A versatile professional with a strong technical background. Has progressively shouldered more responsibility. Has proven success identifying new business opportunities, negotiating contracts for higher profits, managing distributors and key accounts. A professional leader and team member with an excellent track record in business development over diverse markets.
Extended range of products sold.
Expertly negotiated contracts.
Worked through customer objections and internal red tape for win/win solutions.
Took prospects from concept to customer.
Expanded business at current accounts.
Extended sales into new market segments.
Brought on new distributor for hydrogen peroxide.
Worked closely with distributors to grow business.
Worked in conjunction with distributors to solve end-customer problems.
Utilized technical skills to troubleshoot customer problems.
Successfully resolved production plant problems.
Assisted customers with the development of new products.
Guided Solkane 365 through EPA requirements for TSCA listing.
Found way past internal barriers to obtain customer solutions and grow business.
Brought order to chaos.
Designed and delivered distributor sales training.
Designed and delivered customer technical and safety training.
Designed and delivered chemical and environmental instruction to secondary and post-secondary students.
Rice University, Houston, Texas
Ph.D. Chemistry, 1991.
Dissertation: Diode Laser Kinetic Spectroscopy
Advisor: Robert F. Curl (1996 Nobel Laureate)
Principia College, Elsah, Illinois
B.S. Chemistry, 1986.
Linde Electronics and Specialty Gases, Redding, CT 2016 - present
Manager Electric Propulsion and Head Environmental Standards
Responsible for Environmental Standards business, leading sales and marketing of EPA Protocols, certified standards, and other calibration gases. Also, responsible for sales and marketing of xenon for electric propulsion applications, selling to manufacturers of satellites and other spacecraft such as Boeing, Orbital ATK, Aerojet Rocketdyne, Moog, NASA, IHI, Rafael, Airbus.
Business Development Developed new business, building on, and extending Linde’s capabilities, providing a new service of loading xenon onto satellites. Negotiated agreement to profitably satisfy customer Rafael Advanced Defense Systems.
Business Development Increased sales of environmental calibration standards by $1 million (33%) over one-year period.
Linde Electronics and Specialty Gases, Redding, CT 2011 - 2015
Assistant Manager Rare Gases
Headed sales and marketing for krypton, xenon, and anhydrous hydrogen chloride in U.S., Europe, Asia with annual sales of $7,000,000.
Business Development Tripled krypton and xenon sales, bringing on new customers including Alpen HPP, Cardinal IG, Kensington HPP, Sage Electrochromics, Eastman, HRD Singapore Pte., Ltd., Israel Aerospace Industries, Orbital ATK and Raytheon.
Independent Consultant, Redding, CT 2004 - 2011
Provided technical, commercial, and legal consulting. Customers included: BioSafe Systems LLC, Sterilucent, Inc., Parchem Trading, LLC, Brenntag Canada, Inc., OMG Electronic Chemicals, EXL Laboratories LLC, and Niro, Scavone, Haller & Niro.
Product Development Formulated new peroxygen based product for BioSafe Systems to extend their product line.
Business Development Successfully developed $500,000 in sales of commodity, personal care and nutrition products to new customers for Parchem Trading.
Fairfield University, Fairfield, Connecticut 2006 – 2011
Provided lecture and laboratory instruction for chemistry majors and non-majors.
Ridgefield Public Schools, Ridgefield, Connecticut 2004 – 2011
Taught Chemistry, as well as AP Environmental Science to students in grades 10, 11, and 12.
Solvay Interox, Inc., Redding, Connecticut 2000 - 2003
Regional Manager Sales and Technical Service
Responsible for sales and front-line technical interaction with customers, including key accounts and distributors in northeastern U.S. and Canada for $10,000,000 sales of hydrogen peroxide, sodium percarbonate, sodium perborate, peroxyacetic acid, and calcium peroxide.
Contract Negotiation Renegotiated contract with Fraser Papers to extend duration and increase sales to $1,500,000 per year. Won account and negotiated contract with
SC Johnson, to supply 90%+ of their sodium percarbonate needs, $2,500,000 per year of sales. Won account and negotiated contract to supply Rockwood with 400,000 lbs per year of hydrogen peroxide. Worked with A&L Labs to determine needs and worked within Solvay to determine its abilities, negotiated contract with potential to greatly increase sales of peracetic acid.
Distributor Management Brought-on new peroxide distributor, Borden and Remington, now buying $200,000 per year of hydrogen peroxide. Worked with Brenntag Canada to increase capabilities and grow sales volume.
Solvay Fluorides, Inc., Greenwich, Connecticut 1999 - 2000
Product Manager and Manager of Health, Safety and Environment.
As product manager, held responsibility for North American purchasing, sales, marketing, and technical support for $6,000,000 sales of inorganic fluoride chemicals to customers and distributors. As manager of health, safety, and environment, ensured compliance with governmental regulations for $50,000,000 in chemical sales. Managed regulatory approvals of new products and processes.
EPA’s TSCA Listing and SNAP Approval Rapidly understood requirements, found consultant, and assembled required data to commercialize Solkane 365 and sell it legally in the US. Met with EPA, intended customers, and toxicologist from Belgium. Obtained PMN/SNAP approval in only one year.
Inorganic Fluoride Products Responsible for inorganic fluorides products and called on customers. Maintained and grew business.
Solvay Interox, Inc., Houston, Texas 1996 - 1999
Held responsibility for business development, consulting, and pre-sales activities with customers and prospects to increase sales, improve customer operations, and strengthen Solvay Interox’s North American presence. Managed northeastern U.S. and Canada territory.
Business Development Through Peroxide Problem Resolution Won Ross Laboratories account for Solvay and saved Ross millions of dollars, by solving product sterility problem. This was accomplished by trouble-shooting operation of aseptic filler, and recommending changes in operating parameters, including a more appropriate grade of hydrogen peroxide. Ross is now operating smoothly and is one of Solvay Interox’s most profitable accounts, with sales of $220,000 per year. Was awarded the prestigious 1998 Engineering Partners in Excellence Award from Ross Labs for my work.
Business Development through Odor Problem Resolution Developed new account, Gold Bar Waste Water Treatment in Edmonton, AB, by consulting, and then designing a trial using hydrogen peroxide. Gold Bar had a sulfide odor problem that was fixed with the proper application of hydrogen peroxide. Odor complaints dropped from about one per day to about one per year. The problem was solved for Gold Bar and Solvay has been supplying the hydrogen peroxide for last six years. In addition Gold Bar even made a conference presentation touting the effectiveness of my solution.
Product and Business Development Developed new account, Bath and Body Works, by assisting with formulation of skin care products and providing guidance with respect to appropriate grade of hydrogen peroxide to use.
Solvay Interox, Inc., Deer Park, Texas 1995 - 1996
Applications Research and Development Chemist
Consultant and on-site technical expert to a variety of industries: Environmental, Food, Consumer Products. Conducted laboratory experiments and ran field trials to support business development efforts. Projects ranged from improving aseptic packaging sterilization for Coca Cola Foods to NOx control at steel production facilities.
Consumer Products Application Brochure Drew information from technical files and created trial formulations to write consumer product application brochure. My brochure assists existing and prospective customers with product formulation and supports business development.
Business Development and NOx Control Gained new account by solving Bluegrass Chemical’s waste disposal problem. Proposed, and ran trial using peroxide in scrubber system to reduce NOx generation, producing fresh nitric acid as by-product which was then used in their process. Scrubbing with hydrogen peroxide resulted in reduced nitric acid purchases and elimination of disposal via deep well injection of the scrubber waste. The satisfied customer has now been buying from Solvay Interox for eight years at both of their locations.
Solvay Interox, Inc., Deer Park, Texas 1991 - 1995
Product and Process Development Chemist
As product and process development chemist, worked with customers, marketing, manufacturing, and laboratory to develop new products, improve existing products and improve manufacturing processes. Managed program to develop ultra-pure hydrogen peroxide for semiconductor industry.
Hydrogen Peroxide Purification Developed technology for ultra-pure hydrogen peroxide with a metals level of 1 ppb. Conducted research in customer, Texas Instruments’, cleanroom. Pointed the way for manufacturing plant configuration of new treatment system and led to profitable new product.
Wolff Walsrode (Bayer), Walsrode, Germany
Worked in QC lab. Created and presented quality control statistics seminar and analysis programs in German. Evaluated test methods and equipment. Tested and prepared data for promotional purposes.
Baltimore Gas and Electric, Baltimore, Maryland
Worked in power plant analytical labs at Calvert Cliffs Nuclear Power Station and at Fort Smallwood Central Lab supporting generating stations. Evaluated analytical methods, created approved substances database, installed ion chromatography system, and instructed technicians.
Married. Three children.
Enjoy boating, biking, skiing and woodworking.
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