J. Michael Grivna
6300 Boneta Road
Medina, OH 44256 

Business Development Manager / NA Product Manager / Sales Manager / Corporate
Accounts

Providing broad international direct, manufacturer’s representatives and
distribution channel operating experience of 20+ years to Fortune 500
manufacturers, commodity producers, as well as tier suppliers.  Consistently
advanced to positions of increasing accountability; business development, sales
management, product management, building territories from zero, develop /
maintaining long term relationships.  Marketing across various industries,
product management with P&L responsibility for a $13 million multiple product
line.  50+ C level domestic and international sales / technical presentations
related to products, training, and customer process improvement programs.

Business Development • Sales Management • Division Startup • Negotiations •
Strategic Alliances 
Product Development • Project Management • Budget Forecasting • Strategic
Planning
Client Retention • Staff Development • International Operations

PROFESSIONAL EXPERIENCE

Oil / Water Separation / Recycling, Environmental Manufacturing Company  
Business Development Manager                                                    
                August 2008 to Present
$2 Million private international manufacturer of oil skimming, oil / water
separation, environmental well monitoring, automatic mixing systems, fluid
maintenance and other ancillary products and equipment.  Products marketed
through 19 domestic and 16 international manufacturer’s representatives with a
network of 2,800 industrial distributors.  Identified and developed six new
product programs to increase revenues for 2009 through previously untapped
markets and channels including environmental remediation, chemical management
programs, commercial truck tanker washout facilities, and fuel deck drainage
recovery.  Awarded compensation increase based on goal accomplishments with the
company finishing 2008 16% ahead of 2007.

General Oil Co., Livonia, MI
Business Development Manager                                                    
                                    2003 – 2008
$10 million private Tier One industrial recycled oil supplier of metalworking
fluids, industrial lubricants, waste oil removal, and recycling services. 
Development of corporate contracts, products, product approvals, and technical
services to replace traditional virgin commodities.  Maintained strong long term
relationships with, manufacturers, commodity management organizations and
chemical suppliers.  Awarded General Motors Canadian Powertrain business as a
direct supplier.  Forecasted 2008 sales were on track for $1.6 million.  

QUAKER CHEMICAL CORP., Conshohocken, Pennsylvania                               
               1997- 2002
North American Automotive Product Manager
A $300 million NASDAQ listed global supplier of metalworking fluids and chemical
management services for automotive, industrial and steel sectors.  Managed
automotive product line including price strategies, contribution margin goals,
strategic plan implementation, automotive approvals, customer product /
applications, issue resolution, presentations, training, and support of chemical
management programs.  Consistently promoted to cross functional positions: 
Program Manager, AutoLink Technical Specialist, and continued as Senior Technical
Service Specialist during buy-out transition. 
•	As Product Manager, increased segment sales by 30% to $13 million.
•	Transferred ester technology from Europe to US re-directing target marketing
resulting in this metalworking fluid becoming Quaker’s number one selling coolant
in North America.  Approximately $2.7 million for 2002.

J. Michael Grivna 	Page Two

•	Provided marketing, managerial, and technical support to sales engineers for
new account development outside of “critical success factors” providing $701,400
in additional sales for 2002.  Primarily Japanese transplants.
•	Received two “Best Practices” from Ford Motor Company for process improvements
and cost reductions.  $300,000 first year in single plant while increasing Quaker
cleaner and drawing compound sales by $150,000.
•	Received 28 chemical product approvals by DaimlerChrysler, Ford and GM.
•	Reduced by 50% automotive formulations with development of Core Flagship
products.


MAN-GILL CHEMICAL CO., Cleveland, Ohio	1994-1997
Automotive Sales Manager
A $40 million supplier of metalworking fluids, cleaners, conversion coatings and
process equipment.  Recruited to automotive division to turnaround fluid
management accounts as a product and applications specialist.  Successful
completion resulted in promotion to Automotive Sales Manager managing 5 reports. 
Developed training seminars, manuals, prepared - presented sales proposals,
strategic planning and budget development.
•	Provided $27,000 per month cost savings to Man-Gill within sixty days of
employment by turning around unprofitable managed account to 40% profit margin
while extending contracts length.
•	Developed complete synthetic fluid aluminum machining process for several OEM
accounts encompassing total process of coolant, cleaning, recycling and waste
treatment.  Presented as SME technical paper at IMTS.
•	Awarded system first fill at an international engine components manufacture’s
new plant in Satillo, Mexico.

MONROE FLUID TECHNOLOGY, Hilton, New York	1991-1994
Midwest Sales Manager
Private manufacturer and distributor of metalworking fluids and cleaners sold
globally.  Managed distributors, manufacturer’s representatives and developed
personal direct sales.  Selection and training of focused distributors, developed
marketing plans, trade shows, authored technical literature, and promoted product
development through data driven market intelligence.
•	Secured Ford, GM and Chrysler approvals for coolants and cleaners.
•	Served on corporate contract negotiating team to set up distribution in Japan,
Korea, Taiwan and Indonesia.  On-site, in country involvement with start up of
Asian distributors including training and ongoing sales support.
•	Technical presentation to Indonesian Defense Ministry regarding metalworking
fluid applications and innovations relating to arms manufacturing resulting
additional sales through our distributor.  

EDUCATION
Cuyahoga Community College, Parma, Ohio – Mechanical Engineering
Baldwin Wallace College, Berea, Ohio - Science 
Current – distance learning Economics class through MIT Sloan School

PROFESSIONAL DEVELOPMENT
SME, STLE, SAE, PMA seminars relating to metalworking fluids, tooling, and
forming

Society of Manufacturing Engineers, author / presenter at metalworking seminars

Society of Automotive Engineers, author / presenter technical papers

Kepner Tregoe Project Management       Honda 5 P Problem Solving

Value Proposition        Negotiation       Sales Management