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

Technical Consultant #1549

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.

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.

Publications and Patents