Mark Srebinski
Essexville
Summary
Experienced commercial manager seeking to utilize my knowledge of customers, markets, processes & financials aligning to key deliverables and strategic framework.
Overview
27
27
years of professional experience
Work History
Sales Director - Specialty Oils
Calumet Specialty Products Partners LP
08.2021 - Current
- Ownership of all commercial responsibilities for White Mineral Oils, Petrolatum's, and GEL products within the Penreco Portfolio.
- P&L - $400MM
- Six direct reports across North America.
- Market vertical alignment: Personal Care, Pharmaceutical, CASE, Lubricants, Agriculture, Distribution.
- Strategy implementation
- Asset / Product mix enrichment.
Commercial Director - America's
MEGlobal - JV The Dow Chemical Company
02.2020 - 08.2021
- Owner of all commercial responsibilities in North and Latin America, i.e. Sales, Marketing, & Customer Service.
- $400MM P&L, financial metrics, and commercial scorecard.
- Participation on America's Leadership Team & America's Board of Directors.
- 8 direct reports across commercial organization.
- Markets Served: PET, Flims, Fluids, UPR, Polyurethanes.
- Commercial excellence implementation and selling process optimization.
- Formulation of customer segmentation, mix and participation strategy.
- Productivity and value creation throughout organization.
- Role identification and clarity of expectations.
- People development and resource / capabilities alignment.
Sales Director Polyurethanes - Distribution
Dow Chemical Company
04.2019 - 02.2020
- Created channel commercial strategy and led implemented for Polyurethanes and Propylene Glycol. CASE, Food, Pharma, UPR, AG market segment alignment.
- Ownership of price and volume (top line income statement) 350MM lbs and $300MM across distribution portfolio
- Led integration of Univar Solutions into the Dow PU portfolio as a new channel partner in NA
- Created organizational infrastructure, sales deployment, and key milestones
- Executive interface, coordination of commercial engagement
- Scorecard creation for channel partners, aligned with clear deliverables and timelines
- Sales Plan Creation, roll up, and local implementation
- Aligned value proposition and technical offerings to focus market segments. Creating pipeline and sales cycle funnel to define priorities
- People Development and coaching
Sales Director - Propylene Oxide And Propylene Glycol
The Dow Chemical Company
01.2016 - 04.2019
- Responsible for implementation of strategic objectives for Polyurethane's organization (POPG)
- Delivered top line results of $550MM sales revenue and $155MM variable margin in 2018
- Direct management of 7 sales professionals (personal/professional development)
- Customer relationship owner
- Alignment of commercial priorities and implementation strategy
- Definition and execution of customer, segment, and product mix strategies
- Project leader: Margin Analysis, customer experience, and segmentation analysis
- Contract Management (legal and commercial terms)
NAA Product Director - POPG
The Dow Chemical Company
10.2012 - 12.2015
- Responsible for P&L/income statement for Propylene Oxide and Propylene Glycol in North America
- 2015 portfolio included net sales revenue of $487MM and $150MM of variable margin
- Alignment of asset configuration and utilization
- Profitability of customer mix and all marketing / industry related activities
- In the 2014 and 2015 outpaced industry sales growth on PG. Implemented 11% volume growth YOY
- Created margin over raw materials tracking tool to influence decision commercial decision making as we modify customer mix
- Elevated understanding of markets and product mix towards DPG which generating a higher returns of 120% vs. MPG creating $10MM in new incremental variable margin
- Diversified application scope of PG to Agriculture, Electronics, Food, and Personal Care by adding 40 new direct accounts
- Implemented new food certification for Puraguard in order to re-brand and leverage our PGUSP strengths
Regional Distribution Sales Leader
The Dow Chemical Company
10.2008 - 09.2012
- Management of all local relationships (all levels to President/VP) in the Northeast US
- Execution of regional, business, and corporate strategies
- Volume and profitability for nine chemical distributors in the Northeastern US within CASE, Food, Pharma, Personal Care, HI&, Chemical Processing, Oil and Gas.
- Delivered 150MM lbs of volume and $120MM in revenue:
- 2010 YTD vs 2009 PYTD volume growth was 120%
- Achieved volume growth of 10% in 2009 vs. 2008
- Implementation of priorities and tactics in specific markets and end users (Coatings, HI&I, Personal Care, Flavors, Fragrances, Pharmaceutical)
- Implemented strategies and objectives across to 28 different value centers
- Led account team for five main accounts. Univar, Brenntag, Nexeo Solutions, Pride Solutions and Tilley Chemical
- Accountable delivering annual sales plan, relationship management, and owning share of wallet
- Member of New England and Philadelphia Chemical Clubs
Senior Account Manager / Developmental Sales Leader
The Dow Chemical Company
05.2004 - 09.2008
- Identified growth and value proposition opportunities for specialty product conversion.
- Aligned products and functional benefits to formulator requirements via distribution.
- Defined target audience and customer segment participation.
- Distribution alignment of key channel channel partners (gain a share of their time), training and priorities oversight.
- 40% volume growth on volume from 2004 - 2006.
- Received Pinnacle Award for sales excellence in 2007
- Took on additional responsibility leading Dow's participation for Brenntag Champions program as the "Lead" DSL, setting expectations, implementation of strategy and focus for my peers.
Product Marketing Specialist
The Dow Chemical Company
06.2001 - 05.2004
- Asset management and profitability of Glycol Ethers and Ethyleneamines
- Supply/demand forecasting, customer interaction and strategy preparation, and a member of AIT (Area Implementation Team)
- Functional activities included: all day to day competitive pricing in North America. Primary focal point for sales, CSR's, and supply chain in regards to the value centers transactional activities
- Positioning of products, customers, supply chain, manufacturing, financial drivers/trends, account plans, and applying asset/market strategy to North American sales team.
Field Sales Operations Specialist
The Dow Chemical Company
02.1999 - 05.2001
- Responsible for coordination of sales activities in the northeast US for chemical distributors in conjunction with the sales rep for the region
- Details included: Relationship management, competitive pricing review, liaison between sales and service center, problem resolution (2nd line escalation from CSR's). Access Database management and pricing steward for the region
Customer Service Representative
The Dow Chemical Company
01.1996 - 01.1999
- Activities of this role included: Order entry and management of customer needs that encompassed order/shipment processing, relationship management, setting guidelines (order entry work process and rules)
- Independent decision making, knowledge of Dow and customers supply chain capabilities, knowledge of systems such as SAP, CAMP, scripts, and other valuable automated processes used in the service center to deliver value from a resource and time perspective
Education
Bachelor of Science - Marketing/Management
Central Michigan University
Mount Pleasant, MI1995
Skills
- Market segment engagement: CASE, PET, Food, Flavors, Pharmaceutical Ingredients, HI&I, Agriculture, & various Fluid verticals
- Highly motivated, creative, and structured, results oriented
- Passionate about developing and leading teams and organizational realignment
- Relationship and customer centric
- Financial statement proficiency
- Driving increased utilization of CRM metrics to upgrade sales cycle and opportunity pipeline
- Facilitation of value creation and/or productivity improvement strategy implementation
Timeline
Sales Director - Specialty Oils
Calumet Specialty Products Partners LP
08.2021 - Current
Commercial Director - America's
MEGlobal - JV The Dow Chemical Company
02.2020 - 08.2021
Sales Director Polyurethanes - Distribution
Dow Chemical Company
04.2019 - 02.2020
Sales Director - Propylene Oxide And Propylene Glycol
The Dow Chemical Company
01.2016 - 04.2019
NAA Product Director - POPG
The Dow Chemical Company
10.2012 - 12.2015
Regional Distribution Sales Leader
The Dow Chemical Company
10.2008 - 09.2012
Senior Account Manager / Developmental Sales Leader
The Dow Chemical Company
05.2004 - 09.2008
Product Marketing Specialist
The Dow Chemical Company
06.2001 - 05.2004
Field Sales Operations Specialist
The Dow Chemical Company
02.1999 - 05.2001
Customer Service Representative
The Dow Chemical Company
01.1996 - 01.1999
Bachelor of Science - Marketing/Management
Central Michigan University