Stephen Daniels — Industrial Chemist & Coatings Consultant

Unilever Australia

Laboratory Technician

My chemical industry career began at Unilever's Balmain manufacturing site while I completed the professional work experience component of my Industrial Chemistry course. The factory produced well-known household products including Sunlight Dishwashing Liquid, Jif, Handy Andy, Lux soaps, Comfort Fabric Softener and Domestos.

My responsibilities included testing incoming raw materials, checking production batches and line-testing finished products before release. The role gave me a strong grounding in laboratory discipline, product consistency and manufacturing quality control.

What I learned: Reliable products begin with sound raw materials, disciplined processes and careful testing.

Amcor Containers Packaging

Research Officer – Metal Packaging Systems

I was responsible for R&D activities in New South Wales supporting five manufacturing sites. My work included developing coating systems for aluminium beverage cans, aerosol cans and food cans, as well as gauge-reduction trials and the commissioning of new equipment for tinplate aerosol cans.

I worked closely with major beverage, food and chemical filling companies—including Coca-Cola, Tooheys and Reckitt & Colman—during customer line trials and structured test-pack programmes. These programmes helped verify that product changes maintained high standards and introduced no detrimental effects under real production and end-use conditions.

What I learned: Product development is only successful when it works in the factory, on the customer's line and in the finished product. This role also sparked my long-term passion for coatings.

Dulux Australia

Senior Technical Officer → Account Manager

I joined Dulux in a senior technical role responsible for product development and customer troubleshooting in metal packaging coatings. Key development achievements included a water-based exterior white coating for aluminium beverage cans that achieved significant commercial success, a retort-resistant white external coating for tinplate food cans, and a locally manufactured varnish that replaced imported technology used on aluminium aerosol cans.

After two years in the laboratory, I moved into account management. Over the following years I substantially expanded the Packaging Coatings business through technical innovation, strategic account development and long-term customer partnerships. I was also a finalist for the Dulux Industrial Sales Professional of the Year in 1996.

One of my most important achievements was introducing a new internal paint-can lining that changed an accepted market practice that had remained largely unchanged for more than 20 years. I also broadened my experience into more traditional coatings markets through water-based primer work with customers including CSR and Hume Doors.

What I learned: Strong chemistry creates opportunity, but customer understanding and commercial execution turn innovation into sustainable business.

Valspar Australia

State Sales Manager – Powder & Industrial Coatings → Business Manager – General Industrial

I joined Valspar after being recruited by Managing Director Gary Hendrickson, who later became Valspar's global CEO. I initially managed four account managers and, over the next two years, helped grow sales and profitability by approximately 20%.

I rationalised the product range by around 20% while maintaining profitability, restructured sales territories around geography and capability, introduced policies covering pricing, batch sizes and lead times, established customer and specifier databases, launched new powder colour cards and increased market visibility through trade media and technical editorials.

In 2000 I was promoted to Business Manager – General Industrial, reporting directly to the Managing Director, and joined the senior management team in 2001. The business achieved substantial growth through a stronger focus on water-based wood coatings, sharper market positioning and the securing of major government and industrial contracts, including road-marking work in New South Wales and Queensland and Department of Defence aerospace coatings business.

What I learned: Technical excellence and commercial success are strongest when they are supported by clear strategy, disciplined execution and capable leadership.

Taubmans / Bristol Paints

National Business Development Manager → National New Residential Manager

I joined Taubmans as National Business Development Manager, reporting to the General Manager and leading two direct reports. I was responsible for developing the national trade account base and secured new contracts including Coles Myer, worth approximately $1.5 million, and Australand, worth approximately $1.8 million.

I also developed an electronic rebate-tracking system to replace a manual process and contributed to the strategic development team for the trade business.

Following a restructure, I accepted the newly created role of National New Residential Manager, leading a team of 12 and carrying responsibility for a sales portfolio of approximately $25 million. I restructured the team, appointed sales managers in each state, coached staff, facilitated national meetings and introduced performance incentives. Marketing initiatives included a two-coat colour card for major builders.

I also served on cross-functional teams covering pricing and rebates, technical and non-technical complaints, and credit claims. In 2005 I received an Achievers Award for renegotiating a Clarendon Group agreement worth approximately $3.5 million in annual sales.

What I learned: Leading a national business requires structure, communication, motivation and close alignment between sales, marketing, technical service, finance and operations.

Plastral Pty Ltd

Product Manager – Chemicals & Polymers

For 19 years I reported directly to the Managing Director of Plastral, an importer and distributor of specialty chemicals serving coatings, lubricants, pharmaceuticals, cosmetics, plastics and related industries.

The role sat on both sides of the supply chain. I managed international supplier accounts while also working directly with Australian customers. In practice, I was a buyer, seller, product manager and technical adviser—balancing supplier expectations, customer needs, foreign exchange, international logistics, inventory and sales performance.

I attended international conferences and exhibitions to strengthen supplier relationships, identify emerging technologies and source products that aligned with both Plastral's strategy and customer needs. Over my time with the business, I introduced and developed eight new international suppliers.

What I learned: The right technical solution must also be commercially viable, reliably supplied and supported by strong long-term relationships throughout the value chain.