develop promotional material that will make the customer aware, and ensure product or service delivery.

Spearheaded the product development, manufacturing, and quality control procedures for government related ordnance components that resulted in an eight year product run with only 1 reject and over $20 million in revenue.

Formulated and supervised pilot production of new resins and coatings that enabled an organization to become the number one supplier of gel coats to the marine industry.

Created support literature, developed channels of distribution, established market-based pricing and designed and engineered complimentary products within the integrated product line.  Efforts resulted in a 3 ½ year growth in annual sales.

Partnered with a leading producer of engineering resins, the staffs of end users, and internal production personnel to generate a new product line based on a polymer with unique properties generating annual sales $8 million in sales.

Responsible for determining the feasibility of an East Coast market for flux field concentrators.

Developed and managed the growth and development of leading edge high heat, high strength polymeric shapes and parts.

Responsible for a sales increase from $300,000 to $2,500,000 in 5 years.

Management –I have developed management skills in organization by allocating and configuring resources to accomplish preferred goals and objectives established during the planning process; leadership skills by way of establishing direction and exercising my ability to effectively talk and listen as well as negotiate with others to follow that direction; and coordination through monitoring and adjusting resources and processes to achieve the goals and objectives in a highly effective and efficient manner.  Managed operations, maintenance modifications, emergency response and production laboratory quality control and shift production of organometallic compounds.

Directed pre-project analysis, onsite construction and startup activities of seven major sophisticated coating equipment installations.

Created and developed semi-automated cost estimation systems that included all elements from receipt of inquiry to field sales follow-up significantly improving the tracking and feedback capabilities of the quotation process.

Developed and managed the outsource manufacture of finishes including simplified scheduling, quality control, inspection, and logistics that resulted in $2 million annual sales of high quality, profitable product to the marketplace.

Training – I promote the prestige and integrity of products by training customers in their use and inspiring and train sales and marketing personnel to greater heights of achievement by providing them with guidance, education, training and information. Developed sales and customer training resulting in efficient, safe installations that consistently met budget guidelines and ran trouble free.

Expertise – Over the past 40 years I have led the successful development of new products, mature brands, and the creation of effective marketing and sales strategies and have developed sills in the following areas:

Strategic and Marketing Planning
Sales Performance
Market Expansion
Training and Staff development
Profit and Operations Improvements
Business Development
Partnerships and Alliances

Education and Training

Credits in Chemical Engineering – Cleveland State University, Cleveland, OH

“International Marketing” -- Ecole Polytecniqe Federale, Lausanne, Switzerland

“Problem Solving and Decision Making” -- Kepner-Tregoe

“MRPII” -- V. Choppra         

“Financial Management for the Closely Held Business” -- Meridian Bancorp

Patents

US Patent 5775463 – Tecboard System for Deckplate (Issued 1998, assigned to Alumax Aluminum)

US Patent 3,539,479 – Lithium curing assistant for unsaturated Polyester resins (issued 1970, assigned to the SCM Corp.)

Non-metallic conductive element for electrostatic paint spray hose (jointly applied for)

Publications  

Chen, John H. and Alberts, Robert a., “Engineering Plastic Components in Construction Equipment” SAE Technical Paper Series, April 1983

“Practical Guide to high temperature Plastic Shapes” IAPD Magazine Jun/Jul 2003

Numerous technical product sheets, product brochures, and technical marketing presentation folders.