Andy White Email & Phone Number

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ResponsibilitiesManaging all aspects of relationships with the Top 10-20 global users of pigments in Coatings (BASF, PPG, Akzo Nobel, Kansai, Valspar etc.). Turnover ~$30M with potential for turnover of over ~$75M when mature.Communicating global customer needs throughout Cathay’s organization to best facilitate growth in the specialty sector.Improving Cathay’s internal communications and processes to facilitate improved services and strategic importance to Key Customer base.Developing promotional strategies that tackle strategic product growth at each individual global account.Managing price and contract negotiations at each individual global account.Became Cathay’s internal technical advisor for all aspects of their TiO2 trading business (~20ktpa globally)AchievementsDeveloped and implemented an improved account management and reporting process so that business development activities and target key accounts can be managed more effectively.Had input into and fundamentally changed technical presentations to customers, improving materials and visiting more frequently to develop more open technical relationships.Advised and interacted with technical staff to enhance the technical understanding of products and how their benefits can be communicated to customers.Developed central and local relationships with certain Key accounts to break through previous barrier to business (due to company’s “Chinese” heritage) and profile company as a true strategic supplier

Nottingham, United Kingdom

Responsibilities• Analyzing and developing new commercial approach to Business development• Visiting exhibitions and conferences developing new customer contacts and assessing markets• Researching markets and technologies to develop new commercial approaches for potential customers• Developing financial analysis tools to assess the value of technology produced and hence its value to potential customers• Developing a strategic negotiating framework for customer IP sale or license agreements • Input into the development of potential license contracts• Present at routing technical updates, contributing to the development of products that can be “Commercially viable”• Re-designing corporate website to promote the benefits of the IP for sale and enhance the market presence of the company and the opportunities for selling IP.Achievements• Designed a numerical tool, which ran from a chemical equation through a mass balance into an investment analysis spreadsheet. Allowed the assessment of the IP value of various technologies on scale up. This made the discussion of commercialization of the technology more meaningful since real numbers and scales were being discussed.• Researched the scale up costs of the technology so that effective calculations could be input into future value assessments of the IP.• Developed promotional materials for exhibitions and conferences. Represented the company as the face of sales, developing a number of sales leads.• Evaluated the company’s current business model and assessed this strategic route to an IP sale. Recommended alternative low cost strategies which would enhance the presence of the IP in the market.• Identified several brand new technical market end uses for the technologies already developed..• Contributed to the technical development of the ongoing technology.• Completed the overhaul of the website and marketing strategy, thus raising the companies profile.

Grenoble Area, France

• Overall Project Manager of a PE funded Project to Develop pigment products from waste materials• Identified and developed overall Strategy to make entry with new technology in Asia with a new process, including pilot scale up and industrial trials.• Recruitment and management of a number of external consultants to aid Technical Product and Process Development as well as Market information and Commercial launch.• Coordinator of the overall technical development aspect of project and developer, updater and communicator of the project plan with JV and investment partners.• Responsibility for developing commercial relationships and negotiating commercial pre- and final contract agreements with potential customers.• Development of Marketing planning and business evaluation data to include economic scenarios for incorporation into business case and investment decisions • Product Development Planner and Manager of product and process developments via a Technical team of 4-6 persons.• Managing and forecasting and annual budget for all project related activities (~1M£pa)Achievements• Successfully developed an implementation plan which provided the launch of the technology whilst limiting Capex required and collecting license revenue• Sourced Collated and Analyzed of market and economic data used to forecast total future market demand, and likely price scenarios• Developed personal commercial relationships which will underpin future sales in both Europe and Asia.• Set up a outsourced laboratory to develop required proprietary market test procedures. Subsequently secured further equipment, training and test methods for further product development activities.• Managed a Technical team of 4-6 persons in the development of products and process for delivery of market conforming products.• Contributed directly to the development of the new pigment manufacturing process which will result in a patent credit once approved.

Responsibilities•All sales of Iron Oxide, Inorganic Pigments and Pigment Dispersions to all Coatings customers in Europe, Middle East, Africa, South America and Eastern Europe. Turnover of £40 million per annum which is ~15% of company’s global volume (Regional Sales only)•Eight direct reports, six covering the main areas for sales plus one Technical Service Manager (and subsequent reports) and UK Customer Services (several other indirect reports). •Global responsibility for single largest Global Account, co-coordinating activities by regional teams and conducting central negotiations for this ~£10 Million account.•Interaction with Business Manager and CEO to define and agree the best approaches to business development in the markets responsible for.Achievements•Having analyzed and evaluated the workload and market potentials, rapidly pulled together and recruited where appropriate a new sales team post acquisition and defined new reporting lines and protocols as well as re-motivating certain disenfranchised individuals. Sales performance beat budget by almost 10%.•Facilitated the implementation of major industry price increases (unprecedented levels 10-15%) without risking major volumes, but continuing to motivate the sales personnel. •Worked across company disciplines to simplify disparate information systems to make sales reporting and budgeting simpler for sales personnel. Hence reduced the time taken by sales personnel but increased the accuracy of this formerly arduous annual process.•Outlined and educated global senior management team in KAM Account management techniques in response to the need to manage large accounts globally. •Following the further acquisition of major competitor managed the adsorption of all competitive business into my current sales team. Facilitated transition of customers and the rebuilding of a new combined customer services and sales team and began to highlight product overlap and rationalization issues.

Responsibilities•All sales of Titanium Dioxide to our UK, Benelux, Nordic and Eastern European markets as well as all East and Western European distribution channels. •Turnover of £70 million per annum which is 10% of company’s global volume, 30% in EMEA.•Four direct reports covering the four main areas for sales. Hence focused upon their development and performance.•Interaction with Marketing to define and agree the best approaches to business development in the markets responsible for.Achievements•After a period of poor management, turned around a number of individuals performance allowing them to step up to sales volumes increase by 100% on prior years (£15 million)•Repaired customer relationships and focused field selling resulted in a ~50% year on year increase in sales in the area managed.•Identified the need to develop and implement a detailed prospecting process for field sellers that included empowered ownership of their market areas as well as a “stage gate” process for developing the accounts. This process is leading to a more effective way of identifying sales opportunities and developing resources to realize the value potential they have. This has allowed us to design “trade up” strategies for 2007 in the developed UK and Benelux markets whilst focus on high potentials in the growth areas in Eastern Europe. This process feeds overall into the Sales Planning process I developed for the organization as Industry Sales Manager in 2000-2002.

Responsibilities•Management of three global key coatings accounts totaling a turnover of £100 million per annum which is 15% of company’s global volume turnover.•Coordination of account relationships using a KAM type model, globally interacting with global Sales and Tech Service personnel numbering 30-40 persons.•Delivery of the annual volume budget for the three accounts (£100 million)•Design of the volume budget to identify “trade up” opportunities within these large low priced accounts.•Negotiation of prices and contracts with peer negotiators at customer.•Management of all relationship issues with senior purchasers and management of customer, often at board level within both customer and Millennium organization.Achievements•Opportunity arose to expand company’s sales to one of the largest consumers within the marketplace. To secure the business would not only require significant networking and negotiation skills with the client but also extensive lobbying within own organization to change cultural thinking to accept a new and challenging contract. Initiated, created and coordinated the commitment from Millennium then developed the presentation of a long term contract proposal which was subsequently made to a group of senior managers and board members at the customer and persuaded this group to choose our company for exclusive future growth. As a result negotiated a 6-year £35 million per annum contract, as well as managing the exposure to senior management to maximize the benefits to our company•In the face of increasing globalization and increased complexity within larger customers developed the “CRM” approach to managing networked relationships throughout the large customers served. Underpinned by a global process, communication and implementation efficiencies have been achieved that underpin the £100 Million per annum worth of turnover managed.

Responsibilities•Coordinating all sales activities in Europe, Middle East and Africa. Turnover £300 million•Managing information flow to the European Sales force of 15 persons.•Development of new business processes post SAP implementation; Sales planning, forecasting and pricing.•Development of new reporting tools to aid business development and understanding.•Management of market information and analysis and input into strategic and tactical decision making.•One direct report (Sales Analyst)•Western and Eastern European Distribution Channels (plus the definition and set up of the distributors themselves). Eventual sales via these channels built to ~ £15 million within 3 years.Achievements•Identified low morale, lack of empowerment and poor communications in Sales Management and Field Sales. Created, designed and implemented a method to the way information was exchanged, developing a new “information pull” system which clarified and standardized methods of communication. In addition, improved sales reporting after implementation of SAP and focused on the needs of Field Sales and Sales Management resulting in improved performance, efficiency and motivation and re- empowerment to company’s middle management.•Pioneered a structured KAM type model for our larger accounts and developed the information systems to support it hence allowing for a more focused field sales effort.•In the face of rapidly changing market conditions, identified, analyzed and subsequently demonstrated quantifiable market cyclicity that today underpins the assessment of future market behaviors.•Managed the changeover of multiple distributors and small customers across 9 countries to a single pan-European entity. Communicated vision and facilitated fundamental change. The result was an efficient changeover whilst managing delivery of £6 Million per annum of business growth.

Responsibilities•All sales into the South of the UK, £5-10 million turnover.•All EMEA sales to two of our “global major accounts” which were based in the UK•Six month membership of SAP implementation team for global commercial. •Designed and pushed out pricing and forecasting modules of SAP to the EMEA and USA commercial organizations.

Responsibilities•All coatings technical customer contact in the South of the UK, and Southern Europe.•Design and management of technical projects for customers.•Design and implementation of Technical ERP system.

Mba, Business Administration

Specialized in Marketing, Strategy and Creative Management

Bsc (Hons), Chemistry

Education record