Manager Sales

Tom J. Davis

*** **** ****, ***********, ************* 01752

508-***-**** [H] 781-***-**** [O] **********@*****.***

http://www.linkenin.com/in/tomjdavis1

Summary

Results focused program manager of full project life cycle: from sales,

through development and deployment. Effective at utilizing structured

processes to organize and lead diverse teams. Able to communicate complex

issues, concepts and strategies with simple clarity to all levels.

Experienced managing system integration projects with of a broad mix of

technologies. Passionate about driving projects to successful completion,

satisfying all stakeholders and customers while making long term profits.

Strengths

Program Management and Business Project Management and Team Leadership

Development

Entire business life-cycle; sales, Team builder and collaborative leader

development, manufacturing, fielding, of diverse professionals: technical;

and maintenance. business and support.

Full P&L responsibility and PM processes: cost/schedule/risk and

accountability. performance control, metrics reporting.

Fostering customer relationships and

loyalty for long term strategic revenue Developing requirements, SOW, project

streams. plans.

Sales/marketing support, customer 6-Sigma certified - process

demos, proposals with structured win improvement.

processes.

Experience

L-1 Identity Solutions, Inc., Boston, MA 2005-2010

Principle Programs Manager

Managed multiple programs concurrently for US, international, commercial

and Government customers. In a challenging, fast-paced, business ramp-up

environment, led geographically dispersed matrix teams. Led systems

requirements, software development, and field delivery of large system

integrations involving biometric recognition, distributed client/server

based IT and database systems. Partnered with sales team in consultative

selling engagements and win strategy development. Prepared value

propositions, shaped requirements, defined price-to-win (and make profit),

wrote proposals and negotiated contracts.

. Assigned by the President to fix an already fielded system not

performing to specs, causing a dissatisfied customer to claim $2M in

legal damages. Directed the team to determine root causes and implement

corrective actions. With issues resolved, the satisfied customer

dropped claims and added $1M orders.

. Requested by the CEO to take over and turn-around a struggling over

budget/schedule ($35M) project. Directed the project back on track, to

deliver to the customer's schedule and within budget. Restored customer

confidence, which resulted in additional ($5M) follow on business.

. Developed a value based proposal, securing the company's 1st DHS grant

funded ($2M) contract. This entered the company into a new product line

of integrated system gateways for intra-state database systems.

. Exceeded overall profit goals by 7 % while managing 8 client accounts.

Executing projects on schedule and meeting customer expectations, led

to customer loyalty and follow-on contracts.

. Led win plans and proposals for new contracts from 5 state Governments.

Awarded "Heavy Hitter" and "Gladiator" awards by VP for wining over

$125M in business (50% of the division's new bookings for 2009).

Raytheon Company, Boston, MA 1997-2005

Managed multiple programs from sales through development, delivery and

support. Led projects and product lines involving a broad spectrum of

technologies, with a diverse background set of customers and various

business models. Led new business venture pursuits. Grew sales and

profits while managing product lines. Roles held:

Sr. Program Manager/Capture Lead, Network Centric Systems (2001-2005)

Lead Program/Product Manager, Advanced RF Microwave Products Center (2000-

2001)

Program/Product Manager, Thermal (EO/IR) Weapon Systems (1997-2000)

. Led the capture and proposal teams partnered with Harris Corp. for a

next generation (NEXCOM) wireless communications system contract.

Secured a $21M contract from the FAA.

. Led and participated in proposals for integrated air traffic management

and networked e-border & perimeter security solutions. Awarded $100M

airport security contract, Raytheon's entry into the market.

. Guided the T/R microwave module through prototype manufacturing ($10M

contract) and into high volume production ($80M contract, 1st year).

Product is now used in all Raytheon X-band radar systems.

. Improved reliability and producibility through re-design, lowering costs

and improving customer satisfaction. Accomplished the turn-around of

profitability from loss to a 30% margin.

. Expanded sales to commercial and international (U.K., Germany, Israel,

Turkey) customers. Increased sales five fold, capturing $25M of new

business.

TI (acquired by Raytheon)/Lockheed Martin Joint Venture, Dallas, TX

1995-1997

Capture Lead/Deputy Program Manager

Directed team through capture process and proposal development for a

complex missile and fire control system. Ensured all resources maintained

focus through the win plan, including technology development and

demonstrations, and executing the marketing and selling campaigns.

. Justified ROI for $50M R&D investment from executives for a risk

mitigation/demonstration project.

. Achieved successful test results at each major milestone on schedule and

within budget. Led proposal preparation with results of R&D project

emphasizing risks mitigated, the #1 evaluation criteria.

Texas Instruments (TI), Inc., Dallas, TX 1984-1995

Held positions of progressive responsibility in engineering, business

operations, business development and program management. Involved in

managing projects with radar, EO/IR, and digital signal processing

technologies and systems. Roles held:

Program Management Office Manager, Advanced Programs Department (1990-1995)

Proposal Manager, Defense Systems and Electronics Division (1988-1990)

Business Analyst Lead, Strategic Decisions Process Group (1986-1988)

Manufacturing Engineer, Semi-Conductor Mfg. Process Automation Center (1984-

1986)

. Recognized in the Malcolm Baldrige National (Six Sigma) Quality Award.

Recruited and led a division- wide team for improving, streamlining and

providing training for project scheduling and EVMS processes.

. Assigned to lead the #1 priority proposal. Guided 50 person team plus

sub-contractors through capture/win process. Awarded a $275M

development contract with $3B future revenues.

. Developed and implemented processes for new business development.

Formalized steps of customer needs assessment, competitive analysis,

risks mitigation, determining price-to-win and ROI analysis.

Education

Master of Management, Corporate Finance, University of Dallas

Master of Business Administration, Management Info Systems, N. Arizona

University

Bachelor or Science, Mechanical Engineering, University of Nebraska

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