cosmetic & personal care ingredients · chemical or process advocacy, regulatory, testing,...

850-983-4777 | www.ropella.co m

Cosmetic& Personal CareIngredientsCase Study:Includes:

Opportunity Marketing PieceSkills SurveyCandidate Scorecard Contact:Jeff Bennett

VP of Client Services

850.983.4871

[email protected]

ROPELLAG R O W I N G G R E A T C O M P A N I E S

TM

8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com

COMPANY

SOCMAPOSITION

Director of Member Recruitment & RetentionLOCATION

Northeast, Home-Based Office orWashington D.C. Corporate Office

For more information contact:

Robbie Ropella

President, Executive Search

Ropella

850-983-4883

[email protected]

http://ropella.com/toc.htm

mailto:[email protected]

SOCMA Director of Member Recruitment & Retention 2

Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com

SOCMAAbout the company

SOCMA, the Society of Chemical Manufacturers and Affiliates, Inc., is the only U.S. based trade association dedicated solely to the batch, custom and specialty chemical industry. From its office in Washington, DC, SOCMA advocates on behalf of the batch, custom and specialty chemical industry for U.S. laws and regulations that affect our members’ competitiveness and bottom line.

SOCMA is, first and foremost, its members. Since 1921, we have represented a diverse membership of small, medium and large chemical companies, making us the leading authority on this sector. Our member companies are located around the world and encompass every segment of the industry. They play an indispensable role in the global chemical industry by producing intermediates, specialty chemicals and ingredients used to develop a wide range of commercial and consumer products. These products are essential to the life, health and well-being of people everywhere.

SOCMA supports the industry with programs that maximize commercial and networking opportunities, increase public confidence and influence the passage of rational laws and regulations. In 1977, SOCMA’s Association Management Services was formed to address specific chemical or process advocacy, regulatory, testing, stewardship, or technical issues that are of interest to a particular sector of the chemical industry. In 1984, the Informex® trade show was launched and in 2005, SOCMA established ChemStewards®, an environmental, health, safety and security program designed for our unique sector to help facilities optimize performance, save money and enhance their roles as good corporate citizens.

Prior to 2009, SOCMA was known as the Synthetic Organic Chemical Manufacturers Association, and was dedicated exclusively to the needs of the organic specialty chemical sector. Our new name formally expands the scope of SOCMA’s activity and broadens our appeal to be more

Company Information

More Information:

www.socma.com

http://www.kochind.com

http://socma.com/



More Information:

www.informex.com

inclusive of inorganic producers and biotechnology companies. SOCMA firmly believes that the inorganic and biotech sectors will benefit from the same programs and services that have served the organic sector effectively over the years.

INFORMEX

Informex is the premier trade show event for the fine and performance chemical industry. It started off as a table top exhibition over 28 years ago and has now grown into a full blown four day global exhibition catering to the specialty chemical products and ingredients market.

Informex is returning to New Orleans in 2012 to once again offer exhibitors and attendees a direct view of what is happening domestically and internationally across the key players in fine and specialty chemical companies. The exhibition format is complemented by a comprehensive world-class program of learning sessions, conference and networking events. Throughout the four days of the event, Informex is able to offer an unparalleled opportunity to make business connections with leaders in established and emerging Pharma markets, the cosmetics/personal care industry, the biopharma sector, agrochemical manufacturers, plastics/polymers professionals, branded Pharma and generics and mid-sized specialty Pharma companies.

During the planning of Informex, every detail is taken into consideration. Informex also offers a full program of world-class conferences, educational sessions and networking opportunities that are available throughout the event as a complement to the exhibitions. The end result is a one-stop destination for SOCMA members’ business and learning needs in the fine and specialty chemicals and pharma markets.

Mission and Vision

SOCMA speaks for and serves batch, custom and specialty chemical companies which make products essential to the life, health and well-being of people everywhere. SOCMA achieves its mission by:

§ Accelerating the potential for member growth and strengthening the members’ business and operations

§ Increasing public confidence in the chemical industry

§ Positively influencing the passage of rational laws and regulations


http://www.informex.com/



Larry Sloan, President & CEOLarry Sloan is currently President and CEO of the Society of Chemical Manufactures and Affiliates, the leading trade association serving small and mid-sized batch, custom and specialty chemical manufacturers. In this capacity, he focuses SOCMA’s efforts on increasing public confidence in this industry sector, championing the passage of rational laws and regulations, and maximizing business opportunities for all SOCMA member companies.

Prior to joining SOCMA, Larry served as President of the Adhesive and Sealant Council from January 2005 to February 2010. Larry joined the Council in 2001 as Director Member Services, and was promoted to Senior Director in 2004. During his tenure, he spearheaded many new projects, including the launch of web-based training and a variety of initiatives designed to help grow the adhesives industry. Notable projects include the development and launch of a new website to educate product designers, engineers, architects and college engineering students about the benefits and value of using adhesives and sealants in modern design and assembly. Another is the creation of a new adhesive CAD symbol to facilitate the use of adhesives in engineering drawings.

Larry began his career as a chemical engineer at Air Products & Chemicals in Allentown, PA and later worked for Nalco Chemical Company in Naperville, IL in marketing, manufacturing and later sales capacities. Following this, he worked as a manufacturers’ representative in his family’s business. Larry entered the nonprofit sector in 2000 as Director Membership for the Consumer Specialty Products Association, a trade association of companies in the chemically formulated products industry, before moving to the ASC the following year.

Larry graduated magna cum laude from the University of Pennsylvania with a Bachelor of Science in Chemical Engineering. Later he returned to J.L. Kellogg Graduate School of Management at Northwestern University where he received his Masters of Management and graduated with honors.

In 2006, Larry received his Certified Association Executive (CAE) designation through the American Society of Association Executives. He is actively involved in the NAM’s Council of Manufacturing Associations, and in 2012 was elected to serve as Council Board Chair.

Larry resides in Washington, DC and has one daughter. His interests include fitness, traveling, reading, foreign languages and cooking.

Hiring Manager




Director, Member Recruitment & RetentionRole and ResponsibilitiesThis position is primarily responsible for the overall recruitment, retention and sales strategies related to membership. Develops, manages and aggressively executes these strategies to builds strong, long-lasting relationships with prospects to grow the membership. Position also identifies, implements and supports member retention initiatives, solidifying the organizations revenue stream. This position works with SOCMA’s President, Leadership, BoG and other key players as necessary, to understand SOCMA’s value proposition, programs and services, in order to articulate the organization’s position to both current and future members.

§ Increase membership revenue by developing and executing sales strategies. Makes outbound sales calls as necessary to generate and follow-up on leads. Travels to prospective member companies, meets with key decision makers, and learns their business to create successful sales outcomes.

§ Works closely with marketing personnel to analyze market data to develop target lists.

§ To aide in sales efforts, works with all departments to ensure that promotional materials are accurate and updated regularly, by recommending and providing input based on sales strategies and feedback provided in the field.

§ Creates as necessary and communicates information, including membership, statistical and dues reports, both formally and informally, to respective audiences via internal meetings and Board of Governors meetings.

§ Uses positional authority and discretion to negotiate terms with prospective and/or at risk members

§ Supports member retention strategies; visits at-risk member companies and/or the general membership, communicates SOCMA’s value proposition, programs and services, accepts feedback, and makes recommendations to senior leadership to continuously create and maintain value for SOCMA’s member companies

§ Works closely with the ChemStewards department to ensure that members and prospective members understand the obligation of the ChemStewards program.

Position Information




§ Interfaces with SOCMA’s member database; ensures company contacts and information is accurate and up to date by working with database management personnel.

§ Up to 40% travel required to prospective and current member company, industry events, tradeshows, and outreach functions for recruitment and retention purposes.

Knowledge, Skills, and Abilities

§ Skilled with excellent organizational, problem-solving and business skills, especially in the areas of sales strategies and communication.

§ Ability to be a strategic thinker who can create consensus.

§ Ability to have excellent relationship-building skills.

§ Ability to research, collect and analyze data in order to recognize trends and make sound recommendations. Ability to successfully forecast both short and long-term as it relates to the various trends.

§ Ability to exercise strong judgment in analysis, appraisal, evaluation and problem solving of a complex procedural, organizational, administrative or technical nature.

§ Synergize with fellow team members to maximize member potential.

§ Proficiency with Microsoft Office software including (Word, PowerPoint, Excel), database, internet.

§ Excellent communication and presentation skills required.

Education and Experience§ Bachelor’s degree in Business, Communications, Marketing, or related

area. M.B.A. or M.S. preferred. Qualified years of experience can be substituted for degree.

§ Minimum ten years of relevant experience in developing, managing and executing sales strategies. Experience in corporate membership recruitment/retention with the ability to successfully promote program products and services to members.

§ Proven track record of growing strong client relationship bases.

§ Knowledge of chemical trade industry association membership strongly preferred.




Location Information Washington D.C.Home to the Washington Monument, The White House, and the Lincoln Memorial, Washington, DC is rightfully known as the center of all things political in the United States. With 600,000 people residing in Washington, DC, this city offers more than just its government affairs. Washington DC is rich in culture, shopping, sports, and education.

From boutiques to nationally-known retail stores you can find anything you need or want in DC. Some of the best know shopping centers are Capitol/Barracks Row, which offers familiar stores like Victoria’s Secret, The Body Shop, Ann Taylor and Nine West, Chevy Chase & Friendship Heights where you’ll find exclusive boutiques like Jimmy Choo, Max Mara, Gucci and Tiffany, etc.

If shopping is not your scene, take a peek at the art galleries, museums, and monuments throughout the city. The Smithsonian Institution is an educational foundation chartered by Congress in 1846 that maintains most of the nation’s official museums and galleries in Washington, DC. There are many private art museums in the District of Columbia, which house major collections and exhibits open to the public such as: the National Museum of Women in the Arts; the Corcoran Gallery of Art, the largest private museum in Washington; and The Phillips Collection in Dupont Circle, the first museum of modern art in the United States

Have a seat and watch the various performances that Washington, DC has to offer. The John F. Kennedy Center for the Performing Arts is home to the National Symphony Orchestra, the Washington National Opera, and the Washington Ballet. The U Street Corridor in Northwest DC”, is home to institutions like Bohemian Caverns and the Lincoln Theatre, which hosted music legends such as Washington-native Duke Ellington, John Coltrane, and Miles Davis. Institutions such as Arena Stage, the Shakespeare Theatre Company, and the Studio Theatre feature classic works and new American plays.

Washington, DC is home to five major professional men’s teams and two women’s professional sports teams. The Washington Wizards (National Basketball Association) and the Washington Capitals (National Hockey League) both play at the Verizon Center in Chinatown. Several other teams play at stadiums nearby.

District of Columbia Public Schools (DCPS) operates the city’s public school system, which consists of 167 schools and learning centers. If it is higher education you seek, many notable private universities are located in Washington, including George Washington University (GW), Georgetown University (GU), American University (AU), and others.Washington DC has the best of everything!




Location LinksArea LinksVisit Washington DC www.washington.org

The District www.thedistrict.com

Activities, Arts, & EntertainmentThe Smithsonian www.si.edu

National Symphony Orchestra www.kennedy-center.org/nso

The Phillips Collection www.phillipscollection.org

NewsThe Washingon Post www.washingtonpost.com

Washington Business Journal www.washington.bizjournals.com

SportsWashington Redskins www.redskins.com

Washington Mystics www.wnba.com/mystics

EducationJohns Hopkins University www.sais-jhu.edu

D.C. Public Schools www.columbia.k12.mo.us

Real EstateWashington DC Real Estate www.househunt.com/washington-dc

Washington D.C.


http://washington.org/

http://www.thedistrict.com/

http://www.si.edu/

http://www.kennedy-center.org/nso/

http://www.phillipscollection.org/

http://www.washingtonpost.com/

http://washington.bizjournals.com/washington/

http://www.redskins.com/gen/index.jsp

http://www.wnba.com/mystics/renewal_splash.html

http://www.sais-jhu.edu/

http://www.columbia.k12.mo.us/

http://www.househunt.com/washington-dc/

http://www.househunt.com/washington-dc/



For more information contact:

Robbie Ropella

President, Executive Search

Ropella

850-983-4883

[email protected]

If you have open positions in your organization, give us a call and put our people and our process

to work for you.

ROPELLAG R O W I N G G R E A T C O M P A N I E S

TM

8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com


mailto:[email protected]

http://ropella.com/toc.htm

Skills Survey for: Director of Member Recruitment and Retention Please type your answers in blue.

Name: Date: 1. Outline University Degree(s) with date(s):

(Please provide the Name, the Location and the Phone # of each Institution & YOUR BIRTHDATE – so we can conduct degree confirmation check.) Note: This date is required by colleges/universities in degree confirmation checks and will only be used for that purpose. Your birth date will not be supplied to the client.

2. Describe your experience in developing, managing, and executing sales strategies as it

relates to corporate membership recruitment and retention. 3. Describe the most successful selling process you have used. What specialized training have

you been through for developing sales presentation skills? 4. Outline your knowledge of the chemical industry trade association. If any specific

knowledge with the manufacturing supply chain, please describe. 5. Outline your experience analyzing trends and compiling reports with both outside statistical

and internal organizational data to successfully forecast both short and long term member retention.

6. Describe your experience in participating in trade shows and other industry outreach functions.

7. Describe any experience working in a collaborative, teamwork-oriented environment. 8. Describe your experience partnering with marketing and sales personnel to aide in the

development of promotional materials. 9. Describe your level of experience with Microsoft Office software, & PowerPoint. If any

specific experience with databases please describe.

10. What is your comfort level with extensive domestic travel? And…do you have a maximum % level of travel or # of days away from home for work you could sustain?

11. If asked one of the following questions during an interview, how would you answer?

Why are you considering this opportunity? (or) What’s motivated you to consider a job change at this time?

References

Please provide at least three references. The first priority is past bosses, then employees, and then peers.

Example: Bob Smith, currently – VP of Sales at ABC Power 412-123-4567, Email: [email protected]. Was Director of Sales, my direct boss, while I was Sales Manager at ABC Power.

We will NOT contact any references until after completing the

interview process and not without notifying you first.

1) 2) 3)

Our Score Card is a form you complete on every candidate you have now screened as a potential fit. If you can tell that some of the candidates are probably C level in a superficial overview in comparison to others, you set those aside now and grade the rest. The grading sheet 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 A+ candidates are, who the A candidates are, and who the B candidates are.

Candidate Comparison-Scorecard Grade:_____ Grader’s Name:________

Candidate Name: Req#: 001

Client Name: SOCMA Hiring Mgr’s Name:

Position: Director of Member Recruitment and Retention HR Rep’s Name:

Attribute A/B/C Comment 1. Education A = BA or BS in Business, Communications, or Marketing; MBA or MS B = BA or BS in Business, Communications or Marketing C = BA or BS in anything else

2. Exp in developing, managing, and executing sales strategies toward membership recruitment/retention A = Yes, 10+ yrs exp B = Somewhat, 5-10 yrs exp C = None or very little, less than 5 yrs

3. Exp in development of successful sales process; specialized training in sales A = Yes, focused sales process with spec. training B = Somewhat, knowledge of sales process with little training C = Somewhat, knowledge of sales process with no additional training

4. Knowledge of chemical industry trade association and knowledge of mfg supply chain A = Yes B = Somewhat C = None or very little

5. Exp analyzing trends/compiling reports of external and internal data to forecast member retention A = Yes B = Somewhat C = None or very little

Our Score Card is a form you complete on every candidate you have now screened as a potential fit. If you can tell that some of the candidates are probably C level in a superficial overview in comparison to others, you set those aside now and grade the rest. The grading sheet 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 A+ candidates are, who the A candidates are, and who the B candidates are.

6. Exp in collaborative, teamwork-oriented environment A = Yes B = Somewhat C = None or very little

7. Exp partnering with marketing and sales personnel in developing promotional material A = Yes B = Somewhat C = None or very little

8. Exp with MS Office & PowerPoint, databases A = Yes, good example(s) B = Somewhat, needs clarification on example(s) C = None or very little, no depth to answer

9. Comfort level with travel A = Yes, 40% travel or more B = Somewhat, 30 to 40% travel C = No, under 30%

10. Compensation: 70K to 80k with bonus 15-35% A = 70K to 90K B = 90K to 110K C = other

11. Job Changes/Stability Total Number of Job changes: Total number of yrs working: Average number of yrs at each job: A=Avg. yrs = 5-10 B=Avg. yrs = 3-5 C=Avg. yrs >3

Grading Point System: A’s = 4 B’s = 3 C’s = 2 Bonus Points = 1 Now add up the numerical value of each grade and then divide by the total number of grades

Total Points Divided by __ grades = Avg. Grade

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