Manager Sales

Melissa K. Hawes

**** ******** ****** **, # ** Washington, DC 20009 703-***-****

*************@*****.***

Highly motivated Contracts Manager experienced in working with both

civilian and defense government agencies and with all types of government

contract vehicles. Analytical and financial skills honed while overseeing

contracts at private government defense contractors are transferable to

contracts positions in any company. Comprehensive understanding of the

complex technologies driving innovation in military defense and national

security. Competently review and analyze complex data, drafting contracts

and formulating corporate policy to safeguard valuable company assets.

Highly regarded for the ability to work well under pressure; managing

multiple directives to meet critical requirements.

-Proposal Management

-Team Collaboration / Leadership Skills

-Contract Lifecycle Management

-Interpersonal Communication Abilities

-Bid Pricing

-Extensive Knowledge of the FAR

-Solid Customer Relationships

-Strong Writing Skills

-Multi-Party Negotiations

-Complex Problem-Solving

Professional Experience

ACCENTURE, LLP Rosslyn, VA

Contractor employed by SPECTRUM GROUP, LLC (2010-Present)

Oversee corporate compliance to the contractual rights and obligations

specified on six task orders under the US-VISIT contract where Accenture is

the prime contractor to DHS and has multiple subcontractors.

-Serve as Contract Manager for five FFP and CPFF materials task orders

under DHS' US-VISIT program in Rosslyn, VA

-Supervise and provide advice and guidance to two Procurement/Contract

Specialists

-Act as Proposal Manager and Contract Manager on task order proposals

-Prepare subcontracts and subcontractor modifications

-Analyze and provide procurement and financial information to DHS and

Accenture's Finance department

-Serve as primary point of contact for the Contracting Officer

ARES SYSTEMS GROUP, LLC, Alexandria, VA

Director of Contracts (2009-2010)

Had Sole responsibility for negotiating, preparing, reviewing, and

executing all contracts, subcontracts, teaming agreements and non-

disclosure agreements for ARES, a service disabled, veteran-owned federal

contractor. ARES supports JIEDDO and USACE as well as several other

government contractors with contracts of over 100 million dollars.

-Served as proposal manager and contracts representative for all proposals

with standard duties including OCI screening, providing contractual input

information, building of compliance matrices, creating of proposal

outlines, coordinating and running proposal review meetings, developing

proposal schedules, completing final proposal reviews and book checks, and

delivering proposals to the customer

-Developed, implemented and gave presentations on company policies and

procedures related to regulatory and ethical compliance matters, which

improved organizational awareness of FAR regulations

-Developed company policies and procedures governing internal contracts

practices

-Performed all administrative functions associated with contract management

-Provided advice and guidance on all contract related matters to other

members of the senior staff

-Served as primary point of contact for the Contracting Officer

LOCKHEED MARTIN (LM) INFORMATION SYSTEMS & GLOBAL SERVICES, INC.,

Arlington, VA

Pricing Analyst in the Finance Leadership Development Program (2008-2009)

Served as the pricing analyst on proposal teams for the information

technology (IT) division of the largest defense company in the world.

Priced fixed price, cost reimbursement, time & materials, labor hour, and

indefinite delivery/indefinite quantity type proposals for contracts with

federal government agencies and contractors.

-Developed Excel based cost models and proficiency in ProPricer in order to

support proposal efforts

-Calculated rates for new overhead departments

-Conducted Internal Audits of proposals for DCAA review

-Performed peer reviews of colleagues' proposals

-Verified that proposals were priced according to the disclosure statements

of each bidding LM entity

LOCKHEED MARTIN INFORMATION SYSTEMS & GLOBAL SERVICES, INC., Arlington, VA

Senior Contracts Administrator in the Finance Leadership Development

Program (2004-2008)

Oversaw corporate compliance to the contractual rights and obligations

specified on major fixed price, cost reimbursable, time & materials,

indefinite delivery indefinite quantity, and labor hour contracts totaling

over 150 million dollars where LM was the prime contractor with Civil

government agencies and the Department of Defense, (DoD).

-Negotiated, reviewed and executed subcontracts in which LM was the

subcontractor

-Reviewed, set-up and administered Intra-Work Transfer Agreements as

contracts between different LM divisions

-Served as the contracts representative on proposals, with standard duties

including OCI screening, providing contractual input and information, final

proposal review, and proposal delivery

-Reviewed contract language and financials as part of due diligence efforts

for three companies LM acquired

-Managed contracts in the contracts database and maintained contract files

-Coordinated and provided responses to government reviews of LM contracts

performance

-Closed-out contracts with expired Periods of Performance

GANTTHEAD.COM, Fairfax, VA

Campaign Manager (2002-2004)

-Responsible for launching and managing all vendor related advertising

campaigns on gantthead.com and projectmanagement.com

-Responsible for ensuring all contractual obligations were fulfilled on

contracts totaling over two million dollars per year

-Solicited, created and maintained corporate memberships for gantthead.com

-Supported proposal creation efforts through maintenance of real-time

inventory availability lists and analysis of campaigns and site components

-Performed market and advertising research to boost client performance and

member experience.

-Coordinated all logistics involved with company attendance and

participation at IT trade shows. Represented gantthead.com at IT industry

trade shows

-Prepared and provided weekly advertising reports to clients and account

executives

AMERICA ONLINE, INC., Dulles, VA

Brand Manager & Advertising Inventory Coordinator (2001-2002)

-Managed lifecycle of AOL Time Warner Advertising Inventory for over 20

brands and channels

-Transitioned Advertising Inventory onto AOL Time Warner's proprietary ad-

server for nine channels

-Served as project leader for several brand redesigns and initial

integrations onto the AOL Time Warner Ad-server

-Provided troubleshooting support to several internal teams at AOL Time

Warner and its partners

ALLADVANTAGE.COM, Boston, MA

Account Executive (1999-2000)

-Researched thousands of companies to qualify potential leads

-Cold-called at least fifty potential clients per day to set up face-to

face sales calls

-Had at least three face-to-face sales calls per week

-Created online advertising proposals for clients, including pricing and

terms

-Created contracts for potential clients and closed at least four accounts

per month

-Managed client expectations by ensuring contractual obligations were met

and by providing detailed reports and analyses of campaigns

AMERICA ONLINE INC., Cambridge, MA

Advertising Program Coordinator (1998-1999)

-Coordinated and implemented all online advertisements for Digital Cities,

CompuServe and Netscape's Boston, Hartford and Providence sites

-Programmed and managed over 200 Web pages with over 3600 advertising slots

-Maintained and fulfilled contractual obligations for base of 115 clients

-Devised tracking system and promotional calendar to program and track

clients, which was adopted by corporate to be used by all Advertising

Program Coordinators

-Participated in developing protocol for functions performed by all

Advertising Program Coordinators

Melissa K. Hawes

C: 703-***-**** *************@*****.***

Education

University of Maryland - Masters of Business Administration, College Park,

MD (2008)

Graduated Cum Laude

Coursework Emphasis: Finance

Boston University - Bachelor of Arts, Archaeology, Boston, MA (1998)

Graduated Cum Laude

Contact this candidate