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J Borling - distributor coatings
1. James M. Borling
371 Tree Haven Avenue
Powell, OH 43065
(H) 614 799-9993 (C) 614 205-2034
Jborling93@gmail.com
Skill Summary
ProvenSalesProfessional Strategic,Collaborative partner
SalesForce CRM Effective communicatoratall levels
Productinnovatorbasedonmarketneeds ProjectManagementProfessional
Stage Gate Innovation Six SigmaGreenBelt
Experience
Lintech International /Chemical Distributor Oct 2014-Present
Technical Salesin Coatings,Adhesives,Sealants,andElastomers
Successful expansion into a previously abandoned territory
2015 sales growth of $1.4MM with over $4MM of opportunities in the pipeline
PipelineManagement through research,cold calls, and networking to uncover customers and opportunities
Leverage successes to identify competitive advantage, target opportunities,and build customer profiles
Study the market to formulate pricingstrategies and target higher margin sales opportunities
Manage customer base with CRM software and keep senior management and suppliersinformed
Developed marketing information on product features and benefits
DuPont Teijin Films, Columbus, OH Jan 2001-May 2014
CoatedSpecialtyFilms
ApplicationDevelopmentManager,Jan 2012 – May 2014
Manage cross function market development team and increased annual revenue $15MM
Hold ideation sessions with customers to uncover needs and gather VOC on product concepts
Champion projects in Stage Gate and manage projects from inception through commercialization
Conduct SWOT research on products,customers, competitors, and markets to identify opportunities
Manage distributor network
Resolve customer performance problems with product and process improvements
BusinessDevelopment / SalesManager,Jan 2011 – Dec 2011
Successfully launched innovativenew“Cook in Meat” packaging with market potential of $60MM
Developed and Executed market development strategies and customer cultivation
Worked with R&D to develop and test innovativecoatingchemistry for barrier,anti-fog,anti-block,COF, and
temperature release
Collaborated with the equipment manufacturer to improve new product processing capabilities
Licensed new product sales to distributors
National AccountManager,April 2006– Dec 2010
Managed a market with fiveof our top six largestnational accounts;revenue growth of $8 MM annually
Developed plans for specific accounts,customer cultivation.and targeted growth for the market
Fostered customer relations and improved technical capabilities to be viewed as the industry expert
Negotiated longterm supply contracts that resulted in sharegrowth
Consistently exceeded annual revenue goals by more than 10% and improved profit margins through product
mix enhancements
Managed new product development programs
2. DuPont Kansai Automotive Coatings
Honda Technical Sales AccountManager, Jan 2001 – March 2006
Responsible forrecruitment,training,andmentoringof five technical salesengineers
Developed successful accountstrategy increasing marketshare37% and $4MM annual revenue
Consistently exceeded profitability goals through costreduction and priceimprovements; improved variable
margins 22%
Streamlined technical serviceresponsibility and reduced staff
Created vendor managed inventory and quality programs to add valueand differentiate products
Developed our sales strategy and valueproposition to emphasize a competitive advantage
Designed the account sales and supportmodel to be implemented at other automotive OEM’s
PPG Automotive Systems May 1999-Dec 2000
Technical Sales Support,May 1999 – Dec 2000
Developed new business accounts in Tier One supplier network
Managed projects to commercialize new products to meet OEM specs
Develop test matrix and perform lab testing on coatingperformance issues for countermeasureresolution
Persuadekey influencers and decision makers to win business
Implemented processes to consistently meet color and quality standards
Morton Nippon Coatings, OH Nov 1994-Apr 1999
Honda FieldCoordinator,Nov 1996 – Apr 1999
Responsible forrecruitment,training, andmentoringof fourtechnical salesengineers
Improved market sharefrom 31% to 67% resultingin $9MM in annual sales
Developed accountplans to innovateproduct and process
Developed relationshipswith American and Japanese management
Launched firstconductivewaterborne adhesion promoter for TPO substrate
Honda Technical Representative, Nov 1994 – Oct 1996
Managed new model development programs workingdirectly with Honda engineers
Implemented quality improvement programs
Identified and resolved coating quality issues to ensure business retention
Started a satellitelab atOSU to conductproduct performance testing and reformulation
Tested Additives to overcome coatingperformance issues on line
CZ Inks, Columbus, OH Mar 1991-Oct 1994
Account Manager, Mar 1992 – Oct 1994
Developed new customer accountand took over 95% of the market sharefrom three competitors
Launched new waterborne ink system to address emission concerns
Changed the customer schedulingprocess to reduce average job set up time by 70%
Attended customer meetings to discussfunction and performanceof packagingdesign
Technical Representative, Mar 1991 – Feb1992
Responsiblefor development of new customer account
Implemented countermeasure solutions to solvelineproblems
Reformulate inks and coatings with additives to meet functional performancerequirements
Created lab to test resistanceof coatingproperties,product improvements, and implement quality control
procedures
Developed custom color formulas for ink applications
Managed Inventory
Developed customer relationship management plans
Education
3. The Ohio State University, Columbus, OH Dec 1990
Bachelorof Science in BusinessAdministration
References available upon request