Project Manager Sales

Binoy V. Varughese

***** ** ***** **.

Covington, WA 98042

Cell: +1-253-***-****

Home: +1-253-***-****

e mail: *******@*****.***

Summary of Qualifications

• Innovative professional with over 12 years of progressive experience in Boeing (and Aerospace)

product sales, pricing strategies, customer relations and needs assessment, marketing, financial

management, administration, and mentoring.

• Effective program management leadership, including experience leading team responsible for cost,

schedule, technical performance, and business growth.

• Experience in proposal management, capturing new pursuits, and follow on business; Extensive

knowledge in FMS, Cost plus Fixed Fee, DCS type contracts and ITAR.

• Skilled in developing and effectively presenting business cases as well as executing international sales

and marketing campaign strategies.

Work History

The Boeing Company, Seattle, WA 1997 to Present

Program Manager P 8 India Indigenous Program

Project Manager Strategic Projects & Analysis, Engineering Operations & Technology

Business Development Lead Boeing India MRO IDS Liaison, Integrated Defense Systems

Capture Team Lead AWACS, Integrated Defense Systems

737 Product Manager Marketing, Boeing Commercial Airplanes

Project Manager New Business Development, Commercial Aviation Services

Senior Engineer 737/757 Final Assembly, Boeing Commercial Airplanes

Major Achievements

Indigenous Supplier Contract Negotiation and Contract Award (5 P 8 India Indigenous Suppliers)

Business Development Lead for Boeing MRO India project resulted in Letter of Intents from airlines

Product Marketing Manager for 737 supporting sales campaigns in South & Southeast Asia (14 major

campaigns)

Regional Sales Director for Connexion by Boeing in South & Southeast Asia (supported 3 major contracts)

Capture Team Lead for the initial Avionics Modernization Program with US Air Force & NATO

Capture Team Lead for the Project Eagle with UK Ministry of Defense

Campaign Manager & Proposal Manager for FAA CATMT project

Capture Team Leader for NASA Airport Modeling & Analysis contract

Capture Team Leader & Proposal Manager for FAA FANS Interoperability contract

Capture Team Leader for DOT Volpe Automatic Dependent Surveillance Broadcast contract

Achievements and Responsibilities

Present:

• Act as a liaison between the Boeing IPTs & P 8 India Suppliers and manage all aspects of Indian

subcontractor relationship and performance throughout all contract phases.

• Manage P 8 India supplier performance and supporting the IPTs in managing technical, quality, cost,

and schedule aspects of the subcontracts.

• Facilitate the implementation and execution of appropriate Boeing Program Management Best

Practices and Supplier Management Best Practices in managing the various Indian supplier

subcontracts.

• Interface with Boeing India upper management, as required, to help foster a working together

atmosphere to facilitate the success of the Indian suppliers.

• Assist the Indian suppliers with the understanding and interpretation of all subcontract technical,

schedule, cost, and terms and conditions requirements.

• Lead Program Management Reviews, Technical Interchange Meetings, and Design reviews at the

supplier’s facilities, as required.

• Assist Indian suppliers in the development of proposals in supporting potential future P 8 customers.

• Serve as mentor and coach to the in country India Supplier Management team and other team leaders

within the P 8 India program.

• Identifies supplier capacity/capability to perform current and projected work statement, support

Boeing procurement strategy and contractual compliance.

• Manages plan activities to ensure that supplier produces conforming and compliant products on time.

Past:

• Project manager responsible for the day to day management of the allocated discretionary budget

(New Business Funds, Bids & Proposal, IRAD, CRAD, etc.).

• iR&D project manager responsible integrated budgets and schedules across BCA, EO&T, and IDS,

coordination and planning of Inter organizational Work Authorization (IWA) efforts, of Earned Value

Management (EVM), performance reporting, labor forecasting, and Estimate at Complete (EAC);

identify risks and opportunities and develop mitigation/realization plans.

• Contribute to the Boeing Engineering Operations & Technology growth by identifying and developing

new capabilities and accomplish requirements and operational capabilities analyses to determine those

areas where new capabilities are necessary to complete and to grow the business.

• Gate manager for gate milestone reviews to approve or terminate projects; use Boeing Integrated

Business Acquisition Process (IBAP) and Capture/Proposal process to capture new business

opportunities.

• Provided expert based leadership and guidance in assessing market opportunities, capability gaps, and

competitive analysis related to Boeing Maintenance, Repair, and Overhaul (MRO) initiatives

internationally.

• Developed and maintain market analyses related to Boeing MRO JV segment and competitors;

proposed viable business strategies/plans to win business opportunities in India.

• Initiated and drove customer engagement, determines Indian (and foreign) airline customer

maintenance requirements and recommend strategies to the Boeing Global MRO team using Boeing

Commercial Aviation Services (CAS) support infrastructure to capture business opportunities in India.

• Served as Boeing MRO India team spokesperson on concept of operations related to military

commercial derivatives aircraft maintenance opportunities in India. Acted as liaison advisor to Global

MRO senior management and Boeing Defense Support Systems on market opportunities, potential

solution, and execution strategies.

• As the Capture Team Lead, led 11 member cross functional team for United Kingdom Project Eagle

proposal development, statement of work, cost estimates, and pricing strategies & managed business

capture activities for CNS/ATM Avionics Modernization Program.

• Managed key Air Force customer relationships (U.S., U.K., French, Japan, and Saudi) to become

trusted business partner and developed thorough knowledge of customer organizations, DOD, and

foreign military sales processes.

• Lead the identification and assessment of high level risks for UK Project Eagle, which could impact

aircraft certification, delivery, and in service performance. Enacted mitigation strategies to minimize

risk impact to the customer.

• Led 737 Multi mission Maritime Aircraft (MMA) development engineers on integrated product teams

to ensure accurate, full and consistent representation of derived and allocated environmental criteria

into lower level development and procurement specifications and interface control documents, for both

structure and systems, and to ensure appropriate verification methods are implemented.

• Served as BCA Marketing Product Manager for Boeing’s Next Generation 737, 757, and competing

products (A320 Series, CRJs, ERJs, and F100) and directed and led diverse teams involved in

promoting the sale of 737 aircraft products, services, and maintenance.

• Created and presented compelling 737 positioning messages for low cost airline sales campaigns;

resulted in over 300 Boeing 737 NG aircraft orders.

• Directed Connexion by Boeing (CBB) marketing sales processes and long range business plans to win

multiple South Asian customers.

• Drove growth strategy of the CBB satellite business; allocated and managed all new business funds

(NBF) investment resources for CBB, measured on performance matrix on a quarterly basis and

reported to the directors.

• As the Project Technical Lead (PTL) for CAS New Business/Product Development, managed and

integrated the technical aspects of product portfolios; served as custodian of the engineering work

statement, constantly examined risks to project execution and ensured mitigation plans were in place.

• Managed and developed new product delivery plans, technical marketing liaison with airline

maintenance engineering and planning groups; led licensable Boeing Commercial Aviation Services

(CAS) intellectual property portfolios and supplier licensing agreements.

• Managed multiple South Asian key airline customer accounts and served as consultant to senior

management on customer requirements that resulted in exceeding customer expectation based on

customer feedback.

• Analyzed and presented airplane maintenance characteristics, features, capabilities and assessed

relative fit of Commercial Aviation Services’ Digital Data products to existing airline operations and

helped market CAS products to airline customers.

• Represented CAS Technology group and participated in road shows, conventions and seminars

relating to the airline industry and presented CAS products.

• Provided technical support to final assembly operations for 737, 757, and 777 commercial programs.

• Directed engineering team for periodical MRB auditing at the supplier facilities; transmitted audit

findings to Supplier Management Procurement, Supplier Quality (SQ) and SQ Field Operations

representatives. Informed Engineering functions of any significant problem items identified during the

audit that is applicable to the design.

Summer Intern & Co op Sourcing Logistic Group (1994 summer, 1995 97 part time)

GE Industrial & Power Systems, Schenectady, NY

• Primary role was to ensure proper alignment and support from the Operations/Sourcing organization

to support New International Development activities, with particular focus on the earliest stages of the

development process.

• Effectively comprehend product requirements and design solutions, assisted development team in

refining early supplier requirements and collaborated with other commodity managers within the

Strategic Sourcing department as required to support deliverables.

Teaching Experience (Part time/evenings)

Green River Community College, 2001 – Present

Embry Riddle Aeronautical University, 2003 – 2006

Education

PhD; Air Transport Management, Cranfield University, UK, 2009

M.B.A; International Business, Seattle University, Seattle, WA, 2003

M.S.; Aviation Management, Embry Riddle Aeronautical University, Seattle, WA, 2000

M.S.; Mechanical Engineering, Rensselaer Polytechnic Institute, Troy, NY, 1997

B.S.; Mechanical Engineering, Rensselaer Polytechnic Institute, Troy, NY, 1996

Professional Development

Achieving Market Leadership, 2008

Boeing Proposal Development Workshop, 2008

Capture Team Lead Program, The Boeing Company, 2007

High Potential Leadership Development Program, The Boeing Company, 2005

Community Services

Boeing Highline Community College Executive Focal

Board of Directors, South King County Community Networks

Volunteer, King County Emergency Management Preparedness Team

Awards, Patents, and Publications

Boeing Company Special Invention Award, Seattle, WA, 2007

Aviation Week 2005 Breakthrough Technology Award

U.S. Patent 7,069,261 & European Patent EP1351164 (A2): Remote Aviation Help Desk (RAHD)

Publication: “The Effect of Airline Alliances on Competition in the International Airline Industry,” Air

Transport Group, Cranfield University, Cranfield, U.K., 2003.

Citizenship

U.S. citizen with Top Secret Security clearance (08/17/2007)

Overseas Citizenship of India (OCI) status

Fluent in four South Asian langues.

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