Experience

• 

  Nalco Champion, An Ecolab Company

  • United States
  • Oil and Gas
  • 700 & Above Employee

  • Global Account Manager - ExxonMobil

    • 2013 - Present

    ● Managed all aspects of the global oilfield chemical company’s largest customer relationship (ExxonMobil), serving as single point of contact for negotiations with petrochemical plants, refineries, global procurement managers, senior leadership within ExxonMobil, and facilities across Europe, the U.S., and Asia ● Negotiated 15 five-year deals with ExxonMobil over two years, generating combined revenue of more than $625MM while closing 100% of possible transactions with the customer ● Oversaw a ten-day negotiation relating to ExxonMobil’s largest refinery and petrochemical complex in Asia, closing a deal in which the customer received a substantial discount in exchange for a sole source contract and substantial new business, and laying the groundwork for similar transactions in the future on a global scale● Led the negotiations with ExxonMobil’s flagship refinery in the U.K., resulting in $60MM in sales, and negotiated deals with refineries in Baton Rouge and Beaumont (flagship U.S. refinery) generating $175MM over five years

  • Senior Sales Manager

    • 2010 - 2013

    ● Directed more than 140 district managers and sales representatives in the preparation of business proposals and negotiation of transactions, with responsibility for driving more than $140MM in annual revenue● Developed and implemented business strategy on an organizational level and served as hiring manager organization-wide, with responsibility for all hiring and detailed compensation planning for hundreds of employees on an annual basis● Created and led sales training programs for hundreds of field sales representatives and provided coaching on sales strategies and processes, closing methods, technical issues, sales planning, and value documentation, driving a 15% increase in annual sales ● Worked with Microsoft to develop a custom sales software solution for the entire company that increased visibility and accountability in the sales process and led to high levels of satisfaction in both customers and the sales force ● Partnered with Dow Chemical to document water savings of more than 100 billion gallons over the course of a year using Nalco Champion processes and technology and collaborated with the Wall Street Journal on a full-page ad showcasing those savings (Dow received a Presidential award for water and environmental savings)

  • District Sales Manager

    • 2004 - 2010

    ● Managed a team of 35 in all regional sales operations in the Baton Rouge and New Orleans areas, increasing sales from $7.4MM in 2004 to more than $35MM in 2010 through aggressive acquisition of new business and extensive networking with clients at entertainment-based functions● Won the company’s largest award given to only three employees globally by exceeding average sales increase by more than 10% for three consecutive years● Sole-sourced five chemical plants and refineries, and developed strong relationships with upper management in facilities across Southern Louisiana● Developed and implemented sales training for all sales personnel region-wide

  • Area Sales Manager

    • 2001 - 2004

    ● Managed and grew Nalco Champion’s presence throughout the Caribbean, with responsibility for oversight of the largest refinery in the Western Hemisphere ● Established the company’s first presence in Puerto Rico, Trinidad, Curacao, Jamaica, and Aruba by identifying business opportunities and negotiating deals with refineries across the Caribbean, growing business from $10MM to more than $15MM over three years and attracting new engineers to handle the increased business● Drove all competitors out of the region by utilizing efficient sales processes and directing a range of teams to establish sole source agreements with refineries in areas with no previous Nalco presence

• 

  Nalco Champion, An Ecolab Company

  • Houston, Texas Area

  • Marketing Product Manager

    • 1999 - 2000
    • Houston, Texas Area

    ● Directed marketing strategy for a range of products, including antifoulants, antifoam products, and cleaning and degassing additives, increasing sales from $150,000 to more than $210,000 and establishing the company’s current top-selling product globally (current sales of more than $400MM)● Grew revenue from H2S scavengers by 40% over a two-year period by increasing additives and developing new products, including a new antifoam product capable of saving refineries hundreds of thousands of dollars in catalyst change-out costs

• 

  Schlumberger

  • Houston, Texas Area

  • Senior Field Engineer

    • 1988 - 1993
    • Houston, Texas Area