Director of Sales and Marketing

• Sep 2021 - Present

Head of Global Marketing and Business Development

• Jun 2012 - Nov 2019

• Sales volume increased 27%, revenue dollars increased 68% and profitability dollars increased 60% during my tenure at ANSAC • New entry to two market (Nigeria and India which included choosing and developing relationship with local distributor, setting up the discharge ports for bulk product, and segmenting/) and reentered the Chinese market in 2016 after exiting it in 2009. In 2019 these markets account for 8% of sales volume. • Forecasted a change in the market in September of 2016 that was opposite of what the published experts were forecasting. Through analysis, forecasting models, and customer interview it was determined that the market was going to be short in 2017 and I recommended that we delay annual contract negotiations as long as possible. The delay tactic increased ANSAC sales price by 5% in 2017 and another 6% in 2018 while many of our competitors signed multiyear sales agreements with price decreases in 2017 and 2018. • Created models determining operating costs for 55 Chinese soda ash plant and inventory levels in China on a monthly basis along with 6 other European and Middle Eastern plants. I present model findings at each quarterly Board of Directors (BOD) meeting. The models are also used to guide quarterly pricing in Asia and global annual pricing. • Work with regions on current year and future years forecast for each BOD meeting. The work includes review accounts at the customer level, cross-referencing sales volume/price with 3rd party volume/price and macroeconomic forecasts for validity, develop and update presentation material for the BOD and present to the BOD. • Developed a custom issue tracking system for quality and documentation. The system includes issue, investigation, root cause and corrective action. Show less

Acetone Product Manager

• Jul 2011 - May 2012

P/L responsibility for Acetone. New product for Honeywell developed forecasting tools, sales/marketing presentations, met with customers, determined netback, best pricing mechanisms for different segments, identified new market segments/applications. During the first year, Acetone was +21M USD operating income vs acquisition model.

Refrigerant Product Manager

• Feb 2008 - Jul 2011

Sales volume increased 18%, revenue dollar increased 104%, profitability dollars increased 242% during my tenure• Developed and presented a quarterly global market intelligent presentation for refrigerants, which included competitor cost and production, regional demand, and changes in regulations (both actual and rumored). January of 2010 it was determined with the models that the world was going to run dangerous low on almost all types of HTF by June, due to a global inventory drawdown in 2009, decommissioning of multiple plants, delay in startup of new plants, changes in regulations in multiple regions, and weather damage to plants in the USA in 2009/2010 Honeywell notified our customers end of January and put all product on allocation in which every shipment was approved and scheduled by me, the product manager. Our competition did not follow until April causing them to stockout multiple times during the summer. From 2009 to 2010 sales volume decreased 22%, revenue dollars increased 138%, profitability dollars increased 285% with OTTR at 80% and production at 70% of plan.• Developed and implemented a Certified Vendor Program (CVP) focused on Honeywell’s IP with R-410a in Asia and Europe. The program was highly successful, and Honeywell’s sales volume increased by 330% verses plan.• Drove Honeywell to install a plasma destruction unit to breakdown R-23 which was being released into the atmosphere. R-23 CO2 equivalence (14,800), offset credits sold in CO2e markets creating a 2.5 year project payback and a revenue stream starting in 2011. Show less

Pathways Marketing Manager

• Feb 2007 - Jan 2008

• Developed a model based on the EPA refrigerant usage model (Vintage) to run checks and balances on the EPA model output. Found 3 errors in the EPA report “The U.S. Phaseout of HCFCS” published in September, 2006. Reported my findings to the EPA and they published an Errata Sheet in April, 2007.

Product Manager

• Jan 1999 - Sep 2003

• Management of a Slurry/Chemical delivery product lines. Development of 2 new product lines resulting in 6 new sales valued at over $10,000,000 each. • Led and coordinated the various activities of engineering teams, manufacturing groups, and sales channels to develop opportunities and gain market share. • Led project engineering teams, 5 to 30 people, in the installation, start-up and debugging of slurry/chemical delivery systems on over 15 major product installations for prominent semiconductor manufacturers and foundries (Intel, Honeywell, Motorola, ST Micro, Sony, GSMC, TSMC, UMC, Chartered, SIS) in both North America and Asia. • Created position through analysis of region, developing a two year plan, and presenting to multiple levels within Kinetics. • Replaced an international contracted sales force to direct sales performed by local hires in 4 countries. • Developed a strategy to penetrate both the Japanese and Chinese markets which resulted in obtaining 2 accounts that resisted efforts for 5 years. • Negotiated with 3 foundries to become their sole vendor of slurry/chemical delivery equipment. • Created and presented cost models and technical presentations to major semiconductor manufacturers (Samsung, Toshiba, TSMC, UMS, and Chartered). • Increased sales by 50% ($25,000,000) in a difficult and politically charged atmosphere in Taiwan. • Developed cost/price models for equipment lines which resulted in a change in the sales price in equipment, to make the desired profit, and to investigate alternative components to reduce cost. • Managed component studies that reduced equipment costs by 80%. Show less

Water Resources Specialist

• Jun 1995 - Feb 1999