1. Joseph J. Wrona
18 Cheryl Circle, Belchertown, MA 01007
Home:(413) 256-0751 Cell:(413) 695-5558 Email:Joseph.wrona@henkel.com
PROFESSIONAL SUMMARY
Accomplished Business Executive with 21 years of experience leading and developing high-
performing sales and technical teams. Strong business acumen with experience driving
profitable growth and managing sales, P&L, and marketing for a specialized adhesives
business. Expertise in building, leading, coaching, and sustaining sales and technical service
teams, to deliver value to customers and to stakeholders. A quick learner who enjoys a steep
learning curve.
• Experienced business director with P&L responsibility for graphic arts, folding carton, cups,
and core winding adhesive businesses with ability to create a vision, build a strategy and
execute the plan.
• Key Account Management expertise with strength in strategizing, developing, and
implementing key account plans. Experienced negotiator within executive level of
organizations.
• A proven leader in developing sales professionals, engineers, and chemists with strength in
identifying critical skill sets to drive results while enhancing personnel development.
• Proven ability to build and develop cross-functional teams, bridging sales, technical service,
PD, R&D, manufacturing, customer relations, and supply chain functions.
• Change management expertise with even-keeled approach, leading teams through mergers
and acquisitions. Ability to deal with ambiguity during times of change.
• Performance rated in Top 5 % of the entire company.
PROFESSIONAL EXPERIENCE
Henkel Technologies / National Starch & Chemical Company
Business Director (2014-Present)
Managed Henkel’s $60MM graphic arts, folding carton, core winding, cups and polymers
businesses. Broad scope of responsibility included P&L accountability, strategic market
planning, business development, value delivery, market pricing, training and development for
sales and marketing in North America.
• Created and implemented business plans for each market segment, utilizing a multi-
channel sales approach.
• Exceeded profitability goal, growing gross profit by over 10% and regional EBIT by
19%, while increasing market share in each focus market.
• Worked with global team to drive corporate strategic objectives in North American and
EU.
• Established relationships with all major OEM’s within each market.
• Served as Key Account Manager for 7 corporate accounts to support and grow the
business, while developing executive level relationships at the largest accounts.
Eastern Regional Sales Director / Key Account Manager (2007-2014)
Established newly created Eastern Region and built a team of veteran and inexperienced sales
professionals, driving value to a $75MM customer base, covering half of the Country. Sold at
the executive level of large, multi-site Key Accounts directly as a KAM and indirectly while
leading a sales team.
• #1 region in the paper converting business 6 out of 8 years with highest Gross profit
margin % in the Country every year.
• Sales leader on 3 manufacturing, quality improvement teams and also leading the sales
efforts on the SMS (Supply chain, Sales, Manufacturing), Channel utilization, and Quality
Complaint improvement teams.
• Key member of 2 Lean 6 sigma teams, delivering value to a strategic customer and
internally (supply chain/traffic) on multiple projects.

2. • Innovation leader – Led Country to deliver 300% of goal in largest corporate program.
• Delivered double-digit top-line and profit growth to Key Accounts, Meadwestveco,
Independent Carton Group, Ampac, and New Balance, locking-in multi-year contracts worth
over $15MM.
Shoe Adhesive Business Manager-U.S. (2012)
Managed the P&L for the Shoe business in the United States, integrating the business into AI
(from AG) and worked on long-term strategy for structure and coverage in the US, while
addressing the needs of the largest US manufacturing KAM in the business, New Balance.
• Successfully transitioned all sales and technical coverage to the AI business with no lost
business..
• Drove profitable growth at Key Account, New Balance, and coordinated Global team to
implement product and process innovations
Northeast District Sales Manager (Oct. 2002 – Mar. 2007)
Directed $25MM New England sales district (largest in US), leading 6 sales, 2 technical service,
and 1 sales specialist.
• Took over dysfunctional, under-performing sales team and in the 1st
year, quickly re-
established an elite sales team, later recognized as the top sales district in the company
• Delivered top 20% results in the country for all 4 years as manager, averaging double-digit
growth in a declining and very competitive Northeast market.
• Successfully implemented 14 price increases in 4 years and delivered highest fluctuating
profit percentage in the entire U.S. in 2003, 2004, 2005, & 2006.
• Integrated a multi-channel sales approach, with 6 direct sales professionals, 5 Distributors,
inside sales and “On Demand” support team.
• Created and conducted “sales 101” training for all North American new sales hires in 2006.
Midwest Regional Technical Service Manager (Mar 2000 – Oct 2002)
Responsible for managing, coaching, and developing 9 technical professionals, servicing a
$95MM/yr customer base in packaging, converting, structural, tissue towel, and PSA adhesives.
Responsible for managing a $3MM budget and determining appropriate technical resources for
the region and for the Country including recruiting, hiring, and training.
• Successfully opened new Midwest HUB laboratory and hired and trained 2 new technicians.
The HUB Team is recognized as the best in the Country and handled most of the workload
for Strategic Accounts.
District Sales Professional / Technical Service Supervisor (June 1999 – Mar 2000)
Took over under-performing, $2MM sales territory while still handling all former technical
responsibilities for the Minneapolis District.
• Grew Cool-lok sales in territory (+280%) in first 6 months.
• Restored jeopardy accounts, secured the base business with no attrition, and improved
profitability, while restoring customer confidence.
Technical Service Engineer (June 1995 – June 1999)
Provided technical support for 6 sales professionals and a Master Distributor in a $23MM+ sales
district for packaging and converting adhesives. Brought value to our customers through
product and process improvements while providing them adhesives/technology training.
• Recognized twice by our Senior VP for divisional safety leadership.
• Received divisional recognition in 1999 and 2000 (TCS Person of the Year Award).
EDUCATION
B.S. Chemical Engineering – May 1995 University of Massachusetts, Amherst, MA
Affiliations: CCTI-Composite Can and Tube Institute
Paperboard Packaging Council
Book Manufacturers Institute