Hepburn - Business Development Manager - Johannesburg, GP, South Africa

Mark Hepburn

Johannesburg, GP, South Africa

Services

Business Development Manager

Summary:

Thanks to an extensive network of contacts from around the globe, from a business perspective, along with my technical and commercial sales and negotiation abilities, I have managed to grow the organisations that I have worked for from not only a profitability perspective but also from an image perspective in addition to the securing of complimentary agency and product distribution arrangements with global manufacturers of materials.

Work History

Managing Director/ Business Development Manager

International Chemical Distribution Organisation

February 2007 - July 2013

Managing Director/ Business Development Manager

IMCD SA

February 2007 - July 2013

I have been actively involved during my time at National Chemical Products, Taeuber & Corssen Chemicals and IMCD, in the technical & commercial sales and distribution from local and overseas Principals to clients in the Food, Dairy & Beverage, Coatings ( paint, adhesive and Tile adhesive/ construction), rubber, detergents, personal care and Plastics and Lubricants Industries.

I have also been active in the management of the sales teams and business units/ divisions, culminating in me attaining the Sales Director position at T& C Chemicals, followed by the Managing Director and Business Development position at IMCD.

Unfortunately due to the acquisition of a larger chemical distributor by IMCD, a subsequent reorganisation has taken place, resulting in a retrenchment process, in which I was involved.
I am therefore available immediately and have no restraints whatsoever. I am eager to add value to an organisation and I enjoy challenges.

Monthly and daily exercise to ensure on-going Business Development plan

Up to December 2012

• Achieving sales growth from R20 million to R320 million (excluding Chemimpo acquisition) between 2006 and December 2012 - organic and acquisition growth
• Constantly involved in a Market mapping exercise together with market surveys to gain high level of market intelligence.
• Monthly and daily exercise to ensure on-going Business Development plan.
• Technical and Commercial visits to Key Accounts, joint visits with Sales personnel
• Key negotiations addressed at all annual tender clients.
• Business Review presentations, company presentations, Budget presentations and negotiations, company capability presentations and negotiations with all overseas suppliers/ principals.
• Involved actively in all the Due Diligence exercises and company integrations. Major experience gained from these opportunities

Sales Director

Appointment to

June 2003 - February 2007

Sales Director of the T&C Company in 2003
• Responsible for the Specialty, Food Ingredients and Hercules Paper & Pulp Divisions. In addition responsible for the Logistical Department and the Administrative processes and the supervision thereof for the entire company

Divisional Manager

Promotion to

November 1995 - June 2003

Divisional Manager in 1995 at T&C (Taeuber & Corssen) Chemicals, after only 6 years
• Responsible for the management of the entire Chemical Technical & Commercial sales and distribution operation within the company

Industry Manager

July 1994 - November 1995

Responsible for the technical and commercial sales and organic growth of all industries within the T&C Chemical portfolio. Portfolio value of R30 million/ annum.

Product Manager

T&C Chemicals

Up to July 1994

Responsible for the Cosmetic, Personal care, Food,Dairy and Beverage, Detergent, Rubber and Coatings Principals/Suppliers products/clients.
• Responsible for technical and commercial sales to all clients.
• Responsible for organic growth of the portfolios.
• Focus on sourcing & securing new complimentary Products and Principals from around the world.

Sales Director / Divisional Manager / Product Manager / Industry Manager / Sales Representative

Taeuber & Corssen Chemicals

August 1989 - February 2007

(T&C) (South African Chemical Distribution Organisation) Sales Director / Divisional Manager / Product Manager / Industry Manager / Sales Representative August 1989 - Feb 2007
National Chemical Products(One of the Largest South African Chemical Manufacturers at the time + Interchem Chem. Distribution)
Chemical Sales Representative

Jun 1985 - July 1989

Sales Director / Divisional Manager / Product Manager

Taeuber & Corssen Chemicals

August 1989 - February 2007

(T&C) (South African Chemical Distribution Organisation)
DATE: June 2003 - February 2007
TITLE: Sales Director / Divisional Manager / Product Manager / Industry Manager / Sales Representative
Reason for leaving: Approached by IMCD for Managing Director position.
ROLES & RESPONSIBILITIES:

Sales Representative

Responsible for the Personal Care and cosmetic portfolio from inception
• Succeeded in growing the portfolio from R2OK GP/ annum to R1,5 million GP in the space of 2 years with focus on the TH.Goldschmidt portfolio of products

Chemical Sales Representative

National Chemical Products

June 1985 - June 1989

(One of the Largest South African Chemical Manufacturers at the time + Interchem Chem. Distribution)
DATE: June 1985 - June 1989
TITLE: Chemical Sales Representative
Reason for leaving: Headhunted

ROLES & RESPONSIBILITIES:
• Responsible for technical and commercial sales of chemical raws from the locally manufactured product groups as well as the introduction and maintenance of an imported range of materials from BP Chemicals for the Interchem Trading Division, within NCP
• Main industry focus was the Paint, Adhesive, Cleaning and Detergent Industries
• Initially employed to market and sell the Upington Salt Works products into the Retail & Industrial sectors.


COMPANY: Reckitt Toiletries
DATE: June 1981 - June 1985
TITLE: FMCG Sales Representative
Reason for leaving: Headhunted

ROLES & RESPONSIBILITIES:
• Responsible for calling on the retail and wholesale outlets to promote the company range of products
• Promoted to National accounts supervisor responsible for establishing quarterly deals with key accounts such as Checkers, Pick & Pay etc


COMPANY: Afrox- African Oxygen
DATE: June 1978 - May 1981
TITLE: Sales Representative- Welding Consumables
Reason for leaving: Approached for a better opportunity

ROLES & RESPONSIBILITIES:
• Initially responsible for the sale of home welding kits
• Promoted to Heavy Welding consumables- to industrial users


DATE: June 1976 - May 1978
TITLE: Military Service


Hobbies/ Interests/ Sporting Achievements:
Completed 5 Comrades Marathons/ 3 Two Oceans and numerous standard marathons.

Transvaal Colours for Football from U/10 to U/18.
Gauteng Colours for Football for Vets League.

Coached Football sides for Robertsham F.C., Balfour Park F.C. ,
Currently Coaching a senior team at Sporting F.C.


Date 28th June, 2013

FMCG Sales Representative

Reckitt Toiletries

June 1981 - June 1985

Sales Representative- Welding Consumables

Afrox- African Oxygen

June 1977 - May 1981

Becoming Managing Director

IMCD SA

in February, 2007
• Instrumental in the acquisition of T&C Chemicals and the integration of both Solvadis and T&C Chemicals into the IMCD fold in March 2007
• Instrumental in further acquisitions of Siloxane, Ethnichem and Chemimpo into IMCD SA in 2008, 2011 and 2013 respectively
• Living Strategy Document for the organisation with quarterly review implemented and changes executed.
• Necessary organisational restructuring.

Projects

Acquisition & Integration

During my time at IMCD and T&C Chemicals, I was responsible for the identification of suitable acquistion targets, followed by the top level negotiation around their acquisition. This was followed by the successful integration and strategic path which had to be implemented once the sale was concluded.
I successfully carried out such an exercise on 4 occassions which assisted IMCD to grow from R20 million to R320 million turnover from 2007- end December 2012.

Qualifications & Certifications

Executive Management Programme

UCT Graduate School of Business

MAP 29- Management Advancement Programme

Wits Business School

Marketing Management

Wits Business School

Marist Brothers College

Skillpages has been acquired by Bark.com!

Bark.com is pioneering the way people find local services. Skillpages is the world’s premier directory of service providers.

Find out more


Supported Countries
Choose your country

×