Manager Sales

David R. Larner

***** ***** ***** ** ( Kent, WA *8031 ( Home 253-***-****

( Mobile 206-***-**** ( ******@*******.*** (

http://www.linkedin.com/in/davelarner

Sales and Contract Management Professional

Expertise in Sales Management / Contracts Management / Customer Support /

Program Management /

Product Management

Results-focused Sales and Program Management Professional with an MBA who

combines strategic vision and planning with strong business acumen, general

management and project management skills to drive strong contributions to

revenues and profits. Skilled communicator, leader and team-builder with a

track record of forging and managing internal and external relationships

based on a foundation of trust and integrity.

-Key Areas of Leadership & Expertise-

Strategic Planning ~ Project Management ~ Business Development ~ Product

Development & Management

Sales ~ Client Relations ~ Contracts ~ Negotiations ~ Profit / Gross Margin

Optimization ~ Pricing

Procurement ~ Vendor Sourcing & Relations ~ Market & Competitive Analysis ~

Operations Management

Budgeting ~ Procurement ~ Lean Manufacturing ~ JIT ~ Mergers / Acquisitions

~ Change Management

"Dave's hard work, ability to work out a win-win solution, and dedication

is always greatly appreciated and I would highly recommend him to any

organization that has the opportunity to add him to their team."

Bulent Tugrul-Subcontract Manager, Zodiac Aerospace

Professional Experience

Avtech Corporation, Seattle, WA

$60M+ global leader in flight deck audio systems for air transport and

regional aircraft

Product Line Manager-Power Lighting and Controls (2003-2009)

Managed $27M product line encompassing operational performance (delivery,

quality, etc), engineering performance (program schedule and expenditures),

sales performance (new business, existing business, aftermarket spares,

forecasting, and contract negotiation), financial performance (product

pricing, proposals, gross margin), etc. Interacted with all core internal

business functions and corporate offices.

. Met or exceeded new business goals throughout tenure including

capturing several new multi-million-dollar programs in 2009 with +45%

anticipated gross margin.

. Increased overall product line gross margin +45% in 4 years, using

value sell initiatives and focused aftermarket spares pricing

policies; current product line annual sales of $27M achieved 60% gross

margin ($16M) and EBITDA of $13.4M.

. Reorganized and integrated new product line (~100 products) following

acquisition of $8M company in 2007. Increased gross margin $400K+

(25%).

. Developed production version of GPS electronic clock for Boeing;

subsequently contacted SWA with value sell initiative convinced

airline to retrofit entire fleet realizing $1.8M in sales.

. Convinced FedEx to purchase 8.33 kHz VHF Radio Tuning Panel (RTP) for

recently acquired 757 fleet; with $1.3M revenue contribution.

. Proposed and won significant new Potable Water Quantity Transmitter

program with initial annual revenue of $800K and projected future

income of $3M annually.

Senior Product Support Manager (2000-2007)

Program Manager (2000-2003)

Identified opportunities for new products and orchestrated the development

cycle; expanded customer base for sale of new products. Provided direction

to Product Support Department to ensure high level of customer

satisfaction. Directed and managed cross-functional team of 22 individuals.

. Expanded customer base for sale of FAA mandated program (Display

Switching Unit) that propelled overall sales $3M+ with 80% gross

margin.

. Negotiated $1.8M contract and directed program completion of

water/waste controller with Monogram Systems (now Zodiac Aerospace);

program led to a new product development (Freezer Protection Control

Module) with incremental income of $900K.

. Recommended and reorganized Product Support Organization into profit

center delivering revenue increase from $200K to $800K monthly in 5

years.

. Served as Program Manager for GPS Electronic Clock installed on all

Boeing 737NG aircraft, with annual revenue of $2.9M.

David R. Larner ( Page Two

Home 253-***-**** ( Mobile 206-***-**** ( ******@*******.*** (

http://www.linkedin.com/in/davelarner

Strategic Account Manager (1994-2000)

Served as primary focal point for Boeing (35% of revenue) and Cessna

accounts (15% of revenue) in exploring new business opportunities to

maintain and enhance existing business.

Selected Accomplishments

. Proposed, negotiated, won, and directed $2M new development program

with Cessna to develop control modules for Citation X aircraft with

sustained revenue stream of $500K annually.

. Reviewed and negotiated multi-year contract with Boeing valued at ~ $7-

$8M annually.

. Coordinated new program introducing state-of-the-art Harmonic Filter

to Boeing that was key to delivery of 747-400 aircraft; completed

project in very short timeline.

Prior positions: Business Unit Manager / Contracts Manager

Education

MBA-CITY University of Seattle, Seattle, WA

BA in Political Science-University of Washington, Seattle, WA

Professional Development

Completed various programs in Negotiation Skills, Contracts Management,

Purchasing, Ground Flight School and Sales Management.

Computer Skills

Microsoft Office (Word, Excel, Outlook, PowerPoint, Project); WordPerfect,

Novell GroupWise

Hobbies / Interests

Golf/ Boating/Travel

-Available for Travel and/or Relocation-

Contact this candidate