Erik Dickerson
Kennesaw,GA
Summary
Forward-thinking and results-driven sales executive with more than 25 years of experience in partnership development, account management and channel building. Self-directed leader with talents in diversifying networks, product offerings and strategies to drive growth with value-added solutions.
Overview
30
30
years of professional experience
Work History
Regional Sales Manager
INEOS Oxide LLC
01.2016 - Current
- Responsible for driving sales growth primarily of Amines and Ethylene Oxide Derivatives for global, national, and regional accounts.
- Currently responsible for ~100M lbs of Amines and EO Derivatives annually; ~ $100M Revenue.
- Grew margin by 160% in 2022.
- Responsible for managing Global bids and securing contracts for large multinational customers.
- Successfully grew volume and margin at Oxide's largest US account while effectively managing serious credit issues.
- Consistently achieved 97+% on Accounts Receivables at all accounts.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Exceeded sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
- Negotiated favorable contract terms with vendors in support of cost reduction efforts and improved profitability margins for the region''s business operations.
- Mentored new hires on best practices for building rapport with clients and most effective sales strategies.
- Enhanced overall customer experience by conducting regular account reviews, ensuring alignment with client objectives and company offerings.
Global Key Account Manager
Solvay, Inc
01.2010 - 01.2016
- Responsible for driving sales growth of surfactants and polymers within the Global Key Account and its Contract Manufacturer
- Managed over $30-$35M Account base
- Enhanced global key account relationships by implementing customized management strategies and consistently addressing client needs.
- Effectively managed and secured global bids, contracts, and global quality agreements.
- Organized budgets, growth strategies, and managed projects both locally and globally for R&D, Procurement, and marketing groups within the Global Key Account
- Managed and directed activities for 3 Regional Key Account managers who had local responsibility for the Global Key Account
- Facilitated key meetings with executive management to strengthen those relationships at all levels (R&D, supply chain, sourcing, marketing)
- Successfully negotiated first formulation-based innovation agreement in HPC Sales Group
- Product areas included: Personal Care and Home Care (I & I).
Senior Account Representative
Stepan Company
01.2000 - 01.2010
- Direct sales and account management for strategic customers in a multi-state territory
- Managed activities for over 25 distributor sales representatives, as it pertained to Stepan Company's product line
- Conducted training and product introduction seminars at key distributor locations
- Acted as point person on multi-year, multi-million dollar negotiations
- Enhanced client satisfaction by providing exceptional service and addressing account inquiries promptly.
- Developed and maintained key relationships with Key National accounts upper management as well as key distributor personnel
- Effectively managed and cultivated over $16 million territory; Grew territory's profit by 50%
- Presented customized product offerings to clients based on their specific needs, resulting in increased sales conversions.
- Managed several large National accounts in the HI&I Cleaning & Sanitation market
- Achieved “Outstanding” Level of Sales Performance in 2000, 2002, 2003, 2004, 2006, 2007, & 2008
- Received ‘National Sales Achievement Award' in 2001
- Three time winner of the Stepan's National Sales Contest
- Product areas included: Personal Care, Industrial Lubricants, HI & I, and Water Treatment, Biocides
Technical Sales Specialist – Distributor Manager
The Dow Chemical Company
01.1997 - 01.2000
- Managed and serviced strategic direct chemical/pharmaceutical accounts
- Managed and directed three independent distributors for commodity and specialty chemicals
- Managed dry-cleaning distribution for six Midwestern states
- Prepared formal bids and proposals, including technical and regulatory presentations as well as cost/benefit analyses
- Negotiated multi-year, multi-million dollar contracts and formal agreements
- Developed and implemented account plans and various business initiatives with clients
- Managed Strategic National Accounts in the Food and Pharmaceutical Industry
- Effectively managed and grew $16.6 million territory by 8% in a mature market
- Sold EO/PO and derivatives to large key accounts in NA.
Chlorinated Solvents Specialist
The Dow Chemical Company
01.1994 - 01.1997
- Managed direct chemical accounts, greater technical focus with independent and national distributors.
- Served as field expert for Chlorinated Solvents in an 11-state area for regulatory and compliance issues.
- Developed and initiated training programs for national and independent distributor account managers.
- Developed strong client relationships through consistent communication and attentive service.
Education
B. S. - Marketing
University of Alabama
Tuscaloosa, Alabama05.1994
Skills
- Relationship Management
- Customer Service
- Process Improvement
- Negotiation and Persuasion
- Project Management
- Lead Generation
- Contract Negotiation
- Training and Mentoring
- Presentation Ability
- Leadership
Hobbies and Interests
- Golf
- Fishing
- Reading
- Coaching
Timeline
Regional Sales Manager
INEOS Oxide LLC
01.2016 - Current
Global Key Account Manager
Solvay, Inc
01.2010 - 01.2016
Senior Account Representative
Stepan Company
01.2000 - 01.2010
Technical Sales Specialist – Distributor Manager
The Dow Chemical Company
01.1997 - 01.2000
Chlorinated Solvents Specialist
The Dow Chemical Company
01.1994 - 01.1997
B. S. - Marketing
University of Alabama
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