PRESIDENT
Graziano & Partners
2103 Riverglen Forest Drive
Kingwood, Texas 77345
(281) 360-5434 - Home
(281) 360-7510 - Work
PRESIDENT
Graziano & Partners
2103 Riverglen Forest Drive
Kingwood, Texas 77345
(281) 360-5434 - Home
(281) 360-7510 - Work
E-mail: rmgraziano@kingwoodcable.com
EDUCATION:
AMA: National Account Managers course - 1987.
Financial Information for the Non-Financial Manager - 1986.
Sales Management course - 1983. Sales and Marketing Management - 1982.
Academy of Advanced Traffic, Atlanta, Georgia - 1968-69.
Villanova University, Villanova, Pennsylvania - Business Administration - 1958 to 1960.
MEMBERSHIPS AND AFFILIATIONS:
Affiliate, Environmental Business International, Inc.
Air & Waste Management (AWM).
National Association of Environmental Professionals (NAEP).
American Institute of Chemical Engineers (AICHE).
American Society of Civil Engineers (ASCE).
Professional Environmental Marketers Association (PEMA).
Employment Management Association (EMA).
BACKGROUND SUMMARY:
Senior sales and marketing executive with more than twenty years professional managerial experience in the hazardous materials and environmental services industry. Currently, President of Graziano and Partners, a management consulting and executive search firm specializing in the Environmental Industry. Previously, Partner in RLR Companies, a management consulting and retained search firm. Prior experience, Vice President Sales and Marketing Remediation and Construction, Division of American NuKem, a hazardous waste treatment company. Responsible for development and implementation of sales and marketing element of the strategic business plan. Previously, Vice President Sales ENSR Corporation responsible for development and implementation of regional sales program and national account managers program. Prior experience, Vice President Business Development for OHM Corporation. Experienced, proven track record of successful sales management. Director of Bureau of Explosives, Association of American Railroads, ten years experience in transportation management of hazardous materials organization.
EMPLOYMENT HISTORY:
1992 - Present: Graziano & Partners, Kingwood, TX. A management consulting and executive search firm specializing in the Environmental Industry. Provide permanent, contract and temporary placement of individuals.
1990 to 1992: ENSR Remediation and Construction, Division of American NuKem, Vice President Sales and Marketing, Houston, Texas. Reported to President of Division. Officer and key sales and marketing executive of division. Developed and implemented sales and marketing element of strategic business plan. Responsible for cost and revenue budget. Sourced, recruited, trained and evaluated six senior account representatives. This was a new program. Developed and focused sales program to implement strategic plan. Evaluated best service options among client segments to obtain highest profitability.
1988 to 1990: ENSR Corporation, Vice President Sales, Officer and Key Executive, Houston, Texas. Reported to the Executive Vice President/Consulting and Remediation. Reviewed, developed and implemented new regional business development program. Developed and implemented new national account managers program. Developed accountability system to evaluate effectiveness of sales and national account program. Responsible for cost budget for department. Responsible for developing sales system.
1980 to 1988: OHM Corporation, Vice President Business Development, Findlay, Ohio. Developed initial OHM sales and marketing program. Key manager in helping company move to 137 million dollars in sales (1987). Developed and operated successful strategic national account program, begun in 1982, by focusing on key companies in the industrial sectors (1987 revenues / 41 million dollars). Sourced, employed, trained and motivated national account managers (NAMS). Respon-sible for managing NAMS performance reviews, salary administration and compensation. Interfaced with key clients on regular basis through NAMS. Operated expenses within budget. Lowest cost of sales per revenue dollar. Personally sold largest commercial project (14 million dollars). Consistent highest sales performer over three years (10 million dollars per annum).
1979 to 1980: O. H. Materials Company, Vice President Government and Industry Relations, Washington, D.C. Provided O. H. Materials interface with the Environmental Protection Agency (EPA) and Coast Guard at Headquarters and Regions. Developed relationship with major industrial clients. Monitored key congressional committee activities. Positioned company to obtain emergency response work from government. Employed and trained sales people to sell major clients.
1970 to 1979: Bureau of Explosives, Association of American Railroads, Director, Washington, D.C. Directed a technical organization comprising three divisions. Testing Laboratory comprising five people (two at Ph.D. level). Laboratory was responsible for acting as the official United States testing laboratory for explosives and other dangerous articles. Technical Staff of scientists and engineers who reviewed packaging and transportation containers for transporting hazardous materials. Field Force of twenty inspectors in the United States and Canada responsible for educating shippers and carriers in hazardous materials transportation requirements. Chief industry spokesman and representative to major organizations.
Air Transport Association International Air Transport Association Canadian Transport Commission United Nations Committee of Experts on Dangerous Goods Subcommittee on Emergency Response Coast Guard Industry Advisory Committee Founder, Member, Chairman - Hazardous Materials Advisory Committee National Academy of Science Committee A3C10 Transport of Hazardous Materials
1969 to 1970: Bureau of Explosives, Association of American Railroads, Special Representative, Washington, D.C. Reviewed technical application of tank car and container specifications for compliance and innovation of design for transportation.
1968 to 1969: Bureau of Explosives, Association of American Railroads, District Inspector, Atlanta, Georgia. Extensive travel throughout five southeastern states responding to transport emergencies. Worked with shippers and carriers for compliance with hazardous materials requirements.
1962 to 1967: Long Island Railroad, Freight Traffic Agent, Jamaica, New York.Employed as freight traffic representative handling transport requirements for shippers.
PUBLICATIONS:
Publisher: Graziano's Tariff Numbers 21-31
Regulations for the Transport of Explosives and Other Articles
Regulations Excerpted for Transportation Employees for Handling Hazardous Materials
Author: Emergency Response to Hazardous Materials in Surface Transportation
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Last Update: September 28, 2004