CV

JOHN L. CAVALLO, Ph.D.

Profile

Accomplished executive with a global business scope, deep understanding of US an Chinese business practices, successful B2B and B2C business development, excellent technical skills, with extensive experience in the flavor, citrus, food ingredient and specialty chemical segments. A proven track record building global businesses and implementing high performance global business teams, which successfully achieved consistent top and bottom-line growth. Excited to embraced new challenges utilizing commercial knowledge, leadership, and technical problem-solving skills. Ability to develop, communicate and implement a holistic corporate vision within diverse organizations. I welcome the opportunity to utilize well-developed leadership skills to positively transformed organizational culture through a collaborative leadership approach, while engaging business teams to innovate, communicate and deliver solutions resulting in financial success for the organization, while establishing a motivated and productive workforce.

BUSINESS EXPERIENCE

President & CEO, Thornhill Consulting, Inc., June 14, 2024 – Present

Thornhill Consulting assists F&F companies with local and international business development. The company supports and advises on M&A activities, Board participation, integration, due diligence, business development, ingredient sourcing, and new innovations and R&D activities. Thornhill Consulting has expertise working in the Asian market, implementing distributor networks and alliances, advising and participating on management boards and strategic planning. Thornhill Consulting helps identify product and technological gaps in the market and helps clients meet the needs of a changing marketplace.

Senior Vice President, Citromax, Inc., August 2018 – June 14, 2024

Second largest family-owned grower and processor of lemons and lemon byproducts in Argentina. Developed a portfolio of lime, tangerine, blood orange, green mandarin, etc. which were successfully sold in the US and Asian markets. Reporting to company ownership responsibilities included global sales of citrus oils and ingredients, managing the commercial and technical development of citrus oils, fractions and citrus blends, budgeting, profit improvement, strategic planning, staffing, capital investment and implementing corporate KPI’s.

Directed development and commercial rollout of Clearmax™, a line of new citrus fractions.
Oversaw construction and start-up of the new citrus ingredient R&D lab and equipment purchases.
Oversaw implementation of SAP Business 1 for international business management.
Established two new Citromax companies in Asia, Citromax Ingredients (Shanghai) Ltd., (held the position of General Manager for 2 years) and hired local General Manager. Obtained all required government safety licenses to handle/sell hazardous materials. After two years business was financially stable resulting from internal sales and local distributors. Established Citromax Singapore Private Ltd and set up local warehousing.
Identified three site locations in China for future citrus ingredient processing.
Orchestrated fragrance marketing plan for USA and designed lab.
Oversaw the development of specialty lemon juice for the China market -6 MT sold in the first year.
Initiated “one company” culture between USA, Argentina, China and Thailand distributor- resulting in $250M of new flavor business in Thailand.

Chief Technology Officer, Citrus and Allied Essences & Vice President, Global Business Development, Trilogy Essential Ingredients, Inc. March 2010 – May 2018

Provided strategic guidance to the Citrus and Allied’s ingredient and citrus business. Managed the Trilogy Essential Ingredients flavor and oleoresin business with +$48MIO in sales., and P&L responsibility for U.S and Mexico. As a member of the Board of Directors provided guidance and strategic planning, capital investment, strategic alliances and establishing a global footprint. Additional responsibilities included, managing sales (10 in the U.S., 8 in China and 8 in Mexico. Closed business in Mexico in 2014.

Significant Growth Achieved. Financial results are as follows: Through 2017 achieved a CAGR of +6.2% and increased margins Y-O-Y. 2017 business grew +10%, 2016, +4.5%. 2015, business grew in high margin areas and new technologies were introduced while successful sales were achieved with flavor modifiers. 2014, rationalized sales and product portfolio by $1MIO and improved GM by +3.8ppt and income by $1.2MIO. 2013, grew flavor business by 7.8% vs. ’12 and increased gross margin +2.4ppt. 2012, increased sales +13% and gross margin +3ppt vs. 2011. Flavor sales increased +5% in 2011, with growth achieved in higher margin segments. 2011, managing the business for the first full year, sales increased +5.6%. Budget 2018 targeted top line growth of 14% and was on track to be achieved. Sales grew +$16MIO from 2010 – 2018.
Implemented sales commission plan to drive sales and reduce costs by more than $1.2MIO.
Developed and commercialize natural extracts, antioxidants, colors and flavor modifiers.
Promoted mint products to global accounts and oversaw oleoresin / spice sales focusing on processed meat.
Oversaw the technical programs related to Stevia utilization, Thaumatin functionality, spice and botanicals extracts to address clean label demands.
Developed strategic plans and achieved core supplier status at targeted companies.
Restructured sales staff to focusing on high profit segments and reduce commodity focus. Gross margin increased +5 ppt vs. 2010 with continuous improvement through 2017.
Implemented Strategic Content Marketing Platform to position company as a “Subject Matter Expert”.
Expanded flavor business in the Philippines, Thailand, and Vietnam.
Commercialized food-grade delivery systems improving bioavailability of active ingredients.

General Manager, Trilogy Flavors Shanghai Ltd., Shanghai, China, March 2011- April 2017

Established Trilogy Flavors Shanghai Ltd. Responsible for P&L, personnel, capital and sales budgets, marketing and interfacing with all government regulators to ensure all local laws were successfully met.

Established and incorporated Trilogy Flavors Shanghai in 2011 and opened R&D, Sales, and Marketing office.
Oversaw all activities required to obtain a new business license in China and coordinated all financial requirements for government review and business establishment.
Hired 16 staff members and achieved sales within 3 months.
Developed 30+ new accounts while approving four OEM manufacturers for local production.
Implemented all IS and Quality Management protocols and aligned with US operations.
In 2015, increased business turnover by +152% vs. 2014, 50% in 2016, and on track to increase +40% in 2018.
Developed sales in the pharmaceutical and human health segments.
Equity Infusion. Oversaw the sale of a 50% equity share of Trilogy Flavors Shanghai to raise capital.
Conducted due diligence supporting the acquisition of two flavor manufacturing facilities in Shanghai.
Implemented distributor networks in China, expanded network to the Philippines, Thailand, Malaysia, Indonesia, and Australia.
Developed partnership to develop FMPs taste modifiers resulting in $300M in sales.
Signed 3-year contract valued at $800K for bitterness masking for animal drugs.
Finalized business with a top animal drug company resulting in a 2-year R&D partnership. Actively participated in strategic board discussions resulting in the commercialization flavor delivery systems for animal drugs.
Evaluated M&A opportunities in the US and Asia to expand flavor business.
Community Giveback. Evaluated programs to support local schools in rural China.

Comax Manufacturing, Melville, New York, 2008 - 2010
President, Comax Manufacturing and President, Shanghai Comax, Ltd.

Member of the Board of Directors and responsible for growing the NA, Latin American and Asian flavor businesses. Worked in Shanghai for seven months while overseeing the construction and start-up of a new flavor manufacturing facility coordinating all requirements with local government. Worked with foreign chemical and ingredient manufacturers, partnered with local research institutes and implemented strategies to grow sales with US and Asian customers. Responsibility included managing the US P&L, managing the global flavor and aroma chemical business, and leading the Technical, Operations, Regulatory, Purchasing, Finance, Sales and Marketing, and HR/IS functions.

USA Accomplishments:

Grew sales more than $5.2MIO from 2008 to 2010 focusing on beverage segment.
In 2008, grew NA business +6.5% and improved margins by 4%. In 2009, sales grew 10.3%.
while reducing material costs 8% and improved net income 200% (2009).
Implemented strategic planning process and account plans and achieved core supplier status at three accounts.
Integrated Consumer Insight methodology into product development resulting in $2MIO of new sales.
Set strategic plans for Asia and implemented financial growth plans of $300M.
Oversaw the implementation of global project management system.
Closed underperforming business in Colombia and identified strategic partner to expand in Brazil.
Upgraded key staff in NA and successfully improved internal business processes in one year.
Implemented internal financial controls and formalized Cost Center and Sales Budgets.
Established strategic alliance in the Philippines resulting in sales more than $200M.

China Accomplishments:

Closed existing flavor facility in Jading and managed all legal issues with the Chinese government.
Hired sales and technical staff rejuvenated under-performing sales by 30% to $240M in 2 years.
Established strategic partnership in Guangzhou in dairy segment and increased sales by $200M.
Identified acquisition target companies to expand into savory segment.
Established successful flavor sales of $125M in food service.
Opened new accounts in animal nutrition resulting in sales of $300M.
Oversaw basic aroma chemical sales and imports into the US.

Symrise, Teterboro, New Jersey 2001 – 2008
Senior Vice President, Global Beverage Business Unit

Member of the Global Flavor Leadership Team and Global Head of the Beverage Business Unit (largest segment of the Symrise Group with sales +390MIO EUR). Reported to the Symrise board and EQT Partners (Swedish Private Equity Group), the Beverage Unit had over 200 professionals supporting global activities. Successfully rolled out corporate strategic plans and successfully supported the IPO of Symrise AG in 2006. Responsibilities focused on global beverage flavor sales, marketing and messaging, gross margin growth and new technology roll-outs. Global annual beverage business grew 7%-8% Y-O-Y while improving profitability of the low margin juice compounding business by +5ppt. Other responsibilities included identifying strategic partners, M&A and acquisition candidates, top-down customer relationship development, developing strategic global account plans (achieved annual growth 2-3X market rates) and set strategic direction with EQT and Symrise Board. Direct reports included three regional Vice Presidents (Asia Pacific, Europe, and Latin America) and a Director in USA, Director of Global Citrus Business Development, Director of New Business Development, Director of Magic Tops® Program and Director of Business Development, Velcorin®.

Integrated global beverage team resulting from the H&R and Dragoco merger and increased beverage sales from $15MIO to $48MIO with an EBITA of +21% in the USA.
Expanded NA citrus ingredient and flavor sales 18%, $400M.
Orchestrated the development of strategic and yearly operating plans.
Successfully expanded sales into the beer category achieving $2.5MIO in sales in the first year.
Worked directly with top NA executives globally to promote creative ideas supporting key brands using Consumer Insight and Sensory Analysis. This resulted in $1.8MIO of sales at Kraft Foods.
Led negotiations with Lanxess to distribute Velcorin® in the US market
Led a Profit Improvement Program and improved EBIT +3ppt, trimmed costs by 6%.
Worked directly with outside suppliers in support of developing new Health and Wellness ingredients.
Globally rolled-out SymSweet® generating $300M of new business.
Working with The Boston Consulting Group identified technical and commercial “value drivers” resulting in financial growth of 8%-12% annually and achieved synergy savings of 6%.

Regional responsibilities focused on the NA beverage business, $52MIO in sales, 21% EBITA and 12 direct reports.

Haarmann & Reimer, Teterboro, New Jersey, 1997 - 2001
Vice President, Beverage Business Unit

Hired as Director of Marketing, Sweet and Filling Business Unit to organize the marketing activities and business development for the NA. Responsibilities included managing twenty-six direct reports and P&L responsibility of more than $48MIO. Developed “value-added” high margin Fillings resulting in new business at GMI, Pillsbury and Kellogg’s utilizing Consumer Insight and Sensory analysis resulting in $4MIO in new sales at Kellogg’s

Promoted to Vice President, Beverage Business Unit in 1998 and implemented new business segment to development business within the NAFTA region with full P&L responsibility.

Implemented nine-member NA Beverage Group. Increased revenue from $2.7MIO to $15MIO in 2 years with EBITA of +19%.
World Account Manager: The Coca-Cola Company. Grew business 15% in two years.
Implement new technologies to expand sales in citrus specialties.
Expanded sales into Dairy segment by implementing “Customer Specific Teams” resulting in sales of +$2MIO.
Successfully partnered with Morishita Jintan, Japan and introduced EVOCAP® gelatin flavor encapsulation platform in the USA. Product achieved $12MIO in sales in four years in the confection segment.
Spearheaded the implementation of flavor extrusion technology and successfully commercialized products.

Givaudan-Roure Corporation, Clifton, New Jersey, 1994 - 1997
Industry Manager, Beverages Business Unit

Managed the 10-member sales force and the 9-member beverage applications group as well as coordinated all marketing, sales initiatives, and account planning. Key responsibilities included P&L, pricing, new product promotions and advertising, strategic planning, market analysis, and negotiating strategic alliances with key multinational accounts. Directly responsible for managing an account base of over 20 key accounts and a sales budget of more than $30MM. Assisted in developing and supporting the Snapple business (generating $60MIO in top line sales). Achieved a total of $11.7MIO in new business from 1994 – 1997.

Kraft Foods Inc., Group Leader, Tarrytown, New York, 1987- 1994,
Estee Lauder, Senior Scientist, Melville, New York, 1986 – 1987

EDUCATION

MBA, New York Institute of Technology (1992)
Ph.D. (Physical Chemistry, Surface and Colloid Science), The City University of New York (1986)
MS (Chemistry), The City University of New York (1985)
MA, The City College of CUNY (1985)
BS (Chemistry), The City College of CUNY (1981)

RECENT PRESENTATIONS

Speaker at Advancing Sugar Reduction & Reformulation Summit, T-A- Smell: Enhancing High Intensity Sweeteners Utilizing New FMPs by Retronasal Sensations for Superior Reduced Sugar Beverages Taste, October 15-16, 2024, Atlanta Georgia.
Speaker at the Food Ingredients China (FIC) and FI Asia, i.e., China, Thailand, Indonesia, and Singapore, 2011 – 2018 and invited speaker 2019. Topics include:
- Taste the Success of the USA Flavor Market: A Roadmap for Chinese Companies Doing Business in
the USA.
- The Growth of the Health and Wellness Market: Customer Expectations and Ingredient Functionality.
- Nanoemulsions: Application to Flavor, Drug and Functionality Ingredient Delivery.
- Benefits of Sucrose Monoester in Nanoemulsion Formation: The Application to Flavor Delivery.
- Micro and Nanoemulsions: The Role of Encapsulation in Flavor, Drug and Color Delivery Systems. A 3-hour training presentation presented at the 2016 FIC, Shanghai.
BIT’s 7th Annual International Symposium of Drug Delivery Systems, Prague, 2017. A coordinated three-part presentation conducted with Compass Foods, and a Chinese animal drug company covering delivery system technology, application development and in vivo testing of Ivermectin.
6th International Flavor & Fragrance Summit, Ingredient Safety Process in the U.S., Shanghai, May 2018. A presentation conducted jointly with FEMA on the GRAS process and ingredient safety.
Invited speaker and Chair of the BIT’s 9th Annual International Symposium, High-Performance Biomaterials and Nanobiotechnology Conference, and speaker and Chair at the BIT’s 7th Annual World Congress of Food and Nutrition. Papers presented include Micro and Nanoemulsions – Delivery Systems for Flavor, Drug and Active Ingredient Delivery and The U.S. Health & Wellness Market – Avenues For Successful Flavor and Product Development, Singapore, November 13-15, 2018.
Over 15 ACS presentations given.

AFFILLATIONS

IFEAT - International Federation of Essential Oils and Aroma Trades

Elected to the Executive Committee – October 2022 - Present
Past Chair of the IFEAT Science Committee

FEMA – Flavor and Extract Manufacturers Association, President, October 2016- May 2018

Elected to the Board of Governors, 2009 and successfully completed 12-year term.
On-boarded Executive Director and transitioned FEMA’s legal responsibilities to a new General Counsel.
Implemented FEMA’s Scholarship Program and awarded six scholarship awards.
Expanded FEMA’s outreach process in China.

References on request

PUBLICATIONS

LEMONS – From the Ground to the Table, Author: John Cavallo, IFEATWORLD, December 2022, p. 30-35.

Formation and Application of Nanoemulsions for Water Insoluble Substances, Authors: Yu Liyi, John Cavallo, Ph.D., Perfumer & Flavorist, September 2018.

Egg Yolk Phospholipids as an Emulsifier for Perfluorooctyl Bromide / Saline Dispersions, Surfactants in Solution,  January 1991,   Authors: John Cavallo, Ph.D., Henri L. Rosano

Microemulsions: A commentary on their Preparation, J. Soc. Cosmetic. Chem. 1988, Authors: John Cavallo, Ph.D., Henri L. Rosano

Vapor Pressure Measurements of an Oil-in-Water Microemulsion System, Journal of Physical Chemistry 1986, Authors: John Cavallo, Ph.D., Henri L. Rosano

Interfacial Stoichiometry of a Microemulsion System, Journal of Physical Chemistry 1989, Author: John Cavallo, Ph.D., Henri L. Rosano

Mechanism of Formation of Six Microemulsion Systems,1987, Author: John Cavallo, Ph.D., Henri L. Rosano

The Effect of Polymers in the Vapor Pressure of an O/W Microemulsion System, Food Flavors, Elservier Science 1995, Authors: John L. Cavallo, Henri L. Rosano

Microemulsions: The Duplex Film Approach to their Formation, Colloid and Surfaces, 1990, Author: John L. Cavallo, Henri L. Rosano

Malt-Based Beverages: The Return of Flavor, American Association of Cereal Chemists, 1998, Authors: John Cavallo, Ph.D.Food Emulsions in Extruded Glassy Materials,  Food Science and Human Nutrition, 1992, Authors: John Cavallo, Ph.D., F.Z Saleeb.

Risk, Opportunity and Astonishing Growth: Harnessing the Potential of Emerging Markets, Perfumer & Flavorist, 2013, Author: John Cavallo, Ph.D., and Perfumer & Flavorist.

Microemulsions in Beverages, Chemical Stabilization of Flavors,  Research Report,  February 1994, Author: John Cavallo, Ph.D.

Fractionation Techniques Using Orange Juice, Mango, Papaya and Avocado, Research Report, September 1993, Author: John Cavallo, Ph.D.

Microemulsions and their Relation to Swollen Micellar Solutions,  Ph.D. Thesis, April 1986, The Advantages and Disadvantages of a Food Company Entering the Nutraceutical Marketplace, Author: John Cavallo, Ph.D., MBA Thesis, NYIT, 1992, Author: John Cavallo, Ph.D.

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