Summary
Overview
Work History
Education
Skills
Websites
Affiliations
Qualifications Summary
Awards
Timeline
Generic

ROGER HUTCHINSON

Deland,FL

Summary

Dynamic Key Account Manager with established success at Nouryon, generating $25MM in net sales and surpassing targets. Expertise in CRM (Salesforce) and market analysis, combined with exceptional leadership skills, consistently cultivates customer success and drives new business development, resulting in substantial revenue growth and strengthened strategic partnerships.

Overview

29
29
years of professional experience

Work History

KEY ACCOUNT MANAGER – HPC (Home and Personal Care)

Nouryon
Deland, FL
12.2023 - Current
  • Lead North American segment for major global accounts and additional key accounts, managing critical customer relationships and strategic projects.
  • Drove business growth with portfolio achieving $25MM in 2024 net sales, exceeding budgeted volume by 10%.
  • Surpassed budget volume by 14%, net sales by 4%, and contribution margin by 2% in Q1 2025.
  • Sold specialty chemical solutions, including chelates and surfactants, to meet Home and Personal Care industry demands.
  • Developed accurate customer forecasts and managed budgeting to support supply chain objectives.
  • Executed contract negotiations and pricing strategies with cross-functional teams, enhancing collaboration across departments.
  • Monitored customer forecasts to align production timelines and maintain inventory accuracy for robust supply chain performance.
  • Championed sustainability initiatives by integrating green chelates into customer supply chains, aligning with eco-friendly goals.

INGREDIENT CONSULTANT – Specialty Ingredients

Palmer Holland
Deland, FL
12.2018 - 12.2023
  • Specialize in supplying clean-label and plant-based ingredients to manufacturers in the bakery, beverage, confectionery, dairy, and nutraceutical sectors, aligning with the increasing consumer demand for health-conscious options.
  • Manage and develop new customers and opportunities for PH and our commercial partners throughout the southeast.
  • Generate and manage customer projects and opportunities with contacts in Research and Development and Procurement.
  • Played a pivotal role in shaping a current opportunity pipeline valued at over $3 million.
  • Implemented artificial intelligence solutions to optimize workflow efficiency, enhance sales strategies, and drive measurable improvements in productivity and sales performance.
  • Closely monitor and update customer forecasts on a monthly and quarterly basis to maintain a seamless supply chain.
  • Manage and update information into the CRM system for call reports, projects, sample requests, and contacts.
  • Foster cross-departmental collaboration with sales advocates, customer service, and accounting to deliver comprehensive customer solutions.
  • Achieved substantial revenue growth, escalating from zero to over $2 million between 2019 and 2022.
  • On track to meet or exceed 2023 revenue projections of $2.7 million.
  • Consistently meet or exceed key performance indicators to drive operational excellence and enhance profitability.
  • Spearheaded the integration of OneNote for enhanced record-keeping, culminating in a formal presentation to executive leadership for broader implementation across all verticals.
  • Introduced and led training on Badger Maps for sales territory management, contributing to optimized routing and scheduling for the sales team.

DISTRIBUTIOR MANAGER - Natural Colors

CHR-Hansen Inc.
Port Orange, FL
03.2014 - 12.2018
  • Led the North American distribution of natural colorants to the bakery, beverage, confectionery, and dairy industries by strategically overseeing our commercial partnership with Brenntag Specialties in both the U.S. and Canada.
  • Collaborated with Brenntag's sales team to uncover and capitalize on new customer and business growth opportunities.
  • Managed the sales pipeline, including identifying, qualifying, and pursuing business opportunities.
  • Leveraged Salesforce's analytics capabilities to generate insightful reports and dashboards, which provided the sales and executive teams at Brenntag with real-time data on key performance indicators, facilitating agile and informed decision-making.
  • Facilitated the resolution of complex technical challenges during product development by coordinating consultative sessions between Brenntag sales representatives, their customers, and Chr-Hansen scientists, resulting in streamlined problem-solving and timely project completion.
  • Surpassed fiscal year 2017 sales targets by 20%, while also realizing a 33% growth in year-over-year revenue.

SOUTHEAST REGIONAL SALES MANAGER - Personal Care/Cosmetics/Pharmaceutical

3V Sigma Inc.
Port Orange, FL
03.2013 - 03.2014
  • Provide expert oversight to the Personal Care Division for the southeast United States, specializing in the sale of rheology modifiers, conditioners, preservatives/antimicrobials, and UV light absorbers to assigned accounts.
  • Closely monitor quarterly sales to ensure competitiveness and gather market intelligence.
  • Coordinate with the Purchasing Department to negotiate mutually beneficial pricing strategies.
  • Develop and closely monitor annual budgets and forecasts.
  • Administer the comprehensive documentation of pertinent information into the CRM system, as well as prepare call reports.
  • Attend SCC (Society of Cosmetic Chemists) meetings to stay updated on market trends and regulations.

SENIOR ACCOUNT MANAGER - Personal Care/Cosmetics/Pharmaceutical/Industrial

Nexeo Solutions
Port Orange, FL
07.2006 - 03.2013
  • Tasked with marketing a diverse range of ingredients to clientele in the cosmetic, hair care, and skin care sectors throughout the Southeast.
  • Sustained seamless communication with suppliers and technical experts, thereby ensuring the successful achievement of sales objectives.
  • Optimized revenue potential in existing accounts through the formation and nurturing of key relationships with both Research and Development and Purchasing departments.
  • Utilized in-depth industry knowledge to successfully implement pricing strategies, thereby enhancing profit margins.
  • Collaborated across departments, including sales, customer service, and accounting, to provide holistic solutions to customers.
  • Earned recognition for exceeding company goals in 2009 by increasing the gross margin by 32%; surpassed the annual gross margin budget by 8% and 4% in 2010 and 2011, respectively.

SALES REPRESENTATIVE - Pharmaceutical

Bristol Myers Squibb
Ashland, KY
12.2001 - 01.2006
  • Led sales campaigns targeting primary care physicians, cardiologists, and endocrinologists in Kentucky and Ohio to promote a range of drug therapies for conditions such as hypertension, stroke, myocardial infarction, peripheral artery disease, cholesterol, diabetes, and upper respiratory infections.
  • Secured a national top 10% ranking for Plavix market share growth in both 2004 and 2005, attributed to adept execution of the company's sales strategies and in-depth expertise in market dynamics, product portfolio, and relevant medical conditions.
  • Accurately tracked inbound and outbound sample inventories for various drug therapies, ensuring compliance with FDA reporting requirements.
  • Participated in specialized training sessions to deepen understanding of various drug therapies and associated disease conditions.
  • Surpassed performance objectives by a remarkable 50% for three consecutive years, showcasing a sustained ability to outperform set targets.

ACCOUNT MANAGER - Chemicals Sales

Ashland Chemical
Ashland, KY
02.1996 - 12.2001
  • Oversaw a $10M territory across Indiana, Illinois, and Kentucky, successfully driving revenue through the sale of industrial chemicals and consistently achieving or surpassing annual financial targets.
  • Established and cultivated enduring partnerships with strategic clients, resulting in elevated client retention and the creation of avenues for both upselling and cross-selling.
  • Directed strategic contract negotiations, skillfully optimizing for both profitability and customer satisfaction to achieve win-win outcomes.
  • Collaborated with the supply chain, logistics teams, and customer service to optimize inventory levels and ensure timely delivery, enhancing customer satisfaction.
  • Exceeded sales targets in 1998, 2000, and 2001 by margins of 10%, 22%, and 15%, respectively.

Education

BACHELOR OF ARTS - BUSINESS INFORMATION SYSTEMS

Marshall University
Huntington, WV

Skills

  • CRM proficiency (Salesforce)
  • Business tools expertise (Microsoft)
  • Key account management
  • Market analysis
  • Leadership and collaboration
  • New business development
  • Customer success

Affiliations

  • Society of Cosmetic Chemists (SCC)
  • Florida Institute of Food Technologist (IFT)

Qualifications Summary

  • Proven ability to build and maintain productive client relationships, driving business expansion and consistent revenue growth across diverse industries and market conditions.
  • Strong analytical and communication skills, enabling data-driven market analysis, accurate revenue forecasting, and strategic decision-making to achieve business objectives.
  • Highly organized and adept at time management, ensuring the successful execution of projects, achievement of deadlines, and optimization of productivity.

Awards

  • Top Performer, CHR-Hansen
  • 2015
  • 2016
  • 2018
  • Top Performer, Nexeo Solutions/Ashland Distribution
  • 2009
  • 2010
  • 2011
  • Top Performer, Bristol Myers Squibb
  • 2005
  • 2006
  • Top Performer, Ashland Chemical
  • 1998
  • 2000
  • 2001

Timeline

KEY ACCOUNT MANAGER – HPC (Home and Personal Care)

Nouryon
12.2023 - Current

INGREDIENT CONSULTANT – Specialty Ingredients

Palmer Holland
12.2018 - 12.2023

DISTRIBUTIOR MANAGER - Natural Colors

CHR-Hansen Inc.
03.2014 - 12.2018

SOUTHEAST REGIONAL SALES MANAGER - Personal Care/Cosmetics/Pharmaceutical

3V Sigma Inc.
03.2013 - 03.2014

SENIOR ACCOUNT MANAGER - Personal Care/Cosmetics/Pharmaceutical/Industrial

Nexeo Solutions
07.2006 - 03.2013

SALES REPRESENTATIVE - Pharmaceutical

Bristol Myers Squibb
12.2001 - 01.2006

ACCOUNT MANAGER - Chemicals Sales

Ashland Chemical
02.1996 - 12.2001

BACHELOR OF ARTS - BUSINESS INFORMATION SYSTEMS

Marshall University

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