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Sales Supply Chain

Annandale, Virginia, 22003, United States
March 31, 2011

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Brian McDermott *** E.

Village Rd


Southampton PA 18966


Forward-looking senior executive with a strong strategic ability and global

orientation. Wide-ranging experience in various leadership roles in the

aerospace, defense, intelligence and security sectors. Proven financial

and operational performance experience in B2G, B2B and solutions marketing,

consultative sales and business development; market research and analysis;

logistics and supply chain; DoD procurement and contracting; M&A activity

and strategic alliances; technology insertion; aerospace and defense

proposal development, pursuit and capture; strategic planning and

profitable business growth operations. Extensive leadership experience in

fast paced multinational organizations. Possess strong, persuasive

communication and negotiation skills that can significantly influence

customers, management, and the bottom line.

Vice President, Supplier Management

Dec 2008 - Dec 2010

Aerospace Industries Association (AIA), Arlington VA

Senior executive responsible to the CEO and Board of Governors in the

oldest (founded in 1919) and most prestigious industry trade association

representing aerospace and defense manufacturers and suppliers with over

$216.5B in sales for 2010.

* Represented the operations and policy interests of leading aerospace,

defense, cyber and homeland security manufacturers and suppliers of civil,

military, and business aircraft, helicopters, unmanned aerial vehicles,

space systems, aircraft engines, missiles, materiel and related components,

equipment services and information technology.

* Led all efforts to support and advocate for over 30,000+ industry

suppliers and foster solid collaborative relationships with major US and

International Original Equipment Manufacturers (OEMs). Charged with

providing substantial ROI to member company CEOs, executive committees and

councils, and board of governors by impacting strategy, operations, sales

and P&L through industry advocacy, focused networking and collaboration,

and thought leadership.

* Senior executive responsible for directing strategy, growth, and

operation for the Supplier Management Council (SMC), a widely recognized

global supply chain forum. Guided the SMC to become the leading

authoritative body for industry on supply chain, procurement, strategic

sourcing, supplier quality / development, working capital improvement, and

industry encompassing manufacturing issues. Transformed the organization.

Established objectives, set priorities, and embarked on an aggressive

outreach program. Refocused financial controls that brought about solvency

creating a self sustaining organization. During one of the most dramatic

economic downturns managed to aggressively grow the organization to

historic highs.

* Global business champion. Facilitated global sales, marketing and

business development strategies for member companies, drove global business

initiatives and entry into new markets, strengthened international

communication, collaboration and relationships. Built an international

development organization and business to business network for the industry

to facilitate pursuit, capture and close of high growth opportunities

contributing to a $2.5B increase in sales.

* Sought after aerospace and defense industrial base expert and conference

speaker. Lead spokesperson for the industry on manufacturing; logistics

best practices; continuous improvement; global sales, marketing and

business development leadership; international markets and competitiveness;

government policy implications and other pressing industry matters (ethics,

export controls, acquisition reform, legislative issues, and more) to

government officials, news, and trade publications, industry analysts and


Vice President, Corporate Growth

Sep 2007 - Oct 2008

Paragon Dynamics, Inc., Aurora CO and Washington DC

Client-facing corporate officer responsible for P&L, growth, strategic

sales, marketing and business development, human capital management, budget

administration, and analyzing corporate initiatives in

classified/unclassified National Aerospace and Intelligence Systems

development and engineering, program management, and technical support

needs for global aerospace and defense customers.

* Led corporate sales, business development and new account generation for

cutting edge software solutions for the aerospace, defense, intelligence

and homeland defense markets. Developed strategic plans to optimize

proposal development, pursuit, capture and close of high growth business

opportunities. Lead spokesperson representing the organization to clients,

partners, customers and key stakeholder groups.

* Increased presence in existing markets and opened avenues for new

markets. Established new collaborative strategic partnerships. Evaluated

emerging market products, services, and initiatives and determined

potential strategic fit for acquisition and integration into organization.

* US Government business development consultant to Fortune 500 partner

companies for program pursuit identification, capture plans, pricing

strategies & price to win, proposals, IR&D program identification in

military contingency logistics, security, C4ISR, international aerospace

and defense policy and planning initiatives.

* Instrumental in capturing a position as a trusted agent service provider

to a winning IBM team for a US government Operational Applications Support

and Information Services (OASIS) contract worth $98M.

Director, Business and Marketing Analysis

Apr 2004 - Sep 2007

L3 Communications Inc., Washington DC / Germany / England

Responsible for providing strategic sales, marketing and business

development direction, world class customer service and program delivery

for integrated technology solutions for a diverse communications,

technology, and professional manufacturing and services organization

serving the aerospace, defense, intelligence and homeland defense markets

with over 68,000 employees worldwide with annual revenues of over $12

billion USD.

* Guided strategic corporate sales, marketing and business development

initiatives successfully contributing to a $415M business unit.

Researched, interpreted and analyzed business strategies, client

engagement, customer behaviors, competitive intelligence, and market forces

as they related to company-wide capture plans and proposal development.

Established $284M of pipeline opportunities. Instrumental in achieving 15%

growth in revenue.

* Led high visibility, independent assessment panels tasked to analyze

multi-site manufacturing operations, logistics processes and industrial

policy regarding sensitive national security programs. Recommendations had

a significant impact on cost containment, transformation efforts,

technology insertion and strategic planning issues. Exceptional service

delivery proved so successful -- requested to work past original contract

date. Panels included: safety evaluation of Ground Based Missile Defense

assets and Army Doctrine, Organization, Training, Materiel, Leadership,

Personnel, and Facilities force planning and logistics transformation


* Selected for two critical international assignments. One -- Lead liaison

for a $460M+ Multi-National Intelligence Support Contract. Provided

program management leadership across multiple sites in the Middle East,

government contracting offices in Germany, and corporate administration in

Virginia and Florida. Two -- evaluated sales and business development

options for the company in the United Kingdom for Pan European security and

public safety initiatives.

* Led enterprise wide business and financial due diligence assessments of

emerging defense and security products, services, and initiatives; such as,

biometrics, authentication and ID management, sensors, and video analytics.

Determined potential vertical and horizontal integration into organization

and strategic fit for acquisition. Coordinated and developed strategic

teaming relationships and collaborative partnerships for the company.

* Senior aerospace and defense sales, marketing and business development

expert for coordination and integration of high level industry analysis;

contract and cost evaluation; capture plans and proposal development.

Focal point for customer requirements, needs and satisfaction to include;

multinational military contingency, exercise, peacekeeping planning and

operations; aerospace and defense logistics and sustainment management; and

command and control ISR issues.

* Asked to transform a lagging product offering. Led division sales and

business development initiatives for global market verticals of newly

developed surveillance and security software solution. Stimulated major

cultural change in the division and led capture efforts for a multi-billion

dollar federal government solicitation--selected as part of the winning

team. Additionally, led the team to win a $50 million city wide

surveillance and security project utilizing newly branded flagship software


United States Air Force

1980 - 2003

* Served with distinction as a Logistics officer with a number of highly

responsible assignments around the globe, to include; Air University

faculty member, Deputy Air Base Commander, Support Group Commander, On

Scene Commander for NASA's Space Shuttle and Logistics planning advisor in

the North Atlantic Treaty Organization.

* Extensive background supporting a vast array of forces and aerospace

systems in complex military operations. Broad leadership experience

involving military strategy & operations, planning and other executive

functions. Guided and advised on the logistics / supply chain operations;

acquisition and contracting methodologies and public policy for aerospace

and defense projects worth over $13 billion ensuring timely program

development, execution, cost containment and reduction.

* Created an innovative global sales and business development department

for a US Defense agency. Led the drive to increase revenue by 44%. Guided

all corporate sales and business development strategies, branding, research

and analysis and client interface activities for the headquarters and its

29 business units worldwide. Presented dynamic sales and business

development training seminars to educate and motivate 4,000 company

personnel. Formed a cohesive global sales force able to effectively

communicate company message, goals and objectives. Additionally, advised

on sales and business development processes for six US Defense agencies.


* Aerospace and Defense Advisory Board Member, University of Tennessee,

Center for Executive Education

* Advisory Board Member, Aviation Week, Maintenance, Repair, and Operations

(logistics) (MRO) Military

* Executive Board Member, National Defense Industrial Association, Homeland

Security Division


* Master of Science, Logistics and Acquisition Management, Air Force

Institute of Technology, 1991

* Bachelor of Business Administration, Finance, University of Texas at

Arlington, 1986

* Top Secret/SCI clearance current

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