Sales Quality Assurance

Eric L. Simpkins

abpyv7@r.postjobfree.com http://www.linkedin.con/pub/eric-simpkins/26/116/943 541-***-**** (cell)

Professional Summary

Business Development Executive

Senior business development leader with extensive experience in aerospace, defense and energy. Recognized by industry and government leaders for successfully developing projects specifically related to business objectives, and executing them with management excellence that achieves defined objectives, budgets and deliverables.

Performance excellence, integrity, accountability

Professional Experience

Growing Businesses Through Expert Business Development 2010-2012

Establishing a first-of-a-kind Unmanned Aerial Systems/Unmanned Aerial Vehicle industry in my region. Developing UAS/UAV business growth through creation of an FAA-authorized National Test Site including a Center of Excellence leading to expansion of the small business enterprise. Worked with the Senate to have the requirement for the first non-defense National Test Sites included in the 2012 FAA Reauthorization bill that may enable industry growth in my region.

Created and trained capture team focused on client’s first Government contract acquisition. Achieved win of multi-$MM U.S. DOE contract that is deploying fleet of residential and small commercial alternative energy systems. This is the first federal cost-shared effort to site residential fuel cell power plants also featuring extended operational warrantees with complete site support.

Federal-supported initiative positions client for significant business growth in residential, commercial and industrial markets.

Engineered backup power systems client entry into California clean energy marketplace through successful approval for participation in the Emerging Renewables Program (ERP). This enabled the client to be a first-mover for selling alternative power systems using a bio-renewable fuel for the telecommunications industry in the state.

IdaTech, LLC Bend, OR 2002–2010

Serves global markets with advanced fuel cell systems for backup power applications where conventional power generation is unreliable, too costly, or noncompliant with air quality regulations. Safety-certified products represent disruptive power technology that transforms the backup power value proposition with affordable, assured power availability. Employs over 100 engineers and specialists with technical support worldwide.

Vice President of Business Development

Recruited as a member of the executive team to evolve the company from a research and development business to a profitable, global supplier of proven alternative power systems and services; to develop and manage corporate legislative and regulatory policy; to create of a portfolio of Federal and State Governments partners; and to establish programs that develop new technologies and system components for a family of revolutionary power plants. Success differentiates IdaTech from conventional power technologies dependent on foreign fuels and Government subsidies, as well as competing fuel cell companies struggling to achieve success.

Grew the Company in revenue, value creation and reputation to counter lackluster sales and modest product performance in served markets, while positioning for near-term sales growth in new markets and technical superiority. Engineered opportunity development initiatives consistent with business objectives serving backup telecommunications and government markets.Created and executed strategic business plans for federal and state market segments.Formed and trained highly-focused capture teams from the functional organizations. Managed capture teams to evaluate relevant opportunities, create competitive proposals, and win contracts in highly competitive and intensely regulated agency acquisition environments.Won multiple Government contracts that contributed more than $25 million for technology research and development, product development and validation; and, more than $6 million in Government product sales.Achieved more than 50% average corporate growth for 4 consecutive years using proven project management and execution, and highly specific business development. Included largest-ever Company contracts with U.S. DOE ($9.6 million multi-year) and U.S. Army ($4.5 million multi-year).Leveraged federal funding for developing dual-use defense and commercial fuel cell power products. Retained DOE and military customers with follow-on contracts and sustained revenues.

Created strategic alliances and partnerships in U.S., Europe and Asia for generating business in solution sales. Established distributors with channel value arrangements and logistic supply chain components for commercial and defense sales. Managed issues and conflicts while promoting partners with foreign governments and in-country vendors.Developed relationship with Export-Import Bank to facilitate financing deals rendering incentives for strategic partners and distributors, including project financing and better margins.

Early adopters of fuel cell power systems selected products manufactured by IdaTech and

its distributors based on return of investment (ROI) and total cost of ownership (TCO)

calculations. Fuel cell products became power systems of choice.

Developed and managed high-value relationships with the U.S. Congress, Executive Branch departments, State Governments and strategic industry partners that earned new business for company. Included Defense and Energy departments, Federal Advisory Committees, Members of Congress, Congressional Committees, industrial partners and trade groups. Used personal network, cold calls and advocacy consultants for access to key Congressional leaders.

Convinced the U.S. DOE and key military project managers that IdaTech’s intellectual property was sound,

and management and technical teams could executive complex projects to fully serve government missions.DOE projects produced flexible power systems capable of using multiple fuels. Defense projects produced first-ever multi-kilowatt fuel cell systems capable of sustained operation with military logistic fuels. Accomplishments are unique to IdaTech, establishing new benchmarks for the industry.Successes encouraged continued investment by IdaTech’s owners and supportive markets, enabling introduction of new fuel cell power systems into targeted markets.

Achievements supported the validation of federal support for commercial fuel cell

infrastructure, directly contributing to the national energy policy for creating alternative

energy sources capable of sustained operations with indigenous fuels.

Engaged new markets resulting in substantive sales of products and services, as well as overseas market conditioning efforts to increase market reach. Intensely complex processes requiring CEO involvement. Handed off client management and established arrangements to dedicated sales team for routine sales activities.Successfully engaged Government Services Administration (GSA) to evaluate and approve products and services for inclusion in GSA Advantage, the federal government’s equivalent of a comprehensive buyers’ catalog of products and services. Federal government support resulted in successful first projects and sales of alternative energy systems in U.S. and Europe.Applied for World Bank-sponsored project that provided financial support for deployment of power systems to approved developing countries. The Bank subsequently declined to continue interest in all fuel cell projects; however an exceptional distributor, maintenance services company and fuel suppliers were engaged with the Company through the proposal/capture process that succeeded in significant systems sales in Indonesia.Secured approval by The Western States Purchasing Alliance for listing fuel cell power products and services in the seventeen states members catalog, creating mechanism for volume sales to western states.

Led development of legislative and regulatory policy strategy, advocated policy with Federal and State Governments, and established enduring relationships and alliances with industry partners to achieve policy objectives. Included were creation and extension of Federal Fuel Cell Investment Tax Credit, sustainment of State Government benefits programs in California and Oregon, and inclusion of fuel cell provisions in the Energy Policy Act of 2007. Hired and managed lobbyists and consultants for achieving public policy and regulatory goals. Drafted legislative language, provided congressional testimony, submitted public comments and advocated with lawmakers resulting in achievement of defined goals. Managed political action function and supported elected officials through fundraising activities.

Thrust a company with compelling intellectual property and exceptional human talent

into the forefront of visibility in energy policy communities.

Provided important policy and program development guidance to U.S. Department of Energy and Oregon Department of Energy as requested. Managing member of the California Stationary Fuel Cell Collaborative including Industry Advisory Committee, and Texas Fuel Cell Partnership advancing work on energy policy and regulatory affairs. Led the industry in shaping federal advocacy strategy and agenda as President of the fuel cell industry trade association. Elected to executive positions within the association, and participated heavily in key industry market development, advocacy and trade activities.Engaged Company in California’s highly advantageous emerging green energy program, establishing ‘first-mover’ competitive advantage in California, enabling sales of its products where strict air quality standards have limited use of traditional power systems. Worked with California Energy Commission and California Air Resources Board to achieve fuel cell system air emission qualification, listing as a safety-approved power system for sales in the state, and qualification for Emerging Renewables Program.Worked directly with Director of the Oregon Dept. of Energy to successfully engage the Company in Oregon’s Business Energy Tax Credit (BETC). It provided a multi-year cash benefit, ranging from $1.8 to 2.6 million annually, for developing fuel cell technologies and manufacturing infrastructure.

IdaTech developed first-of-a-kind sellers of renewable fuels suitable for its fuel cell products, and achieved certification as a ‘green power system’ within the California Emerging Renewables Program first system serving backup power applications for rapidly expanding telecommunications industry.

FuelCell Energy, Inc. Washington, DC 1994–2002

Serves global markets with advanced fuel cell systems for primary power applications where customers save with higher efficiency power generation, renewable fuels can be productively used, or conventional generation is noncompliant with air quality regulations. Safety-certified products represent disruptive power technology that transforms the primary power value proposition with affordable, assured power availability. Employs over 400 engineers and specialists with technical support worldwide.

Vice President of Business Development

Recruited as a member of the executive team brain trust to evolve the company from a research and development business to a profitable, global supplier of proven fuel cell power systems; to develop and manage corporate legislative and regulatory policy; to expand limited portfolio of government contracts, inclusive of defense and civil projects; and to develop strategic partnerships for distribution of products and services worldwide. Success propelled FuelCell Energy (FCE) into international markets, created military power systems solutions, and differentiated the Company with ability of its systems to reliably use military and renewable fuels.

Created $295 million in new business, representing average 70% company revenue for six consecutive years. Distinguished Company with ability to market highly specialized power systems – including first ever commercial multi-megawatt power plants – serving unique applications that obviated competitive challenges.Formed and trained highly-focused capture teams from the functional organizations. Managed capture teams to evaluate relevant opportunities, create competitive proposals, and win contracts in highly competitive and intensely regulated agency acquisition environments.Won 3 DOE research and development contracts valued at $228 million for developing large-scale power technologies, and product systems and services, representing the largest projects ever for the Company.Managed retention of all contracts through annual Congressional appropriations advocacy and coordination with DOE project managers. Lobbied appropriations committees and Members of Congress, encouraged vendors and State Representatives to support retention requests, supported selected members with fundraisers and issues advocacy important to them.

Success supported DOE achievement of alternative energy policy for distributed

power systems using renewable fuels, and won praise from DOE Leadership

for innovation, meeting schedule, quality and budget.

Convinced Naval Sea Systems Command to adopt FCE’s technology to develop an on-board destroyer power system. Ultimately eliminated Navy’s support for competitors’ technologies, and positioned FCE as provider of choice.Obtained Congressional directed initiative to study competing technologies, obtained Navy approval to seek follow-on appropriation resulting in $36 million multi-phase project to develop 500 kilowatt fuel cell plant capable of using logistic fuels. Convinced Navy to consider alternative technology and lobbied Congress. Formed dedicated capture team from functional organizations, led team through proposal development, contracting processes and project kickoff. Complete coordination with engineering, finance, legal, manufacturing and sales for project success and greatest efficiency using project management skills.

Success resulted in Navy test and evaluation of first-ever combat ship fuel cell system. Thrust company with unique fuel processing capabilities important to Navy, into ship on-board power marketplace.

Led development of legislative and regulatory policy strategy, advocated policy with Federal and State Governments, and established enduring relationships and alliances with industry partners to achieve policy objectives. Hired and managed lobbyists for achieving public policy and regulatory goals. Drafted legislative language, provided congressional testimony, submitted public comments and advocated with lawmakers resulting in achievement of defined goals. Managed Political Action Committee and supported elected officials through fundraising activities.Directed higher level of Congressional and Administration support to U.S. DOE that broadened Fuel Cell, Hydrogen and Infrastructure Program scope and funding. Enabled DOE, Army and Army Corps of Engineers to increase number and breadth of fuel cell R&D and systems development projects, for which company competed and won. Employed access to Congressional members and committees that successfully advocated higher intensity U.S. effort to reduce dependency on foreign fuels, create jobs and sustain U.S. technological superiority. Company competed for and won multiple contracts from this increase.Created enduring relationships with Members of the Congress, Executive Branch departments and industry partners to influence energy policy favorable to the Company and fuel cell industry. Included defense and civil departments (DOE, EPA, DOT), Federal Advisory Committees, Members of Congress, Congressional Committees, industrial partners, trade groups. Accomplished using persistent professional outreach, creating personal relationships.

Managed, with company senior leadership, a unique alternative power system commercialization alliance established to validate, and create markets for, company’s technology and products. Led participating alliance members, including two large California utility systems, N. California Power Agency, Electric Power Research Institute, SMUD and National Rural Electric Cooperative Association through the demonstration of a first-of-a-kind fuel cell power system. Program resulted in significant advancement of product acceptance and pre-market entry conditioning that led to sales to some alliance members.

Early adopters of power system products and services selected products based on technology superiority and

enabling complex power production missions. Products became power systems of choice.

Created $20 million in strategic partner investments that propelled company to new markets in the Orient, U.S.A lucky cold call with Japan’s fourth largest trading company (Marubeni Corporation) led to $10 million investment, and long-term sales agreement. Business Development support and training of Marubeni sales force resulted in first fuel cell plant sales for food, beverage and municipal water markets in the Orient, setting standards for performance in tough and demanding set of markets.Engineered strategic partnership with PPL Energy, a key energy services company serving customers in middle Atlantic U.S., resulting in $10 million investment in FCE and first fuel cell power system sales to hospitality industry including Starwood Hotel system.

Martin Marietta Corporation Valley Forge, PA 1987 – 1994

Developed and deployed manned and unmanned space systems for NASA, the U.S. Air Force and commercial satellite service corporations worldwide. Satellites provided users with weather, communications, earth resources and space power capabilities, changing the ways people live and work. Employed more than 3,500 professionals.

Program Manager, Marketing Manager

Program Manager for Quality Assurance and Reliability Engineering – ‘Space Power 100’ Program

Developed from engineering and introductory managerial positions to lead a $605 million space power system development contract with 7 other program managers. Created Quality Assurance & Reliability Program providing government-mandated evaluations and validation of unique space nuclear reactor satellite system to provide first lunar colony with a power system, as well as powering future high power demand satellites. Success ensured research and development activities met stringent NASA, U.S. DOE, U.S. Air Force and Jet Propulsion Laboratory requirements for product quality and reliable system performance.

Developed organization of 18 engineers and technicians from functional matrix organization serving space and nuclear laboratories and development facilities in PA and CA. Created Quality Assurance and Reliability Engineering Program Plans that provided measurement and assurance services for Company engineering departments, supply chain consisting of 400+ vendors, review boards, audit services, manufacturing operations.Created assurance methodologies and procedures for space program, not previously developed by the U.S.,

for new manufacturing processes with novel solutions to highly challenging engineering problems.Managed $28 million department budget with no negative variances over program life.Successfully managed audit teams within 2 National Laboratories that validated program nuclear components produced for program.Served as single-point authority integrating corporate operations, extensive supply chain and complex customer community for all quality and reliability program requirements.

Led engineering and validation services that provided government agencies with deep insight into program quality and reliability while ensuring compliance with complex nuclear and space program requirements.

Marketing Manager – Defense and Civil Space Sectors

Developed market intelligence for new program business development within space defense and civil space sectors. Designed and produced market assessments for program pursuit, competitive analyses and proposal strategies for selected potential new business.Assembled proposal team, managed proposal development and negotiated contract for modification of space power research and development program that resulted in contract valuation with crucial scope increase to $606 million from $450 million.Created new technology development contracts for radioisotope thermoelectric generators (RTG) subsystem group in support of deep space exploration, including RTG power for missions to Saturn and Jupiter. New business totaled $41 million revenue, creating significant business expansion in power systems business sector.

Education

Bachelor of Science in Physics

State University of New York

Notable Achievements

President and Executive Officer – U.S. Fuel Cell Council* (President: 2007, Officer: 2002 – 2010)

Industry Advisory Panel member, California Stationary Fuel Cell Collaborative (2008–2010)

Distinguished Service Award – U.S. Fuel Cell Council (2002 - 2004, 2006)

Secretary – U.S. Fuel Cell Council (2002 – 2006); Chairperson – Power Generation; Strategy Committee

Author, 90 publications including papers, formal presentations and Congressional testimonies.

Lectureship Award, American Institute of Aeronautics and Astronautics (2000)

President, Fuel Cell Power Association (2002–2003)

*Note: U.S. Fuel Cell Council is the largest fuel cell industry trade association in the world.

Professional development

Program Management Professional (PMP) coursework completed (2011)

Business Mentor – Jack Welch, CEO, General Electric Corporation

Managerial Development Coursework, General Electric’s John F. Welch Leadership Center (several years)

Industry Advisory Panel, California Stationary Fuel Cell Collaborative (2008 – 2010)

Fuel Cell Seminar, industry annual conference (2003 – 2009)

Government Services Administration (GSA) Advantage training (2008)

Army Air Expeditionary Force Battlelab, Spiral E Experiment (2007 and 2008)

Congressional Fuel Cell Exposition training, U.S. House of Representatives (2006 – 2008)

Federal Purchasing Managers Conference, Department of Commerce (2007)

Technical Marketing and Proposal Preparation course, H. Silver and Associates (1996, 2006)

American Institute of Aeronautics and Astronautics, Regional Council Education Chair (1991 and 1992)

Advisor and Board Member, Satellite and Education Conference, West Chester University (1990 and 1991)

General Electric Elfun Society – Communications Chair (1988 and 1989)

Commendations

I had the pleasure of working with Eric during a recent business development effort in which he led our first comprehensive proposal for federal government investment in our business. This was a new area for our technology business and one where did not have any expertise. He was asked to provide leadership for it and drive the process. Eric is a consummate professional, who provided the strategic focus and operational proposal & capture development direction that enabled us to compete for, and win, the opportunity. On top of that Eric comes across with a strong intellect and a winning nature. Eric is the business development executive that any organization would wish for., Vice President of Marketing, ClearEdge Power, Inc. (2011)

Eric is a seasoned executive with a special ability to develop and leverage relationships with potential partners and industry participants. He has a clear understanding of doing business in the federal marketplace as well as with state governments. I have witnessed his skills over several years and have seen him consistently identify, bid and win government and military projects by always using a well thought out plan of action. Exceptional at cutting to the core of any issue, he is also well connected throughout various technology and government contracting communities. Highly professional, ethical and articulate, Eric is an outstanding Business Development executive. Any company thinking of entering into the federal government market or desiring to expand their current market share would do well to have him on their team.

Bill Shank, Vice President North American Sales, IdaTech, LLC (2011)

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