Developing and implementing sales strategy for growing the Lobster Ink digital learning business. Leading a global team of Corporate Account Managers to create and deliver innovative, engaging training programs for key Ecolab accounts. Working cross-functionally to ensure technology and learning content roadmap is aligned with customers’ needs. - Working across all divisions of Ecolab to leverage unique digital technology to enable growth within the top 20 global accounts.- Developing new markets for Lobster Ink by working closely with customers to uncover human performance challenges and create digital learning programs to meet their business needs.- Quantifying ROI and communicating total value delivered to customers from Lobster Ink solutions to enable pricing and drive growth within accounts.

▪ Performed new business development of unique solutions that solve water challenges through a combination of chemistry, equipment, automation, and information. ▪ Oversaw a personal portfolio of 9 corporate accounts that generate $12M in annual sales revenue. ▪ Built strong relationships with Plant Managers, Corporate Engineers, Regulatory and Environmental Compliance Managers, Capital Project Engineers, Chemistry Managers, Water Treatment Managers, Site VPs, and more.▪ Worked across the customer’s organization to gain support and buy-in for Nalco’s programs.▪ Performed all stages of the sales development life cycle. ▪ Cold called, scheduled meetings, performed customer needs assessments, sold products and programs using consultative sales techniques, overcame objections, negotiated contracts, closed sales, and managed the process of transitioning business.▪ Managed an existing portfolio of accounts while simultaneously developing new business, developing new customer accounts, and expanding existing customers to new enterprise sites. ▪ Negotiated contracts with new customers and contract renewals with existing customers.Key Accomplishments▪ Won the Ecolab Winner’s Circle Award in 2020 for exceeding growth targets and having among the highest YOY sales growth (23%), margin growth (11%), and new business growth ($5M) numbers in the company.▪ Grew sales revenue by $2M in 2020 by selling power and water innovation products that increase profitability and reduce emissions at fossil-fueled and nuclear power plants. ▪ Built strong executive-level relationships at corporate accounts where none previously existed. Successfully presented to COOs, Site VPs, Innovation Directors, and Chief Procurement Officers within the first 12 months.

▪ Provided strategic leadership for the Research, Development, and Engineering (RD&E) Department of the Global Food Retail Services (FRS) division that provides food safety and sanitation technology and services to global supermarket customers. ▪ Drove the innovation strategy and pipeline for Global FRS by developing new products and programs that brought value to supermarket customers; represented the RD&E team in senior leadership team meetings for Global FRS.▪ Managed a $1.7M budget and supervised a team of 10 employees.▪ Collaborated weekly with cross-functional leaders across multiple departments including Regulatory Compliance, Finance, Sales, Marketing, and Supply Chain.Key Accomplishments▪ Developed and launched the Ecolab MARKETGUARD Global Product Line that implemented design and product consistency for 20-30 products across all global regions. Led a multinational team across 14 countries. Successfully complied with complex regulatory requirements for different regulations across all countries and built out manufacturing for new packaging. The program now generates $12M in annual revenue.▪ Launched key innovation programs for the Global Food Retail Division that generated $21M of incremental sales by the second year. Led the team through large, complex market tests that provided compelling results for the Sales team to use in upgrading customers.▪ Delivered $4M in cost savings projects annually by insourcing and working with suppliers to improve quality, reduce defects, improve product reformulations, and consolidate equipment lines.▪ Developed a high-performance team known for launching new products in record speed. Led the team to formulate, test, scale production, field test, and modify customer equipment within 12 weeks vs. 12 months.▪ Worked closely with Sales to create a Food Safety Program with recommendations based on customers’ materials and systems, local and/or national regulatory requirements, and corporate food safety drivers.

▪ Managed the Slickwater Fracturing Product Line, which generated $100M in annual sales. ▪ Worked closely with Supply Chain and Planning to ensure forecasting was accurate and to carry out all system setups for new product commercialization. ▪ Led project meetings with the Pilot Plant and/or Supply Chain to drive the scaleup of new products and reformulated products. ▪ Created collateral to support the Sales Team in selling the product and provided technical support.▪ Collaborated with the Technical Team to review data and turn that data into visually engaging and compelling stories to help sell the products.▪ Answered questions regarding cost/pricing, regulatory, and product performance from Sales and customers.Key Accomplishments▪ Successfully increased revenue from the Slickwater Product Line from $40M to $120M. ▪ Created an innovation pipeline for the Slickwater Program worth $53M.▪ Co-authored a paper for the Society of Petroleum Engineers with a customer, Cudd Energy Services, and their customer Shell Oil, to showcase the environmental and sustainability impact of a new polymer that was developed by the team. The product led to sales growth of $10M within the hydraulic fracturing industry. ▪ Published a paper in the Journal of Petroleum Technology and presented research at the American Chemical Society Green Chemistry Conference and the Hydraulic Fracturing Technology Conference.▪ Launched a European product line that introduced hydraulic fracturing products into the region for the first time.

▪ Developed new products from benchtop scale through pilot plant to full-scale manufacturing. ▪ Performed product application testing in varying conditions, wrote technical reports, and gave oral presentations on new product development and testing results.Key Accomplishments▪ Developed ASP900, a brine-based friction reducer that decreases fresh-water consumption by 60%. The product was instrumental in growing market share in shale fracturing and delivered $15M in sales over 3 years.▪ Instrumental member of the team that helped grow the Cudd Energy Services business by $11M. Attended field trials in the Marcellus Shale to drive the adoption of new products and ensure compatibility.