market niche cosmetic & personal care · pdf file · 2016-08-17cosmetic &...

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

Cosmetic & PersonalCare Ingredients

MARKET NICHE

POSITIONS NICHE

Sales

ManagerJOB TITLE

CLIENT

CASE STUDY:

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

Aceto CorporationPOSITION

Account Manager Cosmetics and Personal CareLOCATION

Home Based Office

For more information contact:

Robbie Ropella

President - Executive Search

Ropella

850.983.4883

[email protected]

Aceto Corporate HeadquartersPort Washington, NY

http://www.ropella.com

Aceto Corporation

Account Manager - Cosmetics and Personal Care2

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

Aceto CorporationThe Aceto Corporation, founded in 1947, is a global leader in the marketing, sales and distribution of human health products, pharmaceutical ingredients, and performance chemicals.

Aceto functions as a virtual manufacturing company, distributing more than 1,100 chemical compounds used primarily as raw materials or finished products. The company has business operations in nine countries which enables them to source and supply quality products on a global scale. Aceto sources more than two-thirds of its products from approximately 700 companies throughout Asia.

One of Aceto’s strengths is their strategic relationship with manufacturers of pharmaceutical, nutraceutical, agricultural and specialty chemical products in the United States and internationally. These relationships serve as a valuable resource to Aceto customers as it enables the customers to procure vital chemical based products necessary for their diverse, complex, and proprietary applications.

The company’s strong global technical network differentiates Aceto from commodity distribution companies. Aceto’s regional managers in the United States, Europe and Asia, allow them to provide regulatory support and quality assurance for customers and suppliers worldwide. Aceto’s regulatory network ensures

that the product quality is manufactured to required standards and conforms to customer specifications for its intended end use.

Aceto’s highly experienced staff, one-third of whom are technically trained, enable the company to meet individual customer needs. The company’s marketing, sales, regulatory and technical professionals possess an intimate knowledge of global sources of supply and product applications, as well as regulatory and technical requirements. Many of Aceto’s employees are respected leaders in their industry, bringing 25 or more years of experience to customer applications. This longevity and experience has cultivated confidence and loyalty among Aceto’s customers and suppliers.

More Information:

www.aceto.com

Company Information


http://www.aceto.com/

Aceto Corporation



Aceto partners with customers during the product development process, creating new applications for existing products, as well as new product sourcing opportunities. The company offers solutions for product and production challenges, while assisting with quality assurance, government approvals, and regulatory compliance. All of these value-added services allow Aceto’s customers to be more responsive to their end use customers and more competitive in the global marketplace.

Product Information ProductsAceto offers products from three business segments: Human Health, Pharmaceutical Ingredients and Performance Chemicals.

Human HealthThe Human Health segment of Aceto offers products in two product groups: Finished dosage form generics and nutritionals.

In December 2010, Aceto acquired Rising Pharmaceuticals, Inc. , a finished dosage form marketing and distribution company with 40 years of experience in the U.S. generics business. This acquisition provides Aceto with a platform for growth in the pharmaceutical industry. Aceto provides customers and suppliers

additional opportunities to penetrate the end user segment of the pharmaceutical market.

Aceto also supplies the raw materials used in the production of nutritional and packaged dietary supplements, including vitamins, amino acids, iron compounds and biochemicals used in pharmaceutical and nutraceutical preparations. Aceto operates its health ingredients segment out of Aceto Health Ingredients GmbH in Germany.

Pharmaceutical IngredientsThe two product groups in Aceto’s Pharmaceutical Ingredients segment include Pharmaceutical Intermediates and Active Pharmaceutical Ingredients (APIs).

The use of generic drugs has grown tremendously over the years and so has Aceto’s presence in this market,


Aceto Corporation



both domestically and internationally. Aceto supplies APIs to all of the major generic drug companies and these companies view Aceto as a valuable partner in their effort to produce and market generic drugs. The company also supplies pharmaceutical intermediates and other critical components of all drugs, whether they are currently on the market or undergoing clinical trials.

Performance ChemicalsAceto’s Performance Chemicals segment is composed of two product groups: Specialty Chemicals and Agriculture Protection Products.

Aceto is a major supplier to several different industrial segments that require outstanding performance from raw materials and additives. The company provides chemicals that make plastics, surface coatings, textiles, fuels and lubricants perform to their designed capabilities. The additive specialty products they offer include antioxidants, photo initiators,

catalysts, curatives, brighteners and adhesion promoters.

Aceto also supplies chemicals to eco-friendly technologies and products. Such products include UV photo initiators which allow inks and coatings to be cured by UV light instead of solvents, as well as curing agents and optical brighteners for non-solvent powder coatings. These technologies protect and enhance the world’s ecology and Aceto is proud to be a part of such efforts.

The company provides specialty chemicals for use in the food, beverage, technology and fragrance industries. Aceto’s raw materials are used in sophisticated technology products, such as high-end electronic parts and binders for specialized rocket fuels. They are a leader in the supply of diazos and couplers to the paper and film industries. Specific end uses for these products include microfilm, blueprints and photo tooling of printed circuit boards.

The colorant industry manufactures a wide assortment of products and Aceto is the supplier of choice for these producers. From textiles and plastics to inks and paints, their specialty organic colorant intermediates allow manufacturers to develop an endless color palette.


Aceto Corporation



Applications for Aceto’s organic intermediates include:

� Color pigments for vibrant printing inks used in flexible packaging.

� Automotive, industrial and residential coatings.

� Dyes for colorful textiles for both natural and synthetic fibers.

� Color photography and papers.

� FDA-approved colorants for foods and pharmaceuticals.

� High quality agrochemicals.

The agricultural world is dependent on a large variety of deterrent and enhancement products and Aceto has become a valued partner to the global generic agricultural industry by providing superior quality products. One of Aceto’s most widely used agricultural protection products is a sprout inhibitor that extends the storage life of potatoes. The products they supply include herbicides, fungicides and insecticides.

Aceto works with the large agrochemical distributors to provide alternate sources for key products. Utilizing their global sourcing and regulatory capabilities, Aceto can identify and qualify manufacturers either producing a product, or with knowledge of the chemistry necessary to produce a product, and then file an application with the U.S. EPA for a product registration. Aceto has an ongoing working relationship with manufacturers in China and India to determine which of the non-patented, or generic, agricultural protection products they produce can be effectively marketed in the Western world.

Over the past several years, Aceto has successfully brought numerous products to market and have several additional products currently under review at the U.S. EPA for registration. In addition, Aceto has a strong pipeline, which includes future additions to their product portfolio. The combination of their global sourcing and regulatory capabilities makes the generic agricultural market a valuable niche for Aceto and they will continue to offer new product additions in this market as they move forward.


Aceto Corporation



Division Information Personal Care & CosmeticsAnother facet of Aceto’s business is the distribution of cosmetics, personal care and cosmeceutical ingredients. Some of these high quality raw products include emulsifiers, dyes, bases for micro-emulsions, emollients, dispersers, solubizers, thickeners, fruit and

plant extracts, actives, physical UV-filters, perfumes and more. Aceto works with their customers to provide new uses and applications for their portfolio of products and will ensure product quality throughout the entire process.

In 2013, Aceto Corporation acquired Inter’actifs, a cosmetic and personal care ingredients and products distributor based in France. Inter’actifs has now become the face of Aceto’s Cosmetic division.

With Inter’actifs’ acquisition Aceto has gained a portfolio of over 400 exclusive cosmetic ingredients and partnerships with some of Europe’s most recognizable and high profile cosmetic brands. Inter’actifs’ quality management system is ISO 9001:2000 certified and Aceto has expanded upon that system with their comprehensive global technical network to ensure quality and regulatory consistency from supplier to end product.

Inter’actifs and Aceto are continuously updating their catalog with new and promising substances and products from varied sources: plant-derived molecules, biotechnology, synthesis, pharmacopoeias of cultures around the world, organic farming, and many more sources.


Aceto Corporation



Cecile Nayl, Global Director - Cosmetics & Personal CareCecile Nayl has been the Global Director for Cosmetics and Personal Care ingredients at the Aceto Corporation since December 2013.

In December 2013, her company Inter’actifs, a French distributor of products to the cosmetic and personal care industries, was acquired by the Aceto Corporation. Inter’actifs is now Aceto’s face to the cosmetics and personal care industries on a global basis. It operates within Aceto’s Performance Chemicals business unit.

Cecile Nayl founded Inter’actifs in 2002, and developed its activities in Europe. Major successes and partnerships were had with Henkel, L’Oreal, Lancaster, ISDIN, Oriflame, Lauder, Dior, Reckitt, Clarins, Chanel, and more.

Prior to founding Inter’actifs, Ms. Nayl held many management and sales positions at leading cosmetic and nutritional ingredient companies, including ROVI Cosmetics and SECMA Biotechnologies.

Cecile Nayl holds an MBA from the University of Nantes and a Masters Degree in Chemistry.

Cecile Nayl is a member of the Society of Cosmetic Chemists, the “Société Française de Cosmétologie” and the CEW (Cosmetic Executive Women).

Hiring Manager


Aceto Corporation



Account Manager - Cosmetics & Personal CareRoleThis position will manage a portfolio of customers, products, and suppliers. The candidate will be responsible for business development as well as maintaining relationships with existing customers.

Responsibilities � Drive business development in designated country/region.

� Visit customers often enough to develop close working relationships.

� Work closely with global cosmetics team to target customers and sales strategy.

� Prepare annual forecast for portfolio of products and other forecasts as needed.

� Seek ways to increase growth above normal organic growth.

� Must be able to communicate with commerce/purchasing/technical/regulatory groups at both customers and manufactures.

� Identify development projects from idea to development phase, and eventual commercialization.

� Work closely with both corporate, regulatory and pharma regulatory departments globally, and traffic department, to be sure products meet all applicable laws: REACH, FDA, DEA, DOT, etc.

Qualifications � BA/BS Degree or higher in chemistry, life sciences, or related

disciplines with a minimum of 5 years of related cosmetic/personal care sales experience.

� Previous business development or sales experience with established networks.

� Formulation experience preferred.

� Strong computer and analytical skills.

� Demonstrated project management and organization skills.

Position Information


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

For more information contact:

Robbie Ropella

President - Executive Search

Ropella

850.983.4883

[email protected]


Skill Survey Account Manager Personal Care and Cosmetics

Name: Date:

1. Outline University Degree(s): (Please provide the Name, the Location, and the Phone Number of each Institution)

2. What is your total number of years in sales roles involving specialty ingredients and/or semi-commodities? Which chemical products/lines have you sold the most often and/or had the most success selling?

3. Outline the territories that you cover or have covered while in chemical sales.

4. Describe your greatest success to date in sales or territory growth and expansion. What do you feel was the key factor in that success?

5. Outline your experience in sales or business development roles focused on the personal care and cosmetics industry.

6. Describe your expertise, including years' experience selling specialty additives directly to research and development teams within personal care companies.

7. Share your technical experience and understanding of personal care and cosmetics additives. Where did you acquire this technical acumen (ie. university, spent time in product development/on the bench, etc..)?

8. Provide an overview of the major personal care customers with whom you have the most experience. (ie: Avon, Estee Lauder, L'Oreal, etc). At what level and function are the majority of your connections within these companies?

9. Share an example that demonstrates your ability to drive sales and significantly increase the customer base and/or market penetration of your product line.

10. What is your comfort level with travel? Do you have a maximum % level of travel or # of days/week away from home that you could sustain?

11. Tell us about any non-compete and/or employer restrictions that you may have. Please provide these documents for our review.

12. 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 past bosses, then employees, then peers.

Example: Bob Smith, currently - Business Director at ABC Corporation 412-123-4567, Email: [email protected]. Was Business Director, my direct boss, while I was a Manager at ABC Corporation.

We will NOT contact any references until after completing the

interview process and not without notifying you first.

1) 2) 3)

4) 5) 6)

Our Candidate Scorecard 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 grading sheet process you can be pretty sure who the A plus candidates are, who the A candidates are,

and who the B candidates are. Then we focus on scheduling for the A’s.

Candidate Comparison-Scorecard Grader's Name:

Candidate Name: Grade:

Client Name: Aceto Hiring Mgr: Cecile Nayl

Position: Account Manager Personal Care

and Cosmetics

HR Contact: Charles Alaimo

Salary Range: $100K - $125K Candidate Base: Bonus:

Communications: L = Heavy Accent - Hard to Understand M = Accent - Understandable H = No Accent - Easy to Understand

Comment:

Attribute A/B/C Comment

1. Education

A = Masters B = BA C = Non-Technical Degree

2. Years of Experience

A = 7+ Years B = 5-7 Years C = Less than 5 years

3. Territories Covered

A = Large territories, different regions B = Smaller territories, only one territory in career

C = Local territories, no expansion

4. Overall sales success A = Well defined answer, with examples B = Broad example that demonstrates the

ability to drive sales C = General answer with no specifics

5. Experience in sales and business development

A = Well defined answer, with examples B = Broad example that demonstrates the ability to bring in new customers

C = General answer with no specifics

6. Technical sales experience A = Well defined answer, with examples B = Broad example that demonstrates the

ability to drive technical sales C = General answer with no specifics

7. Technical background A = Well defined answer, with examples. With

hands on technical experience/education B = Broad example that showing some technical background

C = General answer with no specifics

8. Personal care accounts/account size A = Well defined answer, with examples B = Broad example, working with some key

contacts C = General answer with no specifics

9. Experience in driving in new business A = Well defined answer, with examples

B = Broad example that demonstrates the ability to bring in new customers C = General answer with no specifics

10. Comfort with travel

A = Road warrior - wide open to all levels of travel B = Comfortable with up to 40% of travel

C = Prefers limited travel

11. Non-Compete A = No non-compete or limiting non-disclosure B = Unrelated non-compete or non-disclosure

C = Very limiting non-compete

Grading Point System: A’s = 4 B’s = 3

C’s = 2 Bonus Points = .5

Now add up the numerical value of each grade and then divide by the total number of grades

Total Points:

Divided by 11 grades =

Avg. Grade:

market niche cosmetic & personal care · pdf file · 2016-08-17cosmetic &...

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