Experience

Florachem Corporation

• United States
• Chemical Manufacturing
• 1 - 100 Employee

• Sales Director

  • Sep 2018 - 5 years 4 months

  Jacksonville, Florida Area



Univar Solutions

• United States
• Chemical Manufacturing
• 700 & Above Employee

• District Corporate Account Manager

  • Feb 2017 - Sep 2018

  Jacksonville, Florida Area District Corporate Account Manager (2017) Manage Corporate Accounts in Middle/Southern Georgia and Florida. Corporate Accounts are responsible for 40% of Univar’s revenue nation-wide. This territory generates $50M/year in sales revenue. • Partner with Univar’s National Account Managers to create and implement growth strategies for Corporate Accounts. • Direct and implement growth strategies at local Corporate customer facilities. • Manage accounts in HIC (Household &… Show more District Corporate Account Manager (2017) Manage Corporate Accounts in Middle/Southern Georgia and Florida. Corporate Accounts are responsible for 40% of Univar’s revenue nation-wide. This territory generates $50M/year in sales revenue. • Partner with Univar’s National Account Managers to create and implement growth strategies for Corporate Accounts. • Direct and implement growth strategies at local Corporate customer facilities. • Manage accounts in HIC (Household & Industrial Cleaning), Crop Protection, Chemical Manufacturing, Paints & Coatings, and Food and Beverage verticals • Liaise with various departments at local Corporate customer facilities. Emphasis on selling high, wide, and deep to entrench myself and become a Trusted Advisor for my customers. • Focus on project-specific initiatives that are critical to the success of my customers’ respective businesses.

• Account Manager

  • Apr 2016 - Jan 2017

  Jacksonville, Florida Area Responsible for growing sales revenue and gross margin for Southern Georgia, Florida, & Puerto Rico. This territory generates $42M in sales revenue. • Focused Water Treatment seller who also manages accounts in the HIC (Household & Industrial Cleaning), Chemical Manufacturing, Paints & Coatings, and Pharmaceutical industries. • Highly skilled in pulling internal levers to accomplish growth goals. Able to achieve goals by synchronizing efforts between suppliers, planning, sales, and… Show more Responsible for growing sales revenue and gross margin for Southern Georgia, Florida, & Puerto Rico. This territory generates $42M in sales revenue. • Focused Water Treatment seller who also manages accounts in the HIC (Household & Industrial Cleaning), Chemical Manufacturing, Paints & Coatings, and Pharmaceutical industries. • Highly skilled in pulling internal levers to accomplish growth goals. Able to achieve goals by synchronizing efforts between suppliers, planning, sales, and operations. • Expertise in on-site customer presentations that market and promote Univar’s products and services. These presentations highlight excellent business-to-business sales skills and talents that are essential for organic territory growth.

• Sales Manager

  • Mar 2015 - Apr 2016

  Jacksonville, Florida Area Directed Sales Activities for a Team of four (4) Account Managers. The Team generated $55M in sales revenue under my leadership. • Grew Q12016 Sales Revenue 25% and Margin 38% over Q12015. This growth was the highest of all Sales Managers in the Southeast. • Responsible for the development and implementation of business growth initiatives. These initiatives included focus on Corporate accounts, key accounts, and partnerships with business-critical suppliers. • Liaised with suppliers… Show more Directed Sales Activities for a Team of four (4) Account Managers. The Team generated $55M in sales revenue under my leadership. • Grew Q12016 Sales Revenue 25% and Margin 38% over Q12015. This growth was the highest of all Sales Managers in the Southeast. • Responsible for the development and implementation of business growth initiatives. These initiatives included focus on Corporate accounts, key accounts, and partnerships with business-critical suppliers. • Liaised with suppliers to ensure that our customers received the highest-quality products, in a timely manner, and at competitive prices. • Crafted sales agreements between Univar and key customers. • Conducted joint calls with Account Managers to help them identify and win opportunities. • Coached Account Managers on sales techniques, market conditions, and Univar’s capabilities. Instituted professional growth and development plans for Team members.

• Account Manager

  • Jan 2014 - Mar 2015

  Jacksonville, Florida Area Responsible for growing sales revenue and gross margin for the Northeast Florida & Southeast Georgia territory. This territory generated $25M/year in sales revenue. • Managed territory with the highest sales revenue and gross margin dollars on a team of nine (9) Account Managers. The Team covered Southern Georgia, Florida, and Puerto Rico. • Executed contracts and direct sales for large domestic and multinational customers. • Grew territory by using a combination of prospecting… Show more Responsible for growing sales revenue and gross margin for the Northeast Florida & Southeast Georgia territory. This territory generated $25M/year in sales revenue. • Managed territory with the highest sales revenue and gross margin dollars on a team of nine (9) Account Managers. The Team covered Southern Georgia, Florida, and Puerto Rico. • Executed contracts and direct sales for large domestic and multinational customers. • Grew territory by using a combination of prospecting techniques. These techniques include referrals, following up on leads provided by Management and cold-calling. • Provided customers with world-class service. Built customers for life by exceeding expectations on every interaction.

• Special Projects Manager

  • Aug 2011 - Jan 2014

  Jacksonville, Florida Area Managed profitability and customer relations for Univar’s largest account in the region, Vistakon Inc. Vistakon Inc. is a subsidiary of Johnson & Johnson Vision Care and generates $18M/year in revenue for Univar. Vistakon Inc. is the third-largest Univar account in the United States. • Managed pricing and profitability for account that generates $3M/year in gross margin dollars. • Coordinated the delivery and pickup of approximately 14M pounds of chemicals per year. Liaised with… Show more Managed profitability and customer relations for Univar’s largest account in the region, Vistakon Inc. Vistakon Inc. is a subsidiary of Johnson & Johnson Vision Care and generates $18M/year in revenue for Univar. Vistakon Inc. is the third-largest Univar account in the United States. • Managed pricing and profitability for account that generates $3M/year in gross margin dollars. • Coordinated the delivery and pickup of approximately 14M pounds of chemicals per year. Liaised with Vistakon personnel and the Univar Operations Team to schedule deliveries and pickups. This schedule constantly changes to meet Vistakon’s dynamic production requirements. • Monitored telemetry system. 24-hour monitoring of Vistakon’s chemical tank levels ensures that tank levels remain optimum and production continues uninterrupted. • Directed the flow of spent chemicals to the beneficial reuse market. The resale of approximately 14M pounds of spent chemicals nets Univar $5M annually.

• Commercial Manager

  • Jan 2011 - Aug 2011

  Jacksonville, Florida Area Managed profitability for the Univar locations in Florida and Puerto Rico, which consisted of 3 branches; implemented programs designed to grow margins. • Responsible for protecting and growing the margins of a $50M territory. This territory consisted of the Florida and Puerto Rico and was covered by eight (8) Account Managers. • Fostered supplier relationships to ensure that Account Managers received the lowest product costs on the market. • Worked with Account Managers to maximize… Show more Managed profitability for the Univar locations in Florida and Puerto Rico, which consisted of 3 branches; implemented programs designed to grow margins. • Responsible for protecting and growing the margins of a $50M territory. This territory consisted of the Florida and Puerto Rico and was covered by eight (8) Account Managers. • Fostered supplier relationships to ensure that Account Managers received the lowest product costs on the market. • Worked with Account Managers to maximize profit yields and growth potential. • Qualified and approved prospective accounts. • Managed Univar’s participation in both municipal and commercial bids. Responsible for guiding commercial contracts through Univar’s Legal process. These bids and contracts are valued at $5M annually.

• Account Manager

  • Aug 2008 - Jan 2011

  Jacksonville, Florida Area Responsible for growing sales revenue and gross margin for the Northeast Florida territory. This territory generated $8M/year in sales revenue. • Grew industrial chemical sales revenue by 10% and gross margin by 5% at key industrial chemical accounts. • Increased waste disposal sales revenue by 40% and gross margin by 20%. • Territory had the highest gross margin in Florida at 21%. The next highest territory’s gross margin was 16%. • Worked with customers to find the best products… Show more Responsible for growing sales revenue and gross margin for the Northeast Florida territory. This territory generated $8M/year in sales revenue. • Grew industrial chemical sales revenue by 10% and gross margin by 5% at key industrial chemical accounts. • Increased waste disposal sales revenue by 40% and gross margin by 20%. • Territory had the highest gross margin in Florida at 21%. The next highest territory’s gross margin was 16%. • Worked with customers to find the best products and solutions to meet their chemical needs. • Directed the interactions of the customer service team in order to meet and exceed customer expectations.



BAE Systems

• United Kingdom
• Defense and Space Manufacturing
• 700 & Above Employee

• International Logistics Manager

  • Apr 2004 - Mar 2008

  Jacksonville, Florida Area Managed exports for the BAE Systems Products Group, which consisted of twelve domestic business units; created and implemented logistics programs that monitored the success, security, and profitability of the company’s international supply chain. • Globally coordinated the movement of over 500 orders annually of hazardous and non-hazardous materials worth $20M. These shipments were exported in compliance with the export laws of the United States government, IATA, and foreign countries. •… Show more Managed exports for the BAE Systems Products Group, which consisted of twelve domestic business units; created and implemented logistics programs that monitored the success, security, and profitability of the company’s international supply chain. • Globally coordinated the movement of over 500 orders annually of hazardous and non-hazardous materials worth $20M. These shipments were exported in compliance with the export laws of the United States government, IATA, and foreign countries. • Designed and implemented sales budgeting and forecasting tools for the international sales team as part of my professional development plan towards International Territory Manager. International sales team was responsible for $60M/year in revenue. • Applied for and maintained validity of the company’s continuous import bonds with U.S. Customs. Liaised with Customs brokers to clear imported shipments. • Conducted product demonstrations and presentations. • Brokered deals between two global companies resulting in a $250K sale.

• Inernational Representative/Customer Service

  • Aug 2002 - Apr 2004

  Jacksonville, Florida Area Directed every aspect of customer orders from the quotation process through delivery for the Defense Technology product line, which conducted business in over 80 foreign countries. Defense Technology was one company in the BAE Systems Products Group. • Acted as the sole liaison between international customers, general managers, territory managers, manufacturing representatives, and the internal sales team to exceed customer expectations. • Utilized the key components of international… Show more Directed every aspect of customer orders from the quotation process through delivery for the Defense Technology product line, which conducted business in over 80 foreign countries. Defense Technology was one company in the BAE Systems Products Group. • Acted as the sole liaison between international customers, general managers, territory managers, manufacturing representatives, and the internal sales team to exceed customer expectations. • Utilized the key components of international business including letters of credit, bids and tenders, logistics, and export compliance. • Managed daily operations that resulted in annual revenue of over $5M.