North Tonawanda, New York, United States
Sales is the backbone of a company. For business to grow and thrive, a senior sales executive is needed that can confidently and effectively lead the business development of new and existing accounts. Dave Sherman is an experienced, technical sales professional with extensive knowledge of industrial plastics. Dave has 25 years of experience in sales, including 15 years in the plastics industry. He has a strong background in working with internal and external c-suite stakeholders to cultivate new customers and new product technology innovation. Dave has a proven track record of building business success by providing strategic planning that guarantee sustainable growth through a focus on business development needs. With vast experience in developing and managing complex projects, Dave has demonstrated the ability to collaborate through multiple functions to bring products to market. He is passionate about developing new business and helping people solve their problems by determining new or improved technology to fit their needs. Dave’s abilities include value-based selling methods, global account management, contract negotiations, customer needs mapping, forecasting, managing profit margin, presentation delivery, and analysis of potential new markets. Other Skills: • Revenue Management • Plastics & Polymers • New Business Development • Global Account Management • Solution Selling • Technical Sales • Product Development
* Designs and implements a strategic sales plan that expands company’s revenues in plastic applications in collaboration with management * Identifies new opportunities by researching industry and related events, publications, and announcements * Leverages network of contacts to identify new opportunities for sales * Accurately forecasts annual, quarterly and monthly revenue streams for region * Manages negotiations with all key accounts including supply agreement, distribution agreement, NDA and other relevant negotiations * Collaborates with the marketing group to create a marketing plan that includes tradeshows, communications, promotions and other relevant activities * Manages resources effectively by staying within budgetary constraints for travel, entertainment and marketing * Provides updates to team/management on industry trends * Meets with technical and manufacturing team, on a regular basis to share information and feedback from the market * Keeps abreast of market circumstances that are indirect or direct competitive threats * Assists manufacturing group with troubleshooting problems related to products * Performs other job-related duties and responsibilities as may be assigned from time to time
* Identified 12.7MM lbs. /$15MM of opportunity * Closed 934K lbs./$2.8MM Rev. of new business * Grew largest tolling account for fourth consecutive year. Up 10%+ in both Vol and Rev. * Grew largest tolling account YOY Volume 22%/Rev. 20%/Mar .2%. This is on top of double-digit growth in 2015 and 2016 * Penetrated key target account and identified two new programs in 2018 worth 4.3MM lbs./$5.7MM Rev. * Secured tolling trial with major resin producer for early 2018 worth 10-20MM lbs. after 3 years of discussions and due diligence executed by the potential client * Grew territory margin by 7% * Closed $700K in new revenue * Built a pipeline of opportunities totaling 40M+ lbs. * Increased volume 4% (3.2M), revenue 2% ($8.8M), and margin 43% ($2.3M) * Identified over $30M in new opportunities * Worked closely with a key customer to double their revenue for 2015 and establish backlog for similar growth in 2016 * Developed relationships with three key new customers who have agreed to partner with us in the development and commercialization of our newly developed products resulting in new opportunities worth $2.7M+ * Identified over $16M in new opportunities * Closed over $2M in revenue * Successfully managed a key toll account, resulting in a 21% increase in sales vs. prior year with firm projections to double the business for 2015 * Appointed commercial lead of the Compounding Additives product committee tasked with the development and commercialization of key product initiatives critical to the growth and diversification of our company
* Achieved $85M in revenue (36% growth over prior year) through the management of key relationships and negotiation of contracts at billion-dollar global accounts (4th largest sales territory in SABIC) * Closed $2.7M of new specification opportunities for 2012 (Exceeded plan for the year) * Built $15M in pipeline opportunities for 2013 * Drove mid-year contribution margin to 108% of maximum target * Negotiated a key customer’s contract leading to additional volume commitment of 3M lbs. above existing volume requirements by settling a financial debt owed by that customer * Earned a top talent rating (highest achievable) for 2011 performance, growing account revenue 16% (67M to 78M for 3rd place) by executing on key performance indicators * Closed 11 marketing opportunities through project management and contract negotiations resulting in $9M of new revenue (1st out of 13 on team) * Increased average selling price by $0.61 kg (2nd on team) as a result of in-depth market knowledge of raw materials and product mix * Grew contribution margin by 10% through effective balance of volume and sell price * Secured 6M lbs. of new business at a price premium by negotiating with a $50B+ customer to utilize locally made resin versus importing from their own company helping to reduce overall SABIC Total Variable Costs by $1M * Successfully negotiated the contract of a major medical OEM securing 100% volume for 2012 in addition to closing $1.5M in new business as a result of a technology innovation seminar organized with my counterpart