Michael Weeks

Kennett Square

PA

19348

(610) 334-2328

mbweeks001@verizon.net

Summary
Seasoned and experienced in end to end processes including specialty chemical sales, sales management, business
development, supply chain, metrics development/reporting, and process simplification/optimization.
Skilled in change management and working with cross functional teams to achieve project goals.
Successful track record of people management and development.
Proven ability to sell internally and externally (local, district, corporate level). Four time Eagle Award winner as top 10% in
sales performance.
CPIM certified by APICS
Core competencies:
Drive for results
Customer focus
Problem solving
Process management

Action oriented
Building effective teams
Influence management
Developing direct reports

Employment History
Hercules / Ashland Inc. Wilmington, DE
AWT / Global Director Contract Management

Strategic agility

1998 present
Dec 2012 - Present

Successfully led NA and EMEA Contract Teams to support over $300MM annual revenues in special billing
arrangements.
Improved global Contract profitability by 5.8% ($7MM) and reduced consigned inventory by 29% ($7MM) in 2 years
through deep collaborative teamwork with commercial teams.
Drove continuous improvement initiatives by automating inventory reporting resulting in less than 0.1% adjustments
during wall to wall inventory count.
Improved strategic analysis and reporting capability through the development and use of Qliktech.
Revised and automated approval processes, delegation of authority, and FAA structure for all customer contracts
resulting in improvement in payment terms and reduced variation from price books.
Consolidated EMEA Team with agreed to Service Level Metrics. Reduced invoicing errors by 50% while maintaining
tight monthly billing deadlines.

Supply Chain Manager Order to Cash

rd

Oct 2011 Dec 2012

AWT 3 Party Operations Team Manager

Global OTC Metrics Process Manager
Responsible for all aspects of Global OTC metric process improvements.
Developed streamlined data reporting to capture opportunities for improvement using Qliktech.
Designed and implemented user interface sub category reason codes for debit/credit transactions for all business lines
resulting in a 30% reduction in errors and rework.

3rd Party Operations Team Manager

Direct and oversee 3rd Party Operations team for North America.
Responsible for all aspects of 3rd Party OTC metrics. Improved On Time delivery performance from 89% to 94%
through direct involvement with vendors. Moved 2 largest suppliers to e-business platform.

Business Manager Building Products

Feb 2008 Oct 2011

Developed and implemented a unique pricing and business model which protected the IP. Increased revenue by
selling commodity soy flour under the Ashland brand.
Launched and validated fifteen new R&D products in 2 years at targeted gross margins.
Designed the footprint for toll manufacturers. Qualified 4 tollers and negotiated tolling fees.
Established low cost supply chain model including make/buy decisions, optimized raw material purchasing and
logistics, and optimized freight model/cost to the client.
Worked with and developed raw material supplier relationships to support technology collaboration at low cost pricing.
Grew annual revenues from $6MM to $11MM in less than 3 years.

General Manager H2H Technologies

Feb 2007 June 2009

General Manager of Technology Joint Venture H2H Innovations

Tracked and reported H2H Joint Venture P&L to Board of Directors monthly. H2H core technology is centered on soy
based adhesives in the Building Products market.
Sought Intellectual Property Licensing technology globally to increase revenue and advance the technology externally.
Directed the R&D Technology Team efforts by providing target market adhesive specifications. Adjusted resources
during stalled development resulting in the replacement of 2 scientists with one R&D Fellow.
Developed partnerships with adhesive and building products technology organizations. Completed multi year
collaboration contracts with USDA Forest Products Lab.

Supply Chain Manager North America

May 2005 Feb 2008

Dramatically improved on time delivery performance from 82% to 92% at 3 North American process plants by providing
leadership in implementing strategies in a Make to Order environment. Actions included adding Bill of Materials with
alternate returnable container types, negotiating and enforcing lead times with commercial teams, and making
performance metrics visible to management.
Provided direction and leadership to North American Process Plants' raw material inventory management. Reduced
SMOG by 45% and closed one warehouse.
Responsible for returnable semi bulk bin asset management
Managed the relationship and performance of an outsourced bin cleaning vendor. Negotiated new contract for 2006 at
7.5% reduced cost. Developed and implemented container demand planning to improve availability.
Managed the relationship and performance of an outsourced dedicated fleet (compartmental trailers). Negotiated
contract renewal with no cost increase.

Business Development Manager

July 2004 May 2005

Sales Force Efficiency Project

Utilized Six Sigma/DMAIC Fundamentals to study Field Sales Force time management issues in order to increase
Selling Face Time.
Presented findings to Sr. Management resulting in sales force skills realignment to include a larger percentage of field
service technicians.

Corporate Sales Manager

2000 2004

Achieved profit center goals for 9 Weyerhaueser Pulp and Paper Mill locations across North America. This included
managing, directing, and motivating a Team of 19 professionals and 4 technicians. Sales revenue at these accounts
was over $23 million with an indirect budget of $2.1 million dollars.
Maintained market share at these accounts through multiple RFP's.
Skilled in managing through corporate change while Hercules restructures its cost position.

District Manager

1998 2000

Managed a field sales team of 16 salesmen across Virginia and North Carolina, including hiring, training & coaching,
budgeting, forecasting, sales planning, competitive monitoring, key relationship management, and strategic planning.
Grew sales revenue from $12MM to $17MM by closing opportunities at large Corporate customer sites including
Georgia Pacific, Weyerhaueser, Sonoco, and Rock Tenn.
Area Manager 1995 1998
Betz Paperchem, BetzDearborn
Managed a team of four sales and service representatives across eastern Virginia/North Carolina. Performed site
management for 3 integrated pulp & paper mills.
Grew territory from $4MM to $5.5MM by selling at no call accounts including International Paper

Technical Salesman 1989 1995

Increased territory sales revenue from $475,000 to $2,554,000 in <five years.

Awards and Honors

Hercules/BetzDearborn Eagle Award (top 10% in sales performance) awarded four times, Eagle Master
BetzDearborn Presidents Award awarded three times for outstanding quarterly performance

Education and Certifications

University of Notre Dame, South Bend, IN
MBA, Concentration in Finance Summa Cum Laude
University of Pennsylvania, Philadelphia, Pa.
BSE, Chemical Engineering, Mathematics Minor

1986

1984

APICS CPIM Certified

Skill development courses in DMAIC fundamentals, consultative and complex sales, breaking competitive accounts,
management/leadership, coaching skills, interpersonal managing skills, business strategy, negotiating to yes, SPC, project
management, quality management, numerous computer skills

Computer skills:
Proficient with Microsoft Word, Excel, PowerPoint, and Lotus Notes 8.5 SAP 6.0, Business Warehouse, and Qlickview