Andrew Greene
Evanston,IL
Summary
Technically skilled Sales & Marketing professional over 15 years of experience in sales leadership, business management, marketing, inside & outside sales, distributor management and quality assurance. Excellent presentation & communication skills, strong collaborator, dedicated to building value with internal & external customers.
Overview
16
16
years of professional experience
Work History
Director of Sales - Industrial
Hydrite Chemical Co.
04.2024 - Current
- Manage two outside and one inside sales manager and their respective teams with a combined annual revenue of over $180 million
- Worked with sales managers on individual development plans for account managers and specific coaching strategies
- Developed and implemented strategic sales initiatives to drive revenue growth including activity expectations, customer & market strategy, and account & region realignment
- Updated CRM call report entry and reporting to give more insight into the type of interactions occurring with customers(face to face, phone, email, etc.)
- Collaborated with cross-functional teams to enhance product positioning and messaging.
- Developed and currently working through the implementation of a new "solutions" sales team to better create and capture value with critical customers
Regional Sales Manager
Hydrite Chemical Co.
05.2022 - 04.2024
- Managed a team of five Account Managers in the midwest
- Conducted weekly activity & pipeline reviews with each member
- Developed account-specific strategies for two of the largest potential growth accounts in each territory
- Worked with the team to grow pipeline margin by 20% in the first 8 months in the role
- Led the team to back to back historic years in margin growth in 2022 & 2023
- Directly managed the relationship with one of Hydrite's largest customers
- Successfully renegotiated a critical packaging contract to increase margin by 25%
Channel Manager North America Distribution
Stepan Company
07.2018 - 05.2022
- Managed two Pricing Analysts who oversee direct pricing for the US & Canada
- Establish KPIs & Tracking mechanisms for the Customer Care team
- Determine Regional, Industry, and account alignment for the Customer Care team
- Provide coaching support & ongoing commercial acumen training to the NA Customer Care Team(7 Individuals)
- Manage pricing for the NA Distribution Market(Over 500 Off-list Price Approvals annually) to ensure profit targets are reached
- Align with & coach field sales on account strategy, opportunities & product positioning
- Manage high-level relationships and strategy with Stepan's 12 distributors across US and Canada
- Develop and track KPI's with channel partners
- Assess distributor knowledge gaps and provide training to address and increase mindshare
- Support new product launches through training and targeted opportunity pipelines
- Drive growth with distributors through the implementation of incentive plans and agreements
- Address systemic issues that can prevent growth with Distributors & Customers
Account Manager
ANGUS Chemical
09.2017 - 07.2018
- Supports Direct & Distribution Sales across the greater Midwest & Canada
- Acts as the Industrial Sales Team focal point for the H,I&I, Titanium Dioxide & Electronics markets
- Identified opportunities for existing ANGUS chemistries in new markets such as H,I&I and Oil & Gas
- Assisted with relaunch & strategic rebranding of existing solvent technology
- Effectively coached distributor reps on product position and value proposition
Senior Sales Representative: NA Distribution
Stepan Company
06.2013 - 07.2017
- Supported Direct & Distribution sales in IA, IL, KS, MN, MO, NE, SD & WI
- Grew Sales Volume within the above Geography by 6.3 million pounds or 39% over three years(2013-2016)
- Grew Gross Profit within the above Geography by $2.1 million or 15% over three years(2013-2016)
- Drove successful channel strategies through authorized Distributor Network such as the Joint Account Strategy & Distributor Innovation Program
- Execute distributor training on key values points of surfactant chemistries
- Helped identify & pursue new adjacent markets in Industrial Laundry & Mining Industries
CARE Industry Specialist
Brenntag Great Lakes
10.2012 - 06.2013
- Branch focal point for technical & sales support for the Personal Care and H,I&I industries(call planning, joint calls, problem resolution)
- Developed 10 new accounts in six months, increased opportunity pipeline by 25%
- Key contact for suppliers to discuss new products and market opportunities
Sales Representative
Brenntag Great Lakes
06.2011 - 10.2012
- Grew sales volume by 40% and margin by 25% over tenure in role
- Finished 2012 among the top 5 reps in the region for GPR growth
Inside Sales/Customer Service
Brenntag Great Lakes
05.2010 - 06.2011
- Called 1,200 former customers which successfully led to a reassignment of accounts and new business identification
- Initiated a new customer development campaign using an internet database, resulting in $1MM of new opportunities
Lab Technician
Access Business Group
01.2010 - 06.2010
- Analyzed raw materials according to SOP and GMP guidelines; Helped to develop a new best-sampling practices SOP
Education
MBA - Management Concentration
DePaul University
Chicago, IL08.2020
Certification - Effective Communications and Human Relations Skills for Success
Dale Carnegie
Downers Grove, IL2013
Bachelor of Arts - Chemistry
Albion College
Albion, MI2009
Skills
- Creative problem solver
- Strategic account development
- Excellent understanding of Consumer & Industrial markets
- Proven ability to lead, coach, and drive results through others
- Demonstrated ability to ensure profitable top-line growth
- Proven business development skills & successes
- Strong 15 year record of achieving business goals
- Highly Adaptive & Quick to Learn
Accomplishments
- Refocused the Industrial Division's sales efforts to become the leading division in new customer margin in 2025, already doubling 2024's margin
- Revamped performance goal-setting, activity expectations and KPI's for the Industrial Division for 2025
- Led Hydrite's Industrial South region to back to back historic margin milestones in 2022 & 2023.
- Developed Commercial Acumen Training, KPI's and provided ongoing Coaching & Support for a newly formed NA Customer Care team of seven individuals
- Helped to deliver a record Operating Income for the NA Distribution Business Team in 2020, 35% growth over 2019.
Hobbies
- Proud Husband & Father of two daughters
- Guitar Player & Aficionado: Have played guitar for over 20 years, perform in a local band
- Dog Lover: Proud owner of two rescue pups
- Fitness Enthusiast: Former college athlete committed to staying healthy
- Travel Lover: Have had the opportunity to visit eleven countries and hoping to visit many more.
Timeline
Director of Sales - Industrial
Hydrite Chemical Co.
04.2024 - Current
Regional Sales Manager
Hydrite Chemical Co.
05.2022 - 04.2024
Channel Manager North America Distribution
Stepan Company
07.2018 - 05.2022
Account Manager
ANGUS Chemical
09.2017 - 07.2018
Senior Sales Representative: NA Distribution
Stepan Company
06.2013 - 07.2017
CARE Industry Specialist
Brenntag Great Lakes
10.2012 - 06.2013
Sales Representative
Brenntag Great Lakes
06.2011 - 10.2012
Inside Sales/Customer Service
Brenntag Great Lakes
05.2010 - 06.2011
Lab Technician
Access Business Group
01.2010 - 06.2010
Certification - Effective Communications and Human Relations Skills for Success
Dale Carnegie
MBA - Management Concentration
DePaul University
Bachelor of Arts - Chemistry
Albion College
Similar Profiles
Jonathan SmazalJonathan Smazal
Account Manager at Hydrite Chemical Co.Account Manager at Hydrite Chemical Co.
Katherine HemphillKatherine Hemphill
Supply Chain Specialist at Hydrite Chemical CompanySupply Chain Specialist at Hydrite Chemical Company
Allen FrancoAllen Franco
Plant Manager at Hydrite Chemical CompanyPlant Manager at Hydrite Chemical Company
Eric KrzystofiakEric Krzystofiak
Central US District Sales Manager at Pierer New Mobility / Felt BicyclesCentral US District Sales Manager at Pierer New Mobility / Felt Bicycles
Taylor CarpenterTaylor Carpenter
Nutrition Service Worker at School District 65Nutrition Service Worker at School District 65