GLENN GUTKOWSKI

113 Belaire Court

Matawan, NJ 07747
Home: 732-970-5117 gg68ad5a@westpost.net Cell: 201-230-6230

Practical, analytical Senior Sales and Marketing Professional with a demonstrate

d record of successful execution of B2B marketing strategies for color cosmetics
, hair care, skin care, and specialty ingredients in the personal care industry,
a strong technical foundation providing improved claim substantiation, better i
dentification of market benefits and a diverse background in relationship sales
targeting customer lifetime value. Mentor and collaborator able to work across d
epartments to generate success in developing customer centric focus, brand recog
nition, and sales growth. Career highlights include:
* US territory 20% sales increase in the first year, 3 year growth of 36%.
* Improvement in FTR (first time right) production from 52% to 98%.
* Transitioned outsourced service leading to a cost savings of >$180,000.
PROFESSIONAL EXPERIENCE
SENSIENT COSMETIC TECHNOLOGIES, South Plainfield, NJ 2002 - 2010
Director of Marketing - North America (2004 - 2010)
Identify trends, analyze opportunities and sales threats, develop and execute ma
rketing strategy, drive innovation, commercialize new products, develop sales in
itiatives with supporting literature for color cosmetics, hair care, skin care,
specialty ingredients; conduct sales training, give internal / external technolo
gy presentations, organize tradeshows, assign pricing, set safety stock levels.
Supervised a staff of 5 (internal sales, applications, sampling). Leader of prod
uct rationalization / inventory consolidation team, sample room transition team,
and customs team (NAFTA/NON-NAFTA and 10+2 requirements).
* Leader of team that established new guidelines for assigning product market li
nes and market classes producing improved recognition of product lifecycles, pro
duct trends, product line sales and shifts leading to identifying and managing t
he fluctuating forces within our business.
* Leader of inventory team addressing off standard and excess inventory resultin
g in the elimination of >$200K of inventory reserve directly impacting profit (F
Y2008).
* Improved dye production processes at the Century Ave (sister) facility leading
to an improvement in FTR (first time right) production from 52% to 98%, improvi
ng SBU absorption and allowing the recovery of >$75K in off standard product.
* Executed 16 domestic tradeshows designed to increase sales through experientia
l marketing, grow customers, and promote new products. Show presence resulted in
>250 new contacts, over 1000 sample requests (NYSCC 2005 - 09) and significantl
y enhanced brand recognition.
* Project managed the transition of an outsourced sampling service to internal r
esponsibilities leading to a cost saving in excess of $180K (FY2009), improved c
ustomer service, opportunity tracking and sales follow up.
* Generated territory sales growth of 16% (2008) and 8% (2009).
Technical Sales Account Manager - Haircolor / Haircare (2002 - 2004)
Managing day to day customer relationships focusing on customer lifetime value,
maximizing segment growth, sales and profit. Supervised one haircolor technician
in the development of permanent, semipermanent and temporary haircolors.
* Transitioned external Arianor (distributor) business to internal responsibilit
ies leading to improved profitability, improved inventory cost control, and impr
oved customer contact and service.
* Increased US territory business 20% in the first year.
* US territory 3 year sales growth of 36%.

GLENN GUTKOWSKI
Page Two
Home: 732-970-5117 gg68ad5a@westpost.net Cell: 201-230-6230

ESTEE LAUDER COMPANIES, Melville, NY 2001 - 2002

Principal Scientist - Haircolor
Interact with the marketing groups of the 15 Estee Lauder Companies to identify
opportunities, potential product fit, and outlets to introduce and market hairco
lor by EL. This includes managing the development, clinical testing, claims subs
tantiation, piloting and scale up.
JOS. H. LOWENSTEIN & SONS, INC., Brooklyn, NY 2000 - 2001
Technical Representative - Haircolor Lab
Involved in upgrading the capabilities of the staff through mentoring and tutori
ng. Internationally focused to expand sales through technical engagement, direct
ly in Spain, UK, Brazil and Argentina. Domestically focused to expand sales in t
he US and Canada.
* Drove technical development resulting in the commercialization of Unilever's S
unsilk Permanent Haircolor in Argentina and Natura's semipermanent haircolor in
Brazil.
BURKE SPENCER USA INC., Linden, NJ 1999 - 2000
Vice President
Family start up business. Involved in the strategic and financial planning, gene
rating financial projections, day to day accounting, developing marketing plans,
executing marketing strategy including website and advertising, sourcing raw ma
terials, outsourcing manufacturing, purchasing and inventory control, importatio
n of finished goods.
* Developed a business plan that resulted in the investment of >$250K.
* Executed plan that resulted in QVC relationship generating >$60,000 in sales.
* Networked a distribution outlet that incorporated product usage into the regim
en of the National Women's Soccer Team (World Cup Champions 1999).
PRIOR RELEVANT EXPERIENCE
REVLON, INC. Senior Development Chemist
JOS. H. LOWENSTEIN & SONS, INC. Technical Manager
CROMPTON & KNOWLES, INC. Commodities Purchasing/ Office Manager
Production Chemist
EDUCATION
MBA, Finance, Seton Hall University, South Orange, NJ
BS, Chemical Oceanography, Florida Institute of Technology, Melbourne, FL
PROFESSIONAL DEVELOPMENT
Critical Path Strategies: Strategic Account Management
JVS Corporate Services: Project Management, Statistical Process Control, Total Q
uality Management
PATENTS
US#5843193: Hair Dye Compositions and Practice
US#6596035: One Step Method for Simultaneously Coloring and Highlighting Hair
APP# 20070020208: Modified Colorants and Uses of the Same
APP# 20090185984: Colorants Surface Treated with Urethanes and Methods for Makin
g and Using the Same