BPES is a Systems Integrator and Manufacturer of Skidded Processes for the Biopharma Industry. In my position, I will be developing new business in mainly (but, not limited to) the middle Atlantic and southern states. Our "sweet spots" are the downstream filtration, separation and purification steps typically found in the biopharma process but, we also manufacture fully integrated systems for upstream processes, bioreactors, and single use applications. If a biopharma product runs through it, we can build it.

Sales Manager – The Americas: manage Steridose’s sales efforts to OEMs and end users in most of the US, Canada, Mexico and Puerto Rico; sales are both direct and through manufacturer’s reps; present Steridose products and mixing science regularly at lunch-and-learns; wrote success stories for company web site; also responsible for troubleshooting equipment in the field, FATs and trade show management• 2017 (first full year) territory results: 94% of an aggressive forecast; best year in company history• 2018 territory results: saddled with a forecast that included a 10% increase over 2017 and beat it by an additional 10%; best year in company history• 2019 territory results: finished at 111% of forecast; best year in company history• Summary of first 3 full years: 53% increase in sales; increased the hit rate from 32% to 48%• 2021 global results: set a new record by finishing 65% above our best year ever• Wrote an article on mag mixers that was printed in a well-recognized industry trade journal• Rejuvenated two underperforming and stagnant territories – Puerto Rico and Ontario

Regional Sales Manager: managed the sales efforts of all 3 companies mostly, in the eastern United States; most sales went through manufacturer’s reps but, also managed some direct accounts; heavy emphasis on hiring, training and motivating reps; due to acquisitions, over 50% of the reps were new or learning new product lines; also responsible for equipment recommendations, some startup and, representing the company at trade shows

Regional Sales Manager: managed Admix’s sales efforts in the eastern US and Canadian provinces, valued at >$3MM annually; most sales went through manufacturer’s reps but, there were some direct accounts; responsible for hiring, training and motivating reps - they should wake up every day thinking about how they’ll sell more Admix equipment; also responsible for equipment recommendations, some equipment startup, customer trials using rental equipment, performance testing and representing the company at trade shows• 2011 (first year) results: achieved 143% and 104% of plan based on the company’s two measuring sticks• 2012 results: achieved 127% and 119% of a plan that included significant growth and an expanded territory• 2013 results: achieved 86% and 96% of a plan that included more growth plus an emphasis on replacing reps in underperforming territories• 2014 results: achieved 85% of a plan that included still more growth and more new reps• 2015 results (partial year): finished at 102% of plan on my last day • Secured the second largest individual mixer order in the company’s history• Secured >$2MM in business over 4 years from an existing account that had become stagnant and needed attention; solved the same problem in a similar customer’s process, resulting in ~$600K in new business• Penetrated and secured ~100 new customers that would not have been our customers without me

Market Sales Manager – Food & Dairy: co-managed Pall’s sales efforts into the Food & Dairy markets in the U.S. and Canada, valued at $6-7 MM annually; their model included both direct sales and sales through distribution, and was also a hybrid of geographic responsibilities and key account management; heaviest emphasis was on securing new business; sized and specified filtration equipment; developed price/value strategies and ROIs; implemented Pall’s Total Fluid Management (TFM) approach; trained distributors and inside sales personnel• Secured >$200K in new business from an existing key account that produces enzymes and amino acids; stole this account from the competition on technical merit, knowledge of their process, and service• Brought in over $100K in new business in one year from an aseptic dairy• Secured most of the business at an aseptic copacker by working with them to address each application individually, then consolidating as much as possible to minimize their inventory requirements• Stretched the generally accepted product limits to successfully address a high percent solids application, resulting in ~$80K in new business during the first year• Brought in ~$1MM in project business, including a $460K expansion, from a food ingredient manufacturer

Senior Account Manager (previously, Product Manager): responsible for the development of new OEM accounts and the protection of existing accounts; managed some resellers plus, key accounts in a variety of markets including medical device, industrial vacuum systems, power tools, and dust collectors; developed price/value strategies and evaluated opportunities for long-term success• Brought in four of the top 5 largest pieces of new business in 2005 including the largest new customer brought in during the 5+ years that I was employed• Finished at 105% of a forecast that included 5.5% growth in 2005• Finished over 100% of forecast in 2004• Secured the single largest new OEM account in 2003• Personally responsible for the addition of over 10 new OEM accounts in 3 years; took the primary sales role in the development of these accounts and led the development of the prototype and the actual product• Team leader of the OEM Business Team that was assembled during a restructuring; defined ways to protect existing OEM accounts and identified new opportunities that made the most business sense to pursue• Wrote the ISO procedure for Standard and Custom Product Design & Development; this simplified, user-friendly procedure became the model used by the consultant for his other clients

Application Engineer: sized various types of mixers for the food, pharmaceutical and chemical processing industries; responsible for calculating the critical mixing parameters to meet the process requirements, reviewing customer specifications and setting price strategies; nurtured long-term relationships; “go to” person for several key accounts• Client Manager and Lightnin contact person for ~ $4MM in business from Monsanto plants worldwide; a large portion of this business had been lost two years prior and was reclaimed from the competition; this was Lightnin’s largest industrial customer in 1998 and in 1999• Started the Fast Track department within the Sales Department; this new group was instrumental in helping Lightnin to regain its grasp on small-to-medium sized inquiries• Engineered and sold mixers using uppumping technology to key customers including Hunt-Wesson, Parke-Davis, Monsanto, Witco and SmithKline Beacham; in all cases, it resulted in significant process improvements; these installations have served as references for Lightnin and some were published as case studies

Application Engineer: provided sales support, defined customer requirements and prepared quotations; sometimes took the lead sales role; managed all aspects of small projects (~$300K maximum) including P&IDs, drawings, equipment selection, contractor coordination, installation supervision and start-up • Reduced the required CIP time at Shenandoah’s Pride Dairy by over 2 hours, resulting in their required increase in production capacity with minimal capital expenditure• Provided engineering support for the design and construction of a new $2.5MM juice plant for Cliffstar Foods; also played a key role in preparing the quotation for this project• Specified the process components for the revamp of a large evaporator process at Oatka Milk Products used in the production of a variety of dairy products; sold this job with minimal help from the local Sales Manager• Successfully started up a membrane filtration system used in a wine process at Canandaigua Wine, which secured continuing business from this client; this was previously not an APV client• Designed and started up a 2-tank melt/blend system for Barre National, a private label pharmaceutical manufacturer, after rescuing a sale that was almost lost

Process Engineer: responsible for all aspects of process engineering and project management including customer contact, equipment and instrumentation selection, cost control, plant layout, P&IDs, vendor evaluation, functional specifications, project documentation, installation supervision and start-up assistance; developed expertise in HTSTs, aseptic processes, batching systems and CIP systems; streamlined the Alfa-Laval project management structure for small projects (<$750K) by performing both the process engineering and commercial duties, resulting in higher gross margins and increased business; this concept became their standard operating procedure