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Sales Manager

Silver Spring, MD
March 07, 2018

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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


- 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


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


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


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

Logistics Management Supervisor FMP Budget Planner Logistics Specialist Logistics Intern


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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