Ives Yohay - Pennsylvania

Ives Yohay
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About Ives Yohay

Ives Yohay is currently living in Pennsylvania, working as a Key Account Manager and is interested in Biotechnology, Chemicals, Industrial Equipment.
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Job Title

Key Account Manager



Categories of Interest

Biotechnology, Chemicals, Industrial Equipment

Company Size



56 Shawnee Valley
East Stroudsburg, PA 18301
570-424-1016 (H) 570-856-1668 (C)

Sales leader with significant experience managing and implementing
strategic account contracts. Highly effective at managing and coaching
solution-oriented sales forces. Repeated history of consistent increases in
sales and margins. Excellent strategic thinking and planning skills,
complemented by strong team motivation and training ability. New product
introduction expertise in aligning with processes, marketing and training
for new product rollouts.


|Bottom-line producer |Fortune 500 account |Solution selling successes|
| |relationships | |
|Customer first |Delivers profitable margins |Technical |
|relationships | |background/grounding |
|Industry speaker |Metrics focused |Large company successes |
|Small company successes |Sales producer |Management experience |

ESSEL PROPACK, Danville, VA/ Mumbai, India Feb
2007 to October 2010
Headquartered in India the company is a global leader in packaging,
focusing on laminate and plastic tubes and closures.
Essel Propack is technology driven with Six Sigma / Lean manufacturing
expertise. Sustainability champions in tube packaging.

Key Account Manager
Responsible for two of the company\'s largest accounts GlaxoSmithKline and
. Annual sales revenues of $15.9M.
. New business development at GSK resulting in 18M units per year
resulting in $4M of new business
. Kaizen Leader and shared significant saving internal while satisfying
customers expectations
. Contract negotiations/ Working Capital reduction/ Aged Receivable
improvement /Price Increases/
. 2007-2008 New customer development resulting in 4 significant
customers in the Northeast.
. Operation Excellence training and facilitated rollout with two key

BHLER, INC., Switzerland 2003 to 2007
Headquartered in Switzerland, the company is a global specialist in the
field of plant design and construction and the related services for
transforming renewable and synthetic raw materials into high-quality
functional products and valuable substances. Company is recognized as a
leader in the basic technologies of grinding, blending & mixing, bulk
handling, thermal treatment and shaping for processing cereal grains and
foods, producing and upgrading engineering materials, and die casting.
Buhler employs some 6,000 individuals worldwide.

Area Sales Manager
Responsibilities include developing and executing East Coast marketing and
sales strategy. Accomplishments include:

. Focusing primarily on the coatings and ink markets, personally tripled
sales over the last 30 months by offering and delivering solutions for
customers in complex business units.
. Recognized as a leader in company\'s key account program with bottom-line
sales production of $3.4 million.
. Built, nurtured and developed service agreement portfolios into five new
agreements in May 2006.
. Orchestrated/supplied $700,000 in ink process system to Fortune 100
specialty chemical company.
. Negotiated four nanotechnology agreements in 2005-2006 resulting in
establishment of pilot plant in Switzerland.
. Nurtured and grew major accounts including: Colgate Palmolive, Johnson &
Johnson, Degussa, Unilever, Henkel and others.

SIG DOBOY, INC., New Richmond, WI 2001 to 2003
Founded in 1856, the company provides packaging machinery to the world\'s
leading manufacturers. In 2004, the company was purchased by Bosch
Packaging Technology Company.

Sales Manager
Recruited to this start-up business venture to establish sales strategy and
recruit sales team. Oversaw $1.8 million budget including sales, marketing,
training and strategic planning for new product, Easy Snap (complete
reclosable equipment system and related consumable material). Presented the
Easy Snap story at over 50 food and snack/candy producers in North America.
Established new first-year revenue of $30,000/month with top account.
Conducted all distributor and agent training throughout the country.

. Led development of comprehensive sales and marketing plan to complement
business strategy. Selected and trained sales team.
. In first year, sold two major product systems in candy and snack food
. Established strategic alliance with major supplier in marketplace to
represent company as North American sales agents.
. Incorporated customer relations management tool for business unit.

H.B. FULLER COMPANY, St. Paul, MN/Baltimore, MD/Edison, NJ 1974 to 2001
Recognized for making adhesives, the company also manufactures sealants,
powder coatings for metals and liquid paints. Its industrial and
performance adhesives customers include companies in the packaging, graphic
arts, automotive, footwear, woodworking and non-woven textile industries.
Company delivered $1.5 billion in sales last year and employs over 4,000.
Director of Strategic Accounts (1997-2001)
Following major reorganization, selected for this position to manage $50
million in strategic account contracts. Directed six strategic account
managers in the acquisition of new and profitable business. Developed
strategic plans and allocated company resources to achieve short and long-
term sales objectives.
. Acquired sole sourcing contract for all General Mills/Pillsbury adhesive
requirements. Increased sales from $400,000 to $4.8 million.
. Acquired the sole sourcing contract for all Masco Corporation adhesive
requirements resulting in increasing sales from $3.2 million to $10.7
. Directed several online auctions for adhesive sourcing contracts.

North American Sales Manager, Packaging/Converting Business Unit (1998-
Promoted to manage profit and loss of a $165 million business segment
covering United States and Canada. Managed ten sales managers, ten
technical managers and fifty sales professionals. Directed new product
Formed key strategic alliance for marketing and sales of H.B. Fuller\'s
specialty carrier starches with a billion-dollar starch leader.
. Reorganized underperforming sales regions to improve profitability;
streamlined ten regions to six.
. Created aggressive sales strategies to improve profitability; achieved 2%
gross margin increase.

Regional Sales Manager (1993-1997)
Promoted to direct and oversee seven regional territory managers and two
senior technical managers. Managed $19.7 million budget within eight-state
sales region. Recruited, coached and inspired five territory managers.
. Exceeded company operating income and sales goals each year by 7-8%.
. Developed and implemented aggressive sales strategies to acquire new
business, increasing business 31% to $19.7 million.

Senior Territory Manager (1992-1993)
Selected for high potential management development program; promoted into
this position to manage two territory managers in Philadelphia and
Pittsburgh, PA.
. Expanded sales and margins for new and existing accounts. Achieved 12.8%
revenue increase with sales in excess of $3.7 million.
. Honored with \"Inner Circle\" award in recognition of significant sales
growth over a two-year period.

Territory Manager (1986-1992)
Senior Sales Specialist (1982-1986)
Technical Sales Representative (1977-1982)
Chemist (1974-1977)


BS Biology, 1974, Trenton State College (now College of New Jersey)
Guest speaker at Princeton University


SAMA - Strategic Account Management Association, Minneapolis, MN Chapter
IOPP - International Organization of Packaging Professionals, Minneapolis,
MN Chapter
PSSMA - Paper Shipping Sack Manufacturing Association, Minneapolis, MN
AMA - American Management Association, Minneapolis, MN Chapter

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Ives Yohay
Name: Ives Yohay
Location: Pennsylvania,United States
Job Title: Key Account Manager

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