Program Manager / Business Development / Sales Manager

Qualification Profile

Technically adept and customer service-oriented professional, with proven

record of exceeding corporate sales goals; inclined to a key position that

would utilize significant experience in engineering (9 years) and

commercial sales operations (10 years) with preference to the aerospace

industry. Highly experienced in selling to and negotiating with

multinational clients; delivering technical presentations; determining new

product growth opportunities; and well as tracking of project schedule,

cost, routings, inventory, and status reports.

Specialist in managing technical, manufacturing, and procurement associates

in the development of new products, minimizing costs, determining program

potential, interest to the business, and pricing strategies.

Qualifications include:

o Technically adept and creative thinker with excellent communication

skills both internally and with customers.

o Knowledgeable in commercial and legal aspects of contracts,

negotiations, and distribution methods.

o Skilled in promotion and sales, particular to identifying value-added

engineered solutions within company growth strategies.

o Knowledgeable in commercial and legal aspects of contracts,

negotiations, and distribution methods.

o Able to work on own initiative in a fast-paced team environment on

multiple simultaneous projects.

Areas of Expertise

Sales & Marketing International Engineering Background

Customers

Negotiation Sales Cash Flow and Project and Proposal

Risk Analysis Manager

Strategic Planning and Excellent PMP Certified

Pricing interpersonal skills

Professional Experience

Parker Hannifin, Gas Turbine Fuel Systems Division ( Mentor, OH

Business Development Manager, Parker Macrospray Industrial 2011-present

Product Line

Program Manager - Honeywell and Rolls-Royce Aerospace fuel 2009-2011

injector nozzles

. Commercial and central point of contact for multiple customers and

projects within aerospace OEMs and industrial markets including

automotive, spray drying, energy, and pharmaceutical manufacture.

. Directed efforts of teams from various resources (engineering,

manufacturing, quality, procurement, testing, contract administration)

on program execution. Balanced resources based on needs of program

versus other various customer commitments.

. Resolved commercial, technical, and schedule conflicts both internally

and through communication with customers.

. Strategic pricing expert especially when sole source and/or

understanding the nature of a product's technical advantage in product

to end customer.

. Secured, reviewed and managed the Request for Proposal (RFP) process,

including determination of program potential and strategic value to

company. Managed design efforts, costing, procurement efforts,

manufacturing and overall cost estimates. Compiled all facts into

technical and financial risk analysis to determine OEM and aftermarket

pricing strategies before submitting proposals to staff and then to

customers.

. Reviewed company compliance to existing long term agreements and

negotiated terms of new pricing agreements and contracts.

. Extensive travel and face to face customer interactions both domestic

and international throughout Europe including Turkey, and more from

previous employment.

. Managed development programs of highly technical fuel injector nozzles

with Honeywell Aerospace (Phoenix) and Prvn Brn?nsk Stroj rna (Czech

Republic).

. Focused operations team to work on lean production and manufacturing

changes to reduce costs and therefore increase margins in fixed priced

products.

. Worked as Program Manager for an inter company product move between two

Parker facilities.

. As part of program management responsibilities, presented Stage Gate

reviews throughout different phases of the pre-bid and proposal,

proposal, development, pre-production, and production stages of a

product's life cycle.

. Contributed Macrospray product line forecast information to create

division financial sales plans. Monitored and reported actual sales

versus plan monthly, including presentations to staff if required.

. Contract administration duties as required.

. Understanding of Export Compliance Regulations.

Selected Accomplishments:

V Assumed business development role for Macrospray spray nozzle line in

September 2011 with goal of growth and market diversification of

establish legacy product within other non-aerospace industries.

V Worked to establish inter-Parker relationships where new market

opportunities for Macrospray product line may apply. Used connections,

other divisions and sales force within Parker to determine any potential

customer application where Macrospray product might add technical value

to customer.

V Oversaw growth and profitability from $1.5M in sales of diesel

emissions nozzle to $4.0M in two years, with a forecast of $7M by 2015

and $10M by 2017 with Cummins Emission Solutions (US and Germany) and

Volvo.

V Determined pricing for aerospace APU fuel injector nozzle for 4X

increase to eliminate negative Return on Sales and increase Return On

Sales (ROS) for that product line.

V Managed multiple development projects with positive cost ratios during

design, procurement, assembly, and testing. Monthly reporting on costs

included comparisons of pricing goals, actual costs, target costs, and

estimates to completion.

V Completed Program Manager Professional (PMP) Certification, May 2011.

AeroControlex / Transdigm ( Painesville, OH

Sales Engineer and Account Manager, Europe, Israel, and South 2006-2009

America

Sales Engineer and Account Manager, West Coast US, Wisconsin, 2004-2006

and Texas

. Ensured superior customer service by interacting closely with customers

on both technical and non-technical matters.

. Proposed pricing recommendations and existence of program cash flow

analysis; wrote commercial proposals for customer presentation.

Directed contract and sales negotiation.

. Managed five European sales representatives; follow up on discovered

opportunities and ensure open communication and collaboration.

. Coordinated all phases of costing. engineering, manufacturing, sales,

and management of new and existing programs.

. Visited nuclear power plants to demonstrate high margin sales nuclear

control applications.

. Managed primary clients in both United States and Europe.

. Visited airline engineers to determine problem component and see if

scope of problems are within AeroControlex capabilities; managed

replacement part design, as well as initiated the FAA process of Parts

Manufacturing Approval (PMA).

Selected Accomplishments:

V Led AeroControlex in engineering proposals, new business opportunities,

and sales over the three year span 2005-2008.

V Exceeded new business plan and total sales requirements established for

each of three years.

V Consistently managed customer challenges after integration of two

aerospace companies into AeroControlex, including product quality

problems, delivery delays, and price increases from 100% to 500%.

V Drove business and revenue growth by targeting industry sectors and

proposing solutions to meet customer needs.

V Streamlined and supported older design for mechanical components of

nuclear power plant system equipment.

V Dealt successfully with defense-related customers, including Lockheed

Martin and Northrop Grumman.

Other Related Work History

Design and Development Engineer, AeroControlex ( 2000-2004

Painesville, OH

Control mechanisms and valves 1998-2000

New Product Development Engineer, Swagelok Company ( Solon

and Willoughby, OH 1996-1998

Quick Disconnects and Valves

Manufacturing Engineer, Swagelok Company ( Hudson, OH

Designed tooling, Programmed CNC machines, Helped create 1994-1996

routings and determine

Flow of parts through the facility, Assisted production

Product Engineer, Swagelok Company ( Hudson, OH

Quick disconnects and hoses product lines

Education and Training

Project Management Professional Certification - May 2011

Master of Business Administration (incomplete: finished approximately 50%

of requirements)

Cleveland State University-Cleveland, OH: 2001-2004

Master of Science in Mechanical Engineering

University of Cincinnati-Cincinnati, OH: 1992-1994

Bachelor of Science in Engineering Physics

Miami University-Oxford, OH: 1988-1992

Technical Skills

PC and Windows environment; Microsoft Office applications including Project

Manager.

Engineering background includes 3-D CAD systems, fabrication of metal of

variety of materials

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