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

Technical Consultant #1748

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.

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%.

Credentials

Awards