RAY H.

LOKAY
P.O. Box 275
Mechanicsville, Pa 18934
(410) 703-7338
rayhlokay@gmail.com

Integral leader offering proven experience in large and small enterprise management start up, new business
development, maintenance, and shutdown, implementing forward-thinking processes to maximize revenue, cash
flow, and profitability. Specializing in critical path identification, planning and execution, and crisis/solution
management. Short and long term assignments sought.

CORE COMPETENCIES
GENERAL MANAGEMENT PROFIT/LOSS RESPONSIBILITIES FINANCIAL OPERATIONS/BUDGETTING
STRATEGIC PLANNING FORECASTING/CASHFLOW MANAGEMENT PROJECT MANAGEMENT TAX
LIABILITY NEGOTIATION/RESOLUTION PROCESS IMPROVEMENT/COST REDUCTIONS KEY
CONTRACT NEGOTIATION NEW BUSINESS DEVELOPMENT ACQUISITION ANALYSIS VARIANCE
ANALYSISCUSTOMER RELATIONS

Action oriented, early-adaptive, analytical thinker who contributes entrepreneurial, strategic thinking and
commercial awareness to achieve profit/business goals and objectives on time and within budget.
Experience with two Fortune 500 Companies in Asia, Latin America, and Europe in new business development,
management, and market/acquisition analysis.
Experience with $160MM-$2MM companies in new business development, process improvement, and business
analytics.

SELECT CAREER HIGHLIGHTS

General Manager - TJ McKnight, Inc., closed a multimillion-dollar construction services company, negotiated tax
liability resolution with IRS and State tax authorities, implemented personnel disposition, maximizing cash flow and
asset liquidation. Minimized further financial losses, yielding a positive-cash position on shutdown.
Founded and built a $2MM pharmaceutical API, excipients, and miscellaneous laboratory materials Export
Company.
Director, Southern Europe - Engelhard Corporation, directed 9 people, doubled sales from $8.5MM to $17MM
in five European countries taking 33% market share in three years, established distribution/inventory controls and
policies saving $1.8MM/year, and designed/implemented operations plan reducing costs $2.5MM/year.
Planning/Commercial Development Manager International - PQ Corporation, Prepared one and five year
strategic plans. Prepared financial projections, market surveys, and acquisition analysis. Identified and evaluated
joints venture opportunities in Argentina, Australia (acquired), Malaysia, Singapore, South Africa, Thailand and
Venezuela. Identified & made recommendation for plant site location in Melbourne, Australia. Created and
implemented computer-based market reporting and financial analysis management tools for sales and joint venture
operations.

PROFESSIONAL SYNOPSIS
TJ MCKNIGHT, INC General Manager
2012-2014
Instituted cash and inventory controls, cash flow management plan, tax reporting and management program
(negotiating with the IRS, State, and Workmans Compensation tax authorities) to bring the company into
compliance. Prepared monthly, quarterly and annual financial and tax reports. Conducted forensic audit for the
previous five year period in fraud and embezzlement case. Planned and executed a close out program for

disposition of employees, liquidating assets, and settling accounts, maximizing cash flow and positive yield, while
maintaining industry reputation.
THE STILL POND GROUP, INC. - Founder/President
1992- 2012
A startup $2MM global pharmaceutical raw materials brokerage and consulting business serving the domestic and
international pharmaceutical industry.
LIPO CHEMICALS, INC. - Director International Business
2001
P&L responsibility for the international business of a privately held specialty manufacturer and distributor of
cosmetic raw materials. Management of 11 international affiliates and export operations.
ENGELHARD CORPORATION - Regional Manager-Southern Europe
1987 1992
Developed and managed a $17MM market in five European countries. Maintained $2.5MM inventory and directed
nine people. Organized Southern European Market, doubling sales from $8.5 to $17MM in three years and capturing
33% market share (paper chemicals)
Built comprehensive corporate team to respond to a maritime shipping disaster, establishing new sales/price controls
and policies, distribution and inventory controls. Designed and implemented operations plan saving $1.8MM
annually to bottom line profits
Engineered a partnership between a major Italian customer and manufacturing operations, which enhanced delivery,
quality, service, and production balance adding $2.5MM annually to bottom line profits.
Recommended direct sales plan to Southern Europe saving $$650K annually (implemented)
PQ CORPORATION
1980-1987
Planning/Commercial Development Manager International
1985-1987
Prepared one and five-year strategic plans, financial projections budget forecasts and new business projections,
market surveys, and acquisition analysis. Identified acquisition candidates.
Identified and evaluated joints venture opportunities in Argentina, Australia (acquired), Malaysia, Singapore, South
Africa, Thailand and Venezuela.
Created and implemented computer based market and financial analysis management tools for sales and joint
venture operations.
Sales Manager Latin America/Asia
1982-1985
Developed sales of new products. Pinpointed, trained, supported, and managed 15 local contract representatives.
Tripled specialty chemical export sales to $1.8MM and increased Latin American and Asian market share from 045%.
Supervised and coordinated development of Japanese market With Asahi Glass for hollow microspheres, achieving
market saturation and $500,000 in sales.

EDUCATION
MA, International Management Managerial Finance/ International Marketing
American School of International Management (Thunderbird)
Glendale, AZ
BA, Pre-Med (Biology, Chemistry)
Bradley University, Peoria, Ill.
Certificate
University of Seville, Spain
Other:
Languages: Fluent Spanish, some Italian, some French
Board Member, New Bern Historic District Association
Past President-Kinnairds Point Property Owners Association
Merchant Marine Officer
Eagle Scout