through global talent discovery, assessment & connection...industry. they believe that their...
TRANSCRIPT
Through Global Talent Discovery, Assessment & Connection
The Ropella Group | 850.983.4777 | ropella.com
Opportunity Marketing Piece (OMP)
Skill Survey(for sorting prospects)
Scorecard(for comparing interviewed candidates)
SMART Search System®
(overview)
...........................................................................................................................................................MARKET NICHE:
Solvents...........................................................................................................................................................POSITION NICHE:
Sales...........................................................................................................................................................JOB TITLE:
Senior Account Manager...........................................................................................................................................................CLIENT:
NuGenTec...........................................................................................................................................................
Opportunity Marketing PieceSenior Account Manager
LocationHome-based Office
8100 Opportunity DriveMilton, Florida 32583
850-983-4777ropella.com
For more information contact:Eric Krause
Client [email protected]
850-564-2853
COMPANY OVERVIEW
ABOUT NUGENTEC
n u g e n t e c qu i c k fa c t s
1 9 9 7e s t a b l i s h e d
D O NAT O P O L I G N O N Ec u r r e n t C E O
3 4 %YOY g r o w t h
C A L I F O R N I Ah e a d q u a r t e r s
REDEFININGCHEMISTRY
NuGenTec is rapidly evolving their products to meet the demands of the next generation
of manufacturing processes, in areas like environmental regulations, worker safety and process improvement. First and foremost, they are focused on reducing chemical exposure to employees in manufacturing industries and the environment. They are constantly looking and moving towards safer and "greener" technologies and are currently developing and working with the USDA's BioPreferred Program to develop and market eco-friendly cleaning products for all industries.
NuGenTec's team includes highly qualified and experienced chemists. Their management team is dedicated to the innovation of new products and new processes, with over 150 years of experience in the specialty chemistry industry. They believe that their technical capabilities, their direct working knowledge of their customers' needs and their team are the keys to their success.
At NuGenTec, team members bring a "can-do" attitude and band together to continuously develop environmental cleaning products and chemical preparations.
NuGeneration Technologies (NuGenTec) is a global specialty chemical company that
specializes in solving problems with green, eco-friendly chemicals and cleaners. Their products are specifically designed to pass stringent regulations other “traditional” formulas can’t. They are safe, reliable and effective alternatives to hazardous chemicals. NuGenTec provides solutions for all industrial markets, from oil and gas to biotechnology and electronics.
NuGenTec can create customized chemistries for nearly any application and work directly with customers to deliver
safe chemical alternatives matching their specific needs.
The company, founded in 1997, has its headquarters and R&D labs in Emeryville, CA. In 2005, NuGenTec expanded its manufacturing capabilities by separating high-tech products to their own facility with class 100 clean room blending and packaging. This facility remains near the company's headquarters in California.
To meet their expanding customer base across North America, NuGenTec has since added two more blending and distribution centers located strategically across the USA.
WWW.NUGENTEC.COM
N u G e n Te c | S e n i o r A c c o u n t M a n a ge r 2 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
FLUOSOLV®
SPECIALTY FLUIDS
The FluoSolv® family includes a full line of eco-friendly vapor degreasers. These eco-friendly
commercial chemicals are designed for use in various degreasing applications, including defluxing and ultrasonic vapor degreasing operations.
FluoSolv® products are safe and potent drop-in replacements for hazardous AK-225 (HCFC-225), NPB (1-bromopropane or n-proplybromide), and TCE (trichloroethylene) based chemicals. They are fast drying and leave no surface residue after spraying and wiping, making them ideal for precision electronics, aerospace, and other challenging defluxing and degreasing applications.
• Non-flammable
• Non-toxic
• Chemically stable; will not acidify
• High Kb value for excellent solvency
• Low global warming potential
• High allowable exposure limit
• No ceiling on instantaneous exposure
NUGENTEC'SPRODUCTS
Industrial Cleaners
Conversion Coating & Rust Protection
Metal Working
Precision Cleaning
Oilfield Chemicals
FULL PRODUCT CATALOG
Features & Benef i t s
NuGenTec P roduct App l i ca t ionsNuGenTec produces over 600 products and develops solutions for customers rooted in scientific
and technological expertise. Their business approach and philosophy are centered around Total Process Integration through specialty formulated chemistries. By supporting their customers’ developments, they eliminate process limitations and meet the specific requirements that allow them to succeed.
In areas like environmental regulations, worker safety and process improvement, NuGenTec offers Industrial Chemicals for a wide variety of uses.
To find out more, click the link to the right.
PRODUCT OVERVIEW
N u G e n Te c | S e n i o r A c c o u n t M a n a ge r 3 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
NuKoat® products are designed to clean and protect metal surfaces in one easy step. They provide
a superior foundation for painting with excellent corrosion resistance. The NuKoat® line of iron phosphate conversion coatings is highly effective, cost efficient and easy to use.
NuKoat® 55 and 55T are NuGenTec's best-selling iron phosphate conversion coatings, offering high coating weights, low foaming and fast rinsing. They act as premium pre-paint treatments for ferrous metals and are also capable of conditioning galvanized steel, zinc and aluminum surfaces. With just one step, these products clean and coat simultaneously.
• Aerospace
• Boilers
• Air conditioners
• Fusion rollers
• Aluminum construction materials
• Pre-paint metal
• Furniture, household appliances, etc.
• Road & Traffic Signage
• Vehicle License Plates
• Wrought Iron Railings
• Coil Coating
AQUAKLEAN®
AQUEOUS CLEANING AGENTS
I ndus t r ia l App l i ca t ions
NuGenTec’s eco-friendly AquaKlean® aqueous industrial cleaning agents and degreasers
are specially engineered to replace older chemistries that are environmentally unsound or dangerous for workers to use. They are some of the industry's best and most effective industrial cleaning solutions.
Each product in this line has been carefully formulated for a specific application, from eco-friendly degreasers and ultrasonic cleaning solutions to industrial multimetal cleaners and more. In many cases, these products have replaced solvent-based cleaners which are no longer compliant with state or federal VOC (volatile organic compound) regulations.
• Water based degreasers and cleaners are more eco-friendly and therefore offer better compliance with EPA and other regulations.
• With no harmful vapors, water based degreasers and cleaners require no protective equipment or special considerations for safe storage, thereby reducing operating costs.
• The lack of hazardous chemicals makes the waste removal process cheaper and easier.
Benef i t s o f Water Based Degreaser s
PRODUCT OVERVIEW
N u G e n Te c | S e n i o r A c c o u n t M a n a ge r 4 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
• Identify and pursue growth opportunities in NuGenTec’s target markets.
• Establish and maintain new and existing customer relationships.
• Facilitate strong relationships with customers’ senior management in all functional areas.
• Maintain an understanding of market conditions and changes in the industry.
• Prepare and deliver sales presentations to upper management at customer sites.
• Prepare and submit proposals and sales contracts.
• Participate in marketing events such as seminars, trade shows, conferences etc.
• Communicate all customer requests that require technical development work to the technical team.
• Submit samples for analytical and physical analysis as specified in the customer request.
• Develop sales forecasts and status reports as required.
Job Responsibilities
NuGenTec is seeking a highly motivated individual with commercial experience in the specialty chemical industry to serve as Senior Account Manager. The Senior Account
Manager reports directly to the CEO and is primarily responsible for developing relationships with customers and driving national sales in alignment with NuGenTec’s business strategy.
SENIOR ACCOUNT MANAGERNuGeneration Technologies, LLC
• 5+ years of proven success selling specialty chemicals.
• Significant commercial experience selling into the following markets: Industrial Cleaners, Conversion Coatings & Rust Protection, Metal Working/Finishing.
• Strong communication, negotiation and closing skills.
• Experience working successfully from a home office.
• Excellent organizational and time management skills.
• Self-driven and highly motivated with the determination to generate sales.
• Creativity, persistence and strong problem solving abilities.
• Ability to travel 40-50%.
Qualifications
Donato is the founder of NuGeneration Technologies with a wealth of experience in the chemical industry. After graduating
from Drexel University with a BS in Materials Engineering, he spent five years with Oaktite Products / Chemetall GmbH as a Business
Manager before becoming the Managing Director of FloDynamix in 2007. In addition to NuGenTec, Donato is also the founder and lead MSDS Consultant / Writer for MSDS Authoring Services. In his free time, Donato enjoys skiing.
DONATO POLIGNONECEO . 21 years
POSITION OVERVIEW
HIRING TEAM OVERVIEW
N u G e n Te c | S e n i o r A c c o u n t M a n a ge r 5 S TAG E 1 | S M A R T ST R AT E GY & L AU N C H
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8100 Opportunity DriveMilton, Florida 32583
850-983-4777ropella.com
For more information contact:
Eric KrauseClient Partner
Skill SurveySr. Account Manager
Name: Date:
1. Outline University Degree(s): (Please provide the Name and the Location of each Institution)
2. Provide an overview of your expertise, including years of experience, in specialty chemical sales of the following product categories: Industrial Cleaners, Conversion Coatings, and Metal Working.
3. Which products or product lines do you have the most experience selling? Which industries have you had the most success selling into?
4. Share an example that demonstrates your expertise in identifying new business opportunities, developing effective strategies, building relationships and ultimately closing sales. Please be as specific as possible.
5. Describe your personal communication and sales style. Do you consider yourself a hunter or a farmer, and why? In your opinion, what are the key success factors for a successful sales professional?
6. Describe your experience working from a home-based office, or in entrepreneurial roles which required a significant amount of self-direction. What are some tools and strategies you have successfully used to manage your time and drive your sales success rate?
7. What is your comfort level with travel? Do you have a maximum % level of travel or # of days/weeks away from home that you could sustain?
8. Tell us about any non-compete and/or employer restrictions that you may have. Please provide these documents for our review.
9. If asked one of the following questions during an interview, how would you answer?Why are you considering this opportunity? (or) What motivated you to consider a job change at this time?
References Please provide three to six references. The first priority is current and/or past supervisors, then employees, then peers, then customers (where appropriate).
Example: Bob Smith, currently - Business Director at ABC Corporation 412-123-4567, Email: [email protected]. Was Business Director, my direct supervisor, while I was a Manager at ABC Corporation.
We will NOT contact any references until after completing theinterview process and not without notifying you first.
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Our Candidate Comparison Score Card is to be completed on every candidate you have now screened as a potential fit. If you can tell that some of the candidates are probably Low level (in a superficial overview)
in comparison to others you set those aside now and just score the rest. The Score Card will help you objectively weigh all the Must Haves and even the preferences in such a way that at the end of using the Score Card process you can be pretty sure who the High plus candidates are, who the High candidates
are, and who the Medium candidates are. Then we focus on scheduling for the High Potentials.
Candidate Comparison-Scorecard Grader's Name:
Candidate Name: Grade:
Client Name: Nugentec Hiring Mgr:
Position: Sr. Account Manager HR Contact:
Salary Range: $100K+ base plus bonus Candidate Base: Bonus:
Communications: L = Heavy Accent - Hard to Understand M = Accent - Understandable H = No Accent - Easy to Understand
Comment:
Attribute H/M/L Comment1. EducationH = Bachelor's degree; +1/2 M.S M = No degreeL = N/A
2. Expertise (Sales/Account Management)H = 5+ years of sales/account management experience as it relates to specialty chemicals, particularly industrial cleaners, metal working and conversion coating & rust protectionM = 3-5 years of sales/account management experience in roles related to specialty chemicals, particularly experience related to industrial cleaners, metal working and conversion coating & rust protectionL = Less than 3 years of experience in sales/account manager roles related to specialty chemicals, particularly experience related to industrial cleaners, metal working and conversion coating & rust protection
3. Identifying New Business Opportunities H = Specific example that demonstrates ability to identify new business opportunities, develop effective strategies, build relationships and ultimately close sales M = General response that indicates some ability to identify new business opportunities, develop effective strategies, build relationships and ultimately close salesL = Response does not indicate ability to identify new business opportunities, develop effective strategies, build new relationships and ultimately close sales
4. Leadership StyleH = Well-defined answer that demonstrates successful leadership style methods that help mentor, grow and develop, and build a cohesive team M = Broad answer that indicates some success in leadership style methods that help mentor, grow and develop, and build a cohesive teamL = Answer does not indicate success in leadership style methods that help mentor, grow and develop, and build a cohesive team
5. Home-Based Office H = Specific example that demonstrates ability to work in a home-based office and ability to successfully manage personal time, organization and achieve goalsM = Broad answer that does not clearly demonstrate ability to work in a home-based office and ability to successfully manage personal time, organization and achieve goalsL = Little to no experience working in a home-based office or the ability to manage personal time, organize and achieve goals
6. Travel H = Road Warrior - Open to travel at 50% or greaterM = Prefers 30% - 50% travel L = Requires less than 30% travel
7. Non-CompeteH = No relevant non-compete or non-disclosure in placeM = Has a peripheral non-compete or non-disclosure in place - could limit some activitiesL = Has a strong relevant non-compete or limiting non-disclosure
Grading Point System:H’s = 4M’s = 3L’s = 2Bonus Points = .5
Now add up the numerical value of each grade and then divide by the total number of grades
Total Points:
Divided by 7 grades =
Avg. Grade:
Connect with us to put our people and process to pro�table use today! 850.983.4777
1 ALIGNING EXPECTATIONSRopella aligns expectations with everyone on the hiring team to ensure we’re partnering e�ciently and e�ectively. We’ve created a 3-step launch approach. Through a comprehensive Intake Interview, we 1) Discuss the hiring process, 2) Evaluate the research needed, and3) Review the overall search strategy to ensure we are all on the same page.
SEARCH PREP QUESTIONNAIREAt the beginning of each search, we conduct a comprehensive Intake Interview with the hiring team to ensure Ropella fully understands the most e�ective way to present your opportunity. This includes questions about cultural dynamics, management style and the MUST HAVES for each search. We’ll also evaluate your position description, looking for potential improvements. We then identify the preferred companies and best titles to target to be sure we are focusing on the most e�ective recruiting paths.
OPPORTUNITY MARKETING PIECE Once we understand your search, our team designs an Opportunity Marketing Piece, custom created for your speci�c opportunity, used to attract the best passive candidates. This piece is a comprehensive 6 to 12-page pitch book, �lled with what’s exciting about your organization your products and their markets, as well as a description of your culture and even yourmanagement style. It also includes your position description and a thorough overview ofthe location where the position is based.
SKILLS SURVEYWe create a custom skills and experiences application based on the MUST HAVES for your opportunity. This helps us identify and select for submission the most quali�ed A and B candidates that meet all your parameters. The C candidates are set aside.
SCORECARDWe thoughtfully score all candidates as we move through the screening and interview process. In order to help you make the right hire, we assess based on skills and experience, cultural dynamics, management style, compensation and relocation �t.
PERFORMANCE STANDARDS ASSESSMENT We can dive deep and assess past performance as well as corporate and team cultural �t with a variety of personality, communications and leadership style pro�ling tools. We also o�er pre-hire, function speci�c assessment tools, as well as on the job testing exercises.
STAGE 1 | SMART STRATEGY & LAUNCH
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The SMART Search System® has revolutionized hiring in the same way Six Sigma revolutionized manufacturing. We've invested more than 30 years researching best practices, developing our own tools and continuously improving our SMART Search System® . We provide our clients precise and predictable hiring results unparalleled in the search industry.
“LIKE SIX SIGMA FOR EXECUTIVE SEARCH”
®
Through Global Talent Discovery, Assessment & Connection
Real. Expert. Advice. With over 30 years of recognized search experience, Patrick Ropella knows how to �nd and recruit the right talent.
Patrick, Thank you for all that you and Ropella do for Dow. The processes and systems you have applied (from The Right Hire) while working with Dow have proved very valuable over many years of service.
Andrew Liveris, Chairman and CEO, Dow Chemical
Patrick Ropella's current book, The Right Hire, gives us proven principles and focused strategies to identify, attract, motivate and measure talent in any �eld. If you need relief fast, read and put into practice what's in this book.
Gerry Roche, Sr. Chairman, Heidrick & Struggles
®
RECRUITINGWe run comprehensive recruiting campaigns to source, target and recruit the right candidates. We then submit the best candidates and schedule interviews as we help cultivate relationships between our clients and candidates.
INTERVIEWSWhile you’re interviewing and evaluating your �rst slate of candidates, Ropella continues to recruit, building an additional slate of optional candidates, so we don’t lose momentum and experience unnecessary time delays. We also use SPARK HIRE video interviews to improve assessment.
CANDIDATE INTERVIEW DEBRIEFAfter each interview, we debrief with each candidate to ensure the opportunity continues to be the right �t for their career.
HIRING TEAM DEBRIEF After each interview, we debrief with the hiring team to discuss each candidate as we continue to move through the interview and �nal selection stages.
REFERENCES & BACKGROUND CHECKS We o�er a variety of reference checking options. CHECKSTER is a unique and highly productive web-based tool we prefer to use on most searches.
COMPENSATION BENEFITS & RELOCATION ASSESSMENT Our proprietary Compensation Comparison Calculator merges the variety of complex compensation factors into one document. This allows for easy comparison of current and competing o�ers, to ensure you don't lose the perfect candidate to any competitor.
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STAGE 2 | SMART RECRUITING & INTERVIEWING
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STAGE 3 | SMART HIRING & ONBOARDING
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Compensation Calculator
Offer Recommendation OverviewOffer Recommendation OverviewThis chart compares Offer A (outlined on the next page) to the candidate's current compensation package.
Green indicates areas in which the offer would improve the candidate's position.
Red indicates areas in which the offer does not meet the candidate's current compensation package.
Blue indicates areas in which the offer and the candidate's current compensation package are the same.
Annual Base Salary +12%
Bonus +100%
401K Equal Equal
Medical Insurance (Out-of-Pocket)
+157%
Paid Time Off Equal Equal
�Candidates Current Compensation & Benefits
Offer & AcceptanceOffer & AcceptanceStrategyStrategy
SalarySalaryScenariosScenarios DetailsDetails
A) Salary negotiator can accepton candidate's behalf
$145,000 MacDermid offers a base of $145,000 and 4 weeks of vacation. An offersalary of $145,000 equates to a 12.5% increase over Steve's current salary.A package at this level would get an immediate acceptance from Steve, andwe can go ahead and set a start date.
B) Salary that would still beconsidered viable
$140,000 MacDermid offers a salary of $140,000 and 4 weeks of vacation. An offersalary of $140,000 equates to a 8.5% increase over Steve's current salary. Apackage at this level would still be attractive to Steve, and still showsMacDermid's commitment.
C) Salary candidate will likely walkaway from
$135,000 MacDermid offers an absolute minimum salary of $135,000 and 4 weeks ofvacation. An offer salary of $135,000 equates to a 4.5% increase overSteve's current salary. A package like this would have Steve askingquestions about MacDermid's interest in him.
Notes About Offer RecommendationNotes About Offer Recommendation
Cost of Living
The Ropella Group | 850.983.4777 | ropella.com