Sales Manager

Bart Allen

***** ****** **** - *******, ** ***** - zvkmsn@r.postjobfree.com – 919-***-****

To obtain a Sales Position utilizing my skills and experience in Business Development, Technical Sales Management, Marketing, and Strategic Planning.

SUMMARY OF QUALIFICATIONS

• Managed Multi-product North American Key Accounts with annual revenue over $80,000,000.

• North American Group Manager responsible for $50M in annual revenue.

• Managed staff of up to 21 professional Research Scientists, Technical Service and Sales directed at creating value for Commercial and Residential building products.

• Full Project responsibility including innovation, strategy, qualification, marketing, value proposition, internal and external presentations, product launch, and commercialization.

• 15+ yrs Strategic Account Responsibility providing Technical Solutions into complex accounts, building collaborative partnerships to gain long-term sustainable results.

• Technical and Business Aptitude with In-depth knowledge of Chemicals and Industrial Manufacturers (wood products, roofing mat, roofing systems, glass fiber insulation, spray foam insulation, and value-added specialty products) providing Technical Service/Training directly and through distributors.

• Specialize in Project Management, Strategic Planning, Forming Teams, Innovation, and Marketing.

• Able to navigate through corporate hierarchies and create strong relationships with Executives, Purchasing, Research and Development, Operations, and Technical Teams.

• Professional contract negotiation, presentation and management skills with the ability to think strategically and bring a high level of creativity to the organization.

• Utilize Sales and Market tools such as Strategic Plans, Value Propositions, Diagnostic Selling, Customer Profitability Index, and Key Account Programs.

• Proven Success with Innovative Specialty Applications utilizing “Stage Gate” process resulting in new products and $3,000,000 profit margin.

• Created Market Intelligence Depository for Market and Competitive Analysis.

PROFESSIONAL EXPERIENCE

Independent Insurance Sales, Raleigh, NC 2009-2010 NC Health and Life Insurance Agent, bringing cost savings to businesses through individual insurance plans. Allowed me to stay home and support my family.

Arclin, Moncure, NC (Headquartered in Mississauga, Ontario. Formerly Chembond, Neste, and Dynea) www.arclin.com (23 years) 1986 – 2009

Manufacture of Bonding and Surfacing products for Engineered Products and creating value for manufacturers of modern building materials

North American General Manager, Nonwovens (Insulation and Glass Mat) 2007 – 2009

Overall management of division including Budgeting, Strategic Plan, Sales, R&D, Technical Services, and Marketing.

Leadership Responsibility for Strategic Global and North American Key Accounts.

Customers included Saint-Gobain (CertainTeed), Mohawk, Johns Manville, Progress Energy, Guardian Fiberglass, Omnova, Ottawa Fiber, Roxul, Superior Fiber and Owens Corning.

Economic decline precipitated major reduction prior to Company Bankruptcy.

• Formed business/ marketing synergies to create value-added insulation/roof products.

• Coordinated Innovation Projects utilizing “Stage Gate” process resulting in two new products and projected $3,000,000 new profit margin.

• Launched Customer Marketing plans targeting Value for Building Contractors.

• Increased Unit Profit margin in down economy by 17%.

• Negotiated Collaborative Partnership with Specialty Latex supplier forming a technology advantage in the Glass Mat market for roof systems.

Bart Allen Resume, continued

• Formed Strategic alliance with Distributor to supply Spray Foam Insulation for Commercial Properties.

• Created a data base for continuous input and output of market trends, capabilities, and opportunities for Strategic Planning.

• Introduced “Diagnostic Selling” to Sales and Service staff.

Arclin (Formerly Chembond, Neste, and Dynea)

SE Regional Sales and Technical Services Manager 1989 – 2007

Manage cross divisional and multi-product Key Global and North American Accounts while leading 21 Professional Sales and Technical Service Representatives.

Markets consisted of Engineered Wood Products, Insulation, Laminated Flooring, Nonwovens, Filters, Glass Mats, Utilities, Fertilizers and Specialty Products.

Major Accounts included Weyerhaeuser, International Paper, Louisiana Pacific, Temple-Inland, Sierra Pine, Willamette Industries, Broyhill, Bassett, Jeld Wen, Masonite and Unilin.

• Directed focus to Innovative Specialty Applications utilizing Collaborative Partnerships.

• Lead strategy and negotiations on three North American Key Customer supply contracts with annual revenue over $80,000,000.

• Obtained six year unbudgeted supply contract contributing $200,000 annual EBITDA.

• Utilized “Customer Profitability Index” tools to target profit development.

• Guided “Career Development Plans” for team members resulting in promotions for three supervisors.

• Grew resin sales for North Carolina plant by over 240% requiring capital projects to more than double the manufacturing capacity.

• Directed the installation of a new state of the art Application Wood Lab focusing on “Value Creation” for targeted customers.

• Coordinated teamwork and responsibility for strategy, action plans, administration and continued profit of four key customer contracts.

• Built a sales team that exemplifies a disciplined strategy and took advantage of the company’s many market opportunities within its customer base.

• Developed and lead matrix teams both internally and externally around National and Regional accounts.

• Grew resin sales for North Carolina plant by over 240% requiring capital projects to more than double the manufacturing capacity.

Technical Sales/Service, Composite Wood Products, Springfield OR 1986 – 1989

Resin Sales responsibility to Composite and Hardboard Engineered Wood Product Manufactures.

• Performed Analytical Laboratory Experiments to improve bonding performance for our customers and improve profits for both companies.

• Transferred by Company to Regional Manger in Moncure, NC.

GE and Westinghouse Electric Company Application and Service Engineer 1980 – 1985

o Grew sales in Electrical Apparatus Equipment Repair and Engineering Services.

o Conducted Technical Service consultations with Industrial and Public Utility Customers.

o Responsible for electrical equipment application and sales to Industrial Electrical Contractors.

o Electrical Engineering Sales to large industrial manufacturers (glass, paper, metals and chemical)

o All equipment and devices sold through distributor network.

EDUCATION/TRAINING

BS, Business and Engineering, 1980 Oregon State University, Corvallis OR

Advanced training in Sales Management, Diagnostic Selling, Key Account Management, Statistical Process Control, Customer Segmentation, and Microsoft Offi

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