Manager Sales

J

ohn W Phillips, PE, MSEE, JD

**** ****** **** ? Vienna, VA 22182 ? Phone:703-***-**** ?

Cell: 703-***-**** *************@*******.***

Senior Capture Manager

Career Profile

SHIPLEY CAPTURE, PROPOSAL MANAGEMENT TRAINED ( March 2010)

Microsoft Office Suite Recertified (February 2011)

Senior Business Development, Marketing Lead with over twenty years

experience with CSC/Northrop Grumman/TRW in high technology, HW, SW,

Sales to the DOD, Military and Civil Government agencies. As the lead in

Sales Targeting, Program Development and execution, I have been directly

responsible for awards from $10M-$300M in Federal programs for IT systems

/ SW development and engineering / scientific professional services. Have

sold into sensor and weapon systems, partnered with primes (General

Dynamics, Raytheon, Lockheed Martin, SAIC).. Experienced business leader

with expertise in IT, Electronics, BS, MS Computer Science Electronics

Engineer and JD, (Law in Govt Contracts). Highly experienced Hands On

Proposal Manager, Capture Manager, Business Development Manager and

Advanced System Manager Positions. Continually communicates status of

target programs and manages internal sale to Senior Management. Possesses

win record leading the capture of business opportunities valued at $20M-

$300M.

Highlights of Professional Experience

Computer Sciences Corporation February 2010 to Present

Senior Capture Manager

Manages Program Capture Function. Develops implements and manages strategy

for Federal Programs. Qualifies opportunities, conducts competitive

assessments, develops teaming strategies, identifies and qualifies

teammates, negotiates teaming agreements and statements of Work (SOW)

Develops, coordinates, executes, and documents agency and opportunity-

specific call plans related to assigned pursuits

Leads preparation of Gate Reviews for Federal Programs through pipeline,

cradle-to grave. Coordinates the transition of target programs from

Business Development focus to Capture Team and Sales Team.

Has management, client, and subject matter experience in Information

Technology, Professional Systems Engineering Services, and Major Systems

Integration.

Has the Ability to foster collaboration across organizational boundaries

including other business units and corporate staff organizations (business

development, operations, human resources, contracts, and finance) Works

with Senior Management Team to insure selected targets are integrated into

overall organizational business strategy.

Coordinates with Government Affairs to understand and properly influence

Congressional activities impacting or target programs.

Northrop Grumman (formerly TRW) July 1998 to February 2010

Senior Capture Manager

Led systems engineering team engaged in setting requirements for major

($300M) hardware-in the-loop computer simulation bid and ultimately won

with the bid under my direction. Served as Proposal Manager as well as

Capture Manager.

. Formed a requirements management group consisting of government

stakeholders to identify, prioritize and document system requirements

for a major software program. Performed "social engineering" by

developing cordial personal relationship with each member of the

group.

. Directed system engineering studies to derive requirements

analytically. This became necessary when subject matter experts were

not able to do so.

. Used off-the-shelf simulation tools (such as OPNET) in studies using

system simulation to discover communications network requirements.

This study saved the customer $50M in costs.

Responsible for Business Development, including Hands on Proposal

Management, reporting to Senior Management Team.

. Led the analysis of RFP requirements, developed schedule, prepared

matrix to cross reference against RFP requirements

. Led team to develop capture strategy, storyboards, win themes and

discriminators.

. Developed and implemented master proposal schedule

. Directed each phase of the proposal process

. Performed Cost Simulation of Competitor Bids taking into account RFP

Requirements and prior bids of competitors to discover winning price.

. Established and maintained technical and proposal library to support

bidding

. Served as main point of contact for proposals assigned

Led successful bid defeating ten year incumbent Lockheed Martin for Foreign

Hardware Exploitation (Russian Manufactured Weapons) $ 100M

. Drafted all the teaming agreements and supervised their performance in

the proposal room.

. Undertook a cost competitive price simulation to legally discover the

incumbent's price and managed the cost volume to underbid.

. The proposal received the highest technical score of the three

submitted and was the lowest bid. We literally "blew Lockheed away"

Many years Contract Performance for the Central Intelligence Agency.

. Proposal Manager, responsible for staffing writing and production of

major proposals

. Strategic Planning, contributed to Division Level strategic plan

Advanced Systems Manager, Technical Lead in Marketing Organization assigned

to advocate and then pursue bids of major competitive jobs.$10M

. Volume Captain, led development and production of technical and cost

volumes.

. Sole Source Business Development, Prepared and submitted US

Government procurement package in lieu of unsolicited proposal

resulting in multiple awards.

. Supervised in-house training to optimize performance in each of above

assignments

. Subcontracts management, identified and pursued vendors and

suppliers, prepared Statement of Work (SOW), participated in

negotiations, provided technical direction of resulting effort.

. Modeling and Simulation, Expert in use of M&S as a selling tool to

show utility of a proposed course of action.

.

Education & Career Development

Drexel University, Philadelphia, PA.

BS Electronics Engineering

The George Washington University, Washington, DC

MS Electronics Engineering (Computer Science)

Georgetown University, Washington, DC

Juris Doctor, Law (Government Contracts)

Special Skills: Extensive training in Sales, Marketing, New Business

Development and Proposal Management. Graduate of Dale Carnegie Human

Relations and Sales Courses. Recently Recertified Microsoft Office Suite

NVCC. Recent Shipley Training (March 2010: Winning Executive Summaries,

Capturing Federal business, Winning Strategic Business, Writing Federal

Proposals, Managing Federal Proposals) and Hy Silver Proposal Preparation

and Management, Professional Engineer, Passed VA Bar.

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