Barry Nelson Email & Phone Number

Full P & L leader for paper, pressure sensitive labels and non-paper substrates focused in the print industry.

London, Gb

North American commercial leader, driving organization’s recent acquisition in NA from decentralized plant-based focus to integrated global packaging leader focused on innovation and sustainability. Managed all sales, marketing, and innovation activities of North American paper and packaging division. Stood up commercial operations team focused on customer profitability, KPI reporting, and centralizing pricing/tender response. Managed sales pipeline to coincide with $150,000,000 greenfield plant in Lebanon, Indiana. Stood up global/national account team to prospect, develop, and manage multi-site opportunities, leveraging global relationships and building new national opportunities to fit organization’s geographic footprint.• Delivered significant initial global, national, regional and local sales customer wins for North America for startup of all-new greenfield operation in Lebanon, Indiana.• Designed sales transformation strategy and execution plan for plant-specific (local) packaging sales organization.

Atlanta, Georgia, Us

Full P&L owner for industrial products/facilities supplies business ($1,300,000,000 total revenue), selling cleaning, maintenance, and food service products into wholesale and targeted vertical customer segments (including theme parks, airports, large office buildings, colleges and universities, and hospitals). Led sales transformation from relationship-based transactional sellers to Certified Lean Advisors, creating unique value in targeted customer verticals (90% of all sales professionals certified as Lean Advisors by end of 2018). • Implemented Zilliant pricing optimization software and applicable process changes needed with sales and sales management organizations, resulting in 18% margin lift in 15 months.• Reduced complexity in suppliers by 55%. Slashed number of SKUs by 60%. Consolidated private brand offering scaled for growth.• Stabilized and improved unit revenue from negative 8% in revenue year-over-year in 2017 to positive 2% in 2018 while pruning unprofitable customers in ill-fitting customer and product verticals.

Atlanta, Georgia, Us

Full P&L owner for publishing and print management business ($1,200,000,000 in revenue). Oversaw strategic sales, marketing, and client delivery for paper and print brokerage business focused in magazine, catalog and book publishing, retail insert, and specialty printing customer segments. Established and maintained strategic partnerships with C-level customer and supplier contacts. Negotiated, implemented, and reviewed customer and supplier commercial agreements. Integrated two distinct competitive paper and print management brokers while maintaining all critical employees, integrating back office operations, and driving brand equity of two distinct brands in marketplace.• Outpaced and outperformed significant structural demand decline, maintaining flat EBITDA by achieving market-beating revenue, cost reductions, and margin improvement. • Evaluated and simplified complexity of sales compensation plans, effectively creating highly variable cost component to match industry structural decline and alignment to group profitability.

Us

Full P&L owner for publishing paper brokerage business unit with revenue of approximately $650,000,000. Oversaw strategic sales, marketing, and client delivery for paper brokerage business focused in magazine, catalog and book publishing, retail insert, and specialty printing customer segments. Transitioned leadership from longstanding leader (more than 25 years) with zero employee and customer loss. Established and maintained strategic partnerships with C-level customer and supplier contacts. Negotiated, implemented, and reviewed customer and supplier commercial agreements.• Secured three-year, $75,000,000 annual contract with industry-leading retail insert program as well as three-year, $40,000,000 annual contract with largest educational book publishing paper customer. • Outperformed significant structural demand decline, maintaining flat EBITDA by achieving market-beating revenue, cost reductions, and margin improvement through improved sourcing and pricing initiatives.

Miamisburg, Ohio, Us

* Previously NewPage CorpCommercial P&L leader responsible for all sales, marketing, and pricing for all segments and verticals of largest coated paper manufacturer in North America. Led commercial integration of acquisition of Stora Enso North America, including harmonization of employees, customer contracts and agreements, commercial terms with customers, distribution partners, compensation, and all other commercial processes. Established and maintained strategic partnerships with C-level customers and contacts. Worked as commercial leader on team, defining primary commercial strategy and execution of five mill shutdowns over eight-year timeline. • Introduced PROS pricing optimization software and supporting processes focused on driving pricing improvement.• Implemented sales and operations planning process, driving improvements in inventory, pricing, and forecasting accuracy.

Miamisburg, Ohio, Us

* Previously NewPage CorpLed and managed all sales groups and activities of $2,900,000,000 annual revenue, including six sales directors with responsibilities of publishing, commercial, broker, export/global, and specialty products.

Miamisburg, Ohio, Us

* Previously MeadWestvacoManaged four regional managers and 28 local sales professionals. Formulated sales and distribution strategy to execute growth business plan for eastern half of U.S. and Canada. Grew revenue 2% in 2004 and 4% in 2003 during structural market decline (gaining market share).

Commercial P&L owner as company grew from startup to $15,000,000 in revenue. Led all commercial sales, marketing, and client delivery for paper, building materials, recycling, and timber verticals. Reduced complexity of product design funnel to achieve budget plans by focusing on data management optimization software, product-specific EDI hub, auction software, and web interface.

Pmd Program, Business Administration And Management, General

Bachelor Of Arts - Ba