Sales Supply Chain
Resume:
Brian McDermott *** E.
Village Rd
Southampton PA 18966
E-mail: ********@*******.***
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
stakeholders.
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
efforts.
* 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
suite.
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.
ADDITIONAL INFORMATION:
* 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
EDUCATION
* 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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