Project Manager Sales

Terence Gary Williams

***** ****** ******** ***, ******, VA 22124 Phone 703-***-**** *************@*****.***

Business Strategy Commercial Management Sales and Marketing

Stakeholder Engagement Project Management

Career Summary:

Senior manager with 25 years experience in project delivery, commercial management and business

development. Proven project manager with demonstrated skills in developing teams and eliciting high-

productivity from staff. Expertise in sales force efficacy programs, business processes, project controls, and

budgeting. Diverse background in Defense, Nuclear, Transportation, Industrial and Power.

Business Strategy and Sales Policy, revised and updated Policies, Processes and Procedures to

reflect changing standards, best practice from lessons learned, and regulatory/government compliance

requirements. Perpetually monitored the business environment to assess trends and activity to develop, test,

and align strategy. Co-ordinate and collaborate with subject matter experts to refine value propositions, and

pricing thresholds.

Commercial Management, implemented a standardized marketing and sales process for a $6B

Business Unit to deliver consistent risk / return ratio on investment. Established the protocol and

methodology to develop and review business development and sales pursuit applications. Conducted the

internal evaluation for all applications and presented to the senior executives.

Sales and Marketing, responsible and accountable for the development and execution of the sales

capture, securing $16B in sales and managing a team of 32 staff. Trained, coached, and supported users for

the introduction and roll-out of a customized global CRM system for KBR.

Project Manager, delivering the $272M Engineering and Construction of the Vanguard Submarine

nuclear refueling decontamination system facility at Devonport Dockyard, UK. Managed and lead:

interface workshops; sub-contract administration (Engineering, Mechanical, Electrical and

Instrumentation); Schedule; Budget and Cost, and Risk Analysis and Management; Change Control;

Documentation and Handover process; Reporting; through engineering, installation, setting to work, and in-

active commissioning.

Professional Career:

KBR Minerals (Global), 2012, Director Strategy, Sales and Marketing

Manage and lead the integration of the sales organization and business strategy. Conducted evaluation of

sales performance and introduced metrics to create transparency and stimulate action. Developed the design

of strategic account plans for the Major Mining Companies and Major Resource Companies. Harmonized

the branding approach for the global enterprise, publishing a guide for internal consumption on how to

subordinate legacy brands, and timing for elimination/use.

KBR Power & Industrial (USA), 2010 - 2012, Director Business Development

Manager of $800M Sales & Marketing department, delivering a significant increase in sales.

Established the protocol for business development activity, and capture development. Trained the

team in customer facing skills and proposal preparation. Enforced adherence to standards through

continual reinforcement, coaching, nurture and when necessary, discipline actions.

KBR Government & Infrastructure (USA), 2007 - 2010, Director Business Development

Manager of $7B internal sales department servicing global defense and infrastructure. Developed a

standardized process for evaluating business development and sales pursuit opportunities, evaluating

our understanding of Customer needs, Scope, Competition, Solution, Differentiation, Execution

May 2013

Risk, Contractual Risk, Legal Risk, and Win Strategies.

KBR Government & Infrastructure (UK), 2003 - 2007, Director Sales and Proposals

Manager of $500M internal sales department servicing European defense and infrastructure.

Updated the proposal development handbook and instituted retraining (introducing Lore

International and Rogen International) to refresh and re-orientate the Business Development and

Sales teams to develop compelling, compliant, and responsive proposals. Developed and published

a "Proposal Bloopers" magazine, identifying the most common mistakes in cartoon form with simple

instructions on how to overcome, avoid, or rectify, similar challenges. Initiated to the use of Black-

hat reviews, Pink and Red team reviews, and cost reviews for all major pursuits.

KBR Government Services (UK), 1989 - 2003, Project Manager

Delivery of multiple projects in defense, nuclear and transportation industries. Change Management

Project Manager for British Airways - Business Process Re-Engineering Project, managing a team of

8 project managers on a range of initiatives including a redesign of all of their commercial, quality,

and HR functions. Project Manager for the Land Registries of Northern Ireland for the digitization

of all of their land registry maps and their legal acceptance. Vehicles Project manager for the

Docklands Light Railway Beckton extension and re-signaling.

Vosper Thornycroft, 1980 - 1989, Strategic Planner

Construction strategy (modular building), planning and scheduling for Naval Vessels.

Synchronizing procurement and construction activities and innovatively developing tools to allocate

space as a finite resource to calculate optimum capacity sequencing.

Education:

MBA (Project Management), Henley Business School

BS (Industrial Systems Technology), Nottingham University

Nuclear Familiarization Course (2002), Rolls Royce, Derby

Executive Leadership (Texas A&M, 2008), College Station, Texas

Employment Status:

UK Citizen, US Permanent Resident (Green Card - qualifies for US Citizenship Application in

June 2013), Based in Washington, DC and Willing to Travel

Personal fun facts:

Enthusiastic and frustrated golfer, Qualified Diver (PADI), alumni of the Henley Business

School (US), continues to read leadership and business books.

May 2013

May 2013

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