Chemical Management Resources Ltd

Chemical Management Resources

Managing Director

Linde Trifik

Sales & Marketing Director (Executive Team)

• Linde was a German-based Gas and Material Handling company with £6bn turnover
• Linde Trifik was an exclusive UK Distributor of the world market leader, Linde Material Handling
• £30m turnover, 250 employees and a Royal Warrant holder for the Queen
• Led 5 Key Account Managers, a territory team of 14 and a Sales Support operation
• Reported to MD

• One of four Executive team members managing and leading the direction of the company

• Devised and successful implemented focused, disciplined marketing and sales strategy
• Reshaped marketing plans and mix, building and leveraging market-leading brand credibility
• Boosted sales by 30% to record highs by delivering more from the team's potential
• Increased sales team efficiency/effectiveness by coaching, benchmarking, improved customer service via training, introduction of novel sales tools, market segmentation and key account focus (supported by CRM database). Revamped KPIs, commissions. Recruited, retained talent
• Raised market share leadership in high growth, high churn market to over 20% (twice that of nearest competitor)

Synthomer (part of Yule Catto)

Sales & Marketing Director (Executive Team)

• A £300m, market-leading, global company within Yule Catto (FTSE 250)
• 1,000 employees. Produce 400 kt of specialty dispersion polymers
• Reported to MD

• Full P&L responsibility for four global business units (Coatings and Adhesives, Healthcare, Construction, Paper and Textiles), each led by Business Managers and comprising internationally-located sales, technology teams and Distributor networks. Combined turnover £200m
• Key markets : Europe, North America, Saudi Arabia, SE Asia, China
• Directed a total staff of 101 and 35 agents/distributors. Chaired the international R&D forum, focused on creating added-value via differentiated products/services

• Restructured and created cohesive, global Sales & Marketing operation from seven formerly independent companies within Yule Catto Group
• Unified culture, from several diverse cultures
• Increased sales & margins by 10% to new records, while implementing company amalgamation and driving new plant investment in Malaysia/Belgium
• Identified a major US alliance partner. Produced the business plan and led due diligence process
• Rationalised global Distributor network

ING Barings

Equity Analyst

• Valued, recommended equity investment opportunities for institutional clients. Sharpened financial skills in anticipation of future board-level B2B role (achieved in 2001 at Synthomer)

Lyondell Chemical Inc.

Business Manager, Automotive – Europe, Middle East, Africa (1996-2000)

• £12 billion US petrochemical major producing petrochemicals and urethane derivatives

• Full P&L responsibility for a £90m urethane foam Automotive seating business unit. Part of a global Automotive polymer business unit with £300m turnover
• efined and executed business strategy, leveraging world-leading proprietary products with service excellence against Just-In-Time OEM customer expectations
• Managed multi-functional, geographically dispersed team. Included internationally-located sales and strategic account managers, a Paris-based technology team, Distributors and a centralised European Service Centre team in Rotterdam

• In 3 years
  • Doubled turnover to £90m
  • Increased market share from 25% to 60%
  • Turned around a £5m loss to a £30m profit
• Won 4 'Top Supplier' quality awards from key customers
• Lyondell President's Club award for outstanding achievement 1998
• Won 'Award of Excellence' from UK's Institute of Transport 1999 for 'Vision and Innovation'
• In 2000, Lyondell assets sold to Bayer for £1.5bn

European Sales & Marketing Manager – Coatings, Adhesives, Sealants, Elastomers (1995 - 1996)

• Define business plan and establish new routes to market i.e. a network of distributors and agents throughout Europe, Middle East, Africa

• Turnover topped £50m and increased market share from 5% to 18%
• Revamped product portfolio, created a new Distributor network and delivered growth milestones

ICI Polyurethanes, Brussels

European Marketing Manager – Forest Products & Coatings, Adhesives, Sealants, Elastomers (C.A.S.E) (1990-1995)

• A £2bn business unit of ICI, with world headquarters in Brussels

• Start-up new European Forest Products business based on novel 'binder' technology
• Rationalise C.A.S.E business assets and run mature, low growth C.A.S.E business for cash

• Created a new, substantial business line (Forest Products). Became the company's top growth business with £40m turnover
• Converted largest MDF producer in the world to ICI's new binder technology
• Increased the cash generation from C.A.S.E business by £12m p.a.

International Marketing Manager (1987-1990)

• Install market-driven culture and ethos into a product-focused global business

• Global Business Units established with committed resources, responsibilities and accountabilities
• Selected to represent ICI in the INSEAD-based Markstrat Competition, where management teams from 20 countries compete using a Strategic Marketing Simulation programme
• Promoted in 1990 to head-up the newly developed European Forest Products business

MBA, Cranfield and University of Washington, USA

• Won place on the exchange programme with the University of Washington (only 6 of 150 students selected)
• Led the Cranfield/Washington exchange group

BP Chemicals

Sales Manager, Ship Chartering Manager (oil tankers and chemical parcel tankers), Business Management

Council for Scientific and Industrial Research, South Africa

University placement. Project leader of 4-man, computer design-and-build team