Manager Marketing

William Nichols

Email: **********@********.***

Address: *** **** *****

City: National City

State: CA

Zip: 91950

Country: USA

Phone: 858-***-****

Skill Level: Director

Salary Range: $180,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

BILL NICHOLS

845 Mary Court, National City CA 91950 - Email: **********@********.***

Cell#858-***-****

SUMMARY:

* 30 years of Aerospace and Defense experience, specializing in Business Development, Program Management, Capture/Proposal Management.

* 20 years U.S. Navy operational experience. Specializing in the following DoD Systems: HF/VHF/UHF/SHF/SATCOM Systems, Databases, and Classified Networks.

* 28 years of experience with Shipboard/Airborne/Subsurface C4ISR, SIGINT, and RF Systems.

* A recognized leader within the Aerospace and Defense Communities, with over 15 years of in-depth knowledge, strong past performance, and key relationships with numerous SPAWAR, SSCPAC, DISA, NSA, ONR, other DoD Customers and Industry Leaders.

* Technical Expert with Military Software Defined Radios (Land, Airborne, UAV, Manpackable), SATCOM Systems, Surveillance Systems and other Tactical Communication Products.

* Proven track record of capturing and managing numerous large DoD Programs and Projects, ranging in size from $100M - $600M.

Thales Communications Inc.

08/28/10 - 11/28/12

Director Business Development Western Region (CA. HI, WA, OR, AZ, NV):

* Director of Business Development Western Region (CA, HI, WA, OR, AZ, NV). Responsible for growing new business with: DoD, Public Safety and other Federal/State/Local Markets.

* Provided executive level oversight of company contracts with JTRS JPEO, SPAWAR San Diego, US Army CSCHR Program Office. Provided primary interface with senior leadership within these organizations.

* Developed company sales strategies and marketing plans, to insure greatest probability of win with both domestic and international customers. Responsible for capturing US Army CSCHR Contract. 5 Year IDIQ Contract valued at over $644M, awarded to Thales on 10 SEP 2012.

* Managed CRM Database, Salesforce, Sharepoint and Pipeline Tracking for all business development activities on the west coast. Responsible for new market growth with Naval Surface Warfare Center Corona, CA. Awarded new Range Modernization Program. This Multi-Million Dollar Program consisted of updating RF equipment at all US Navy and USMC Aircraft Training Ranges throughout the U.S.

* Responsible for all West Coast marketing and tradeshow activities, radio/equipment demonstrations, and support to Public Safety, Military and other DoD and civilian customers.

* Directly responsible for company P&L goals and bookings for all west coast activities.

* Provided day-to-day support to SPAWAR San Diego, U.S. Army, JTRS JPEO, U.S. Navy, SOCOMM and other DoD Customers on the West Coast. Provided new product briefings and demonstrations, insured customer needs were met in a timely fashion, and insured potential new business opportunities were identified and incorporated into Company Marketing Plan.

ARINC San Diego

06/03/09 - 02/05/10

Sr. Department Director, Business Development.

* Directed all marketing/proposal efforts out of San Diego, CA and FT Huachuca, AZ facilities.

* Company Portfolio Manager for all DISA, C4ISR and Cyber Warfare new business initiatives.

* Responsible for the identification, qualification and capture of new Domestic and International business pursuits. Provided weekly sales/marketing updates to Senior Executives.

* Responsible for the strategic direction and implementation of department marketing and capture plans, market research, competitive analysis, trade shows, technical presentations, budgets, Pipeline/Salesforce tracking, and all proposal activities for new and existing product lines.

* Expertly led a team of over 30 Capture Managers, Engineers and Technical Staff; in multiple locations throughout the United States. In-depth marketing and acquisition experience with DISA, SPAWAR, NSA and other DoD customers, led to increased growth with these customers.

* Expanded company business within the Department of Homeland Security (DHS). 1 of only 10 teams awarded the DHS PACTS Contract (5 year IDIQ contract valued at $1.5B).

* Formed many new partnerships and alliances with Government and Industry Leaders.

* Positioned the company to win multiple Engineering Support contracts out of SSCPAC/SSCLANT ($200M-$300M), and SPAWAR San Diego ($5M-$100M).

* Responsible for Department P&L, Bookings, Marketing Plan, Capture Budgets, Operational/ Business Development Goals, and coordination across a broad spectrum of operating elements.

* Directly responsible for driving company revenue. Increased FT Huachuca workforce by 75%. Increased engineering support work at SPAWAR San Diego by 25%. Exceeded 2009 Overall Operational and Performance Goals by 125%.

CAMBRIDGE COMMUNICATION SYSTEM`S, INC. 07/17/08 - 01/05/09

West Coast Business Development Director, Sr. Program Manager.

* Identified and captured new business for the company. Led all capture, RFP, and oral presentation activities. Personal efforts resulted in the award of the Maritime Support Systems (MSS) Contract out SPAWAR San Diego, 5 year IDIQ contract valued at over $225M. Won the first Delivery Order under this contract ($9.1M), for 4 MSS systems and a Regional Command and Control Center for the Armed Forces of the Philippines (AFP). Follow-on work for an additional 13 systems expected value to be over $40M.

* Positioned the company with a Large DoD Contractor Team out of Los Angeles, to support USAF Space Missile Command (SMC), 5-Year IDIQ Contract valued at $3.5B.

NORTHROP GRUMMAN

12/16/02 - 10/12/07

Business Development, Program Manager, Senior Proposal/Capture Manager.

* Expertly led and managed numerous -Must-Win- proposal efforts for Northrop Grumman.

* Aggressively identified and developed new business for the company, expanded the product line with the customer, and insured follow-on contract wins for core business areas were maintained.

* Identified, qualified, and presented multiple new business initiatives, to corporate and senior executives, for both Domestic and International marketing pursuits.

* Directed the efforts of other Program Managers, System Engineers, Sub-Contractors, and other key personnel, in the identification, preparation and response, to several large-scale proposal efforts. Coordinated all proposal activities, to include: kickoff meetings, competitive analysis, price to win strategies, proposal schedules, and RFP inputs.

* Identified, assembled, and trained key personnel and oral presentation teams. Coordinated Color Team evaluations and other proposal activities to insure greatest probability of win.

* Supported numerous C4ISR/SIGINT capture efforts, to include: Distributed Information Operations (DIO), Ship`s Signal`s Exploitation Equipment (SSEE), Global Command and Control System Maritime (GCCS-M), Distributed Common Ground Station-Navy (DCGS-N), Broad Area Maritime Surveillance (BAMS), Consolidated Afloat Network Enterprise Services (CANES).

* Provided in-depth market research, competitive analysis, capture plans and win strategies.

* Coordinated opportunity/gate reviews, capture/B&P budgets, teammate selection, CRM Management, NDA`s/TA`s, and other capture activities as required.

95% capture win rate with Northrop Grumman, as highlighted by the following wins:

Customer Contract Type Contract Value Roles & Responsibilities Status

SSCPAC Code-272 Engineering Support Multiple Award, IDIQ $49M Capture Manager, Proposal Input, Orals Team Evaluator Won

SSCPAC Code-272 Software Development Multiple Award, IDIQ $49M Capture Manager, Proposal Input, Orals Team Evaluator Won

SSCPAC Code-272 Test and Evaluation Multiple Award, IDIQ $37M Proposal Manager, Proposal Writer, Orals Team Evaluator Won

SSCPAC Code-272 Shipboard Installation Single Award $12M Proposal Manager, Proposal Writer, Orals Team Evaluator Won

SSCPAC Code-242 C4I Training Multiple Award, IDIQ $40M Capture Manager, Proposal Manager, Proposal Volume Lead, Orals Team Key Presenter Won

SSCPAC Code-246 Eng Svcs, C4ISR R&D Multiple Award, IDIQ $40M Proposal Manager, Proposal Volume Lead, Orals Team Key Presenter Won

SSCPAC Code-246 Eng Svcs, C4ISR R&D Small Business Set-aside $50M Proposal Manager, Proposal Volume Lead Won

TRAINING AND CERTIFICATION:

Program Management: Program Management I/II Training, CMMI Training, SCAMPI

Appraisal Team Member, EVMS, Six Sigma, MS Project I/II Training.

Business Development: Salesforce, Capture Planning for Strategic Wins, Managing Red Team Reviews, Managing Winning Proposals, Winning in the Cost Volume, Winning Through Oral Proposals, Writing Winning Proposals, and Navigating the Sector.

EDUCATION:

* Bachelor of Science, Info Systems, 3.85 GPA (Magna Cum Laude) - Madison University 2005

SECURITY CLEARANCE:

* TOP SECRET/SCI from 1982-2012. Last 5-Year SSBI updated on 24 May 2007

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