Sales Manager

ENTERPRISE CAPTURE AND BUSINESS DEVELOPMENT LEADER

SOLUTIONS EXPERT CAPTURE AUTHORITY BUSINESS DEVELOPMENT STRATEGIST

Kinetic leader offering experiences from Fortune 500 companies, small business, to new startups in winning, expanding, and building business with

• Extensive knowledge in marketing, sales, logistics, and program management achieving the highest capture/sales rates in the industry

• Strategy establishment, pipeline development, sales/capture process implementation, domain expert recruitment, and new business leadership, training and mentoring

• Direct hands on guidance and leadership across the business development lifecycle

QUALIFICATIONS AND DISTINCTIONS

- Established Capture Management Professional

- Wide Breadth of Program Management experience

- Business Development Leader

- Experience with Companies of all Sizes, Start-up to Legacy

- Price-To-Win Corporate Representative

- Competitive Intelligence SME - Analytical, Creative, Detail-oriented, Strategic

- Superior Budget Management Skills

- C-Level, Senior Leadership Advisor

- Educator, Trainor, Mentor

- Superior Oral and Written Communication Skills

- Solid Understanding of Federal Procurement Processes

- High Ability to Learn and Use New Technologies

PROFESSIONAL EXPERIENCE

WEN Original, LLC Gaithersburg, MD; San Carlos, CA 2014-Present

Consultant

Applying a depth of experience and unique perspectives, enabling corporate teams/companies to improve their new business success through process implementation/refinement, training, and mentoring. Offering support, guidance, and leadership across the sales process spectrum:

• Provide capture/sales training – high-level overview, to deep dive skill and knowledge building – for the novice individual contributor, to the top tier manager

• Facilitate strategy building session for new market entry to individual capture/sales efforts

• Support ranged pipeline development to opportunity qualification and pursuit, to all color teams

• Provide guidance, support for proposal development – written response to orals presentations

Fluor Government Group Arlington, VA; Greenville, SC 2015

Capture Excellence and Competitive Intelligence/Price-to-Win

Built a Federal integrated new business process by blending the existing commercial model to increase win rates and stop disqualifications, supportable by a commercially focused Corporation.

• Trained capture managers and FFG leadership in customer intimacy, process improvement, establishing executable win strategies, delivering compliant proposals, and ensuring profitable offerings

• Implemented CI/PTW activities for competitive positioning

• Led win strategy sessions, color teams, and proposal win theme development

• Conducted lessons learned and refined processes

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ASRC Federal Beltsville, MD 2012 – 2014

Business Development Operations Vice President Capture Center Vice President

Led a multi-disciplinary cross-enterprise capture, proposal, and production management team responsible for winning/capturing new business opportunities for all subsidiaries with company values ranging from $5-400M and increasing the win rate from 20% to 60%.

• Managed the efforts to infuse strategy into operational plans and the build-out of sector pipelines with assessed opportunities

• Oversaw development and expenditure of BD/sales budgets, tracking of BD metrics, and targeting and negotiating strategic partnering

• Drove the development, documentation, and implementation of an integrated BD process aligning the sales/capture process, policies, procedures, reporting tools, and templates

Lockheed Martin Bethesda, MD; Rockville, MD; Moorestown, NJ 1998 to 2012

Business Development Senior Manager Program Manager

Shaped the corporation’s capturing of new business as a leader of policies, process standards, executive training, and professional development to deliver the highest win rates in the industry.

• Developed, trained, and implemented corporate-wide Capture Guidance for over 3000 employees

• Utilized predictive modeling and forecasting techniques to support executive strategic and tactical decision-making for a multi-billion-dollar organization

• Aligned new business acquisition budgets with long range plan and monitored expenditures

• Lead corporate competitive intelligence – strategic and tactical through cross-corporate networks

• Designed and oversaw corporate executive BD and Strategic Planning leadership development for over 150 high potential, Capture, and Program Management employees annually

• Pursued ship systems and platforms, C4ISR, systems integrator, and logistics opportunities

EARLY CAREER

Department of Navy Port Hueneme, CA; San Diego, CA; Washington, DC 1989 – 1998

Logistics Management Supervisor FMP Budget Planner Logistics Specialist Logistics Intern

EDUCATION

MS, Engineering – Coursework, Stevens Institute of Technology

MA, Organizational Behavior – Coursework, California Lutheran University

BS, Education – Kappa Delta Pi (Honors), Clarion University of Pennsylvania

Shipley – Capture Management Training

Fuld-Gilad-Herring Academy of Competitive Intelligence (ACI) – Competitive Intelligence

Lockheed Martin – Capturing New Business Institute; Customer Relations; Competitive Intelligence/Price-to-Win Institute; Program Management

Department of Navy – Logistics Management Acquisition; Logistics Management Intern Program

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