Sales Supply Chain

KEN MORROW 831-***-****

Monterey, CA

**********@*********.***

BUSINESS DEVELOPMENT EXECUTIVE

Specializing in Start-up Ventures / Information Systems & Technology

Self-starter with solid business development experience across varied

business milieus, products, services and technologies. Creative, highly

energized professional with outstanding communication skills and visionary

problem solving ability while combining "hands-on" technical qualifications

with consistent success in identifying opportunities for product launch,

and accelerated growth. Core competencies include.

Strategic Planning & Growth Executive Sales Presentations

General Management Competitive Sales Negotiations

Revenue & Profit Maximization Team Building &

Leadership

Product Design, Development & Marketing Client Relationship Management

HIGHLIGHTS OF QUALIFICATIONS

. Track Record: More than 15 years' expertise in leading and winning new

business in the OEM, high technology and US federal market place with

diverse knowledge, understanding and experience across the entire end-

to-end new business acquisition lifecycle

. Account Management: Knowledge and understanding of the strategic and

market account planning process

. Business Development: Over 10 years of successful business development

and sales experience in leading roles. Experience in managing a

pipeline in excess of $100M

. Capture Management: In excess of 5 Years' experience leading pursuits

as a capture executive for complex deals greater than >$75M

. Solution Development: 15+ years expertise in developing technical and

management value added solutions to client solicitation and scope of

work requirements

. Client Relationship Management: Proven track record of developing,

nurturing and maintaining durable relationships with major clients and

industry partners

. Proposal Management: 13 years' experience in leading or managing

winning proposals including understanding of all aspects of proposal

development and review processes

. Pricing Strategy: More than 15 years of experience in developing,

executing and leading price to win strategies

. Continuous Process Improvement: Knowledge and understanding of federal

and industry process initiatives including CMMI and Quality Assurance

. Domain Knowledge: Knowledge and understanding of engineering, IT,

operations and maintenance, logistics, program management and supply

chain management

PROFESSIONAL EXPERIENCE

Director, Business Development and Worldwide Accounts

2013-2013

ALOM Technologies- Fremont, CA

Develop and maintain regional and industry verticals book of business for

domestic/International clients for comprehensive supply chain management

and fulfillment services. Meet with middle/senior logistics executives in

client organizations to scope out and understand needs for turnkey projects

and other SCM service sales opportunities.

. Closed several new business deals by refining requirements; developing

and negotiating contracts and integrating supply chain parameters with

production and fulfillment operations

. Managed the RFP proposal development process for new and existing

services

Owner and President 2006-

2013

Total Mission- Seaside, CA

Privately held company providing law enforcement, homeland security and the

United States Department of Defense with extremely realistic, non-lethal

training aids used in weapons and firearms handling and tactical training

through simulations and exercises. Products range from simulated ammunition

and explosives devices to customized small and medium caliber weapons &

accessories.

. Captured key accounts selling non-lethal, force-on-force training

systems and ammunition to the Department of Homeland Security and

major law enforcement departments throughout the US

. Worked with major weapons simulator OEM to integrate technology into

advanced training systems sold globally

Global Director of Business Development

2002-2006

Advanced Interactive Systems- Seattle, WA

Develop sales strategies and account plans for assigned market verticals

and identify, build, and expand sales opportunities for an elite Israeli

company specializing in aviation security and counter-terrorism training.

Effectively represent comprehensive security solutions to its customers.

Cultivate relationships with customers, aviation related associations and

governmental security agencies, support trade shows as required, and

communicate with a range of management personnel including program

influencers and decision-makers across all customer functional departments.

. Created business cases and oversaw bid and proposal activity for

customers' Requests for Proposals culminating in over $11M in direct

security consulting and training revenues within the first two years

including capture of major security contracts at multiple US and

international airports

. Demonstrated technical knowledge of security-related products and

market requirements and became an effective subject matter expert

providing comprehensive security plans in diverse markets.

Director, Field Training Operations and Government Liaison

Maintain regular communication with Security Professionals within newly

created Department of Homeland Security and Transportation Security

Administration as subcontractor to Boeing for baggage security training.

Lead, develop and mentor a staff of over 1,400 security managers and

professionals.

. Successfully trained 26,000 DHS/TSA employees at 429 airports meeting

Congressionally mandated budget and time constraints

. Worked with Finance and Senior Management to create metrics based

assessments for analysis and provided recommendations for improvement

Director, Worldwide Accounts and Business Development

1999 -2002

iLogistix- Fremont, CA

Responsible for growing supply chain related services through face-to-face

contact. Communicate on customer and competitive developments that relate

to assigned sales territory by communicating to other functions and

business units' account specific needs and opportunities, communicating

with external service providers, gathering business intelligence from

customers and other sources to identify actions by customer or competitors

which could mean a threat or opportunity, and ensuring prompt forwarding of

this information to all pertinent individuals in the organization.

. Sold customized multi-million dollar contracts for supply chain

management and fully integrated ecommerce enterprise solutions within

IBM ultimately valued at $120M in annual revenues spanning five

continents

. Provided coaching, leadership and to support IBM's regional operations

worldwide

Director, Strategic Accounts and Business Development (Acquired by

iLogistix) 1997-1999

SOFTBANK Content Services- Monterey, CA

Develop major account marketing plan and implement strategies to maintain

or increase business with each account (existing and potentials),

meet/exceed account specific budgets, and management of customer specific

requirements and procedures by providing supply chain and manufacturing

services that exceeded the customers' supply chain objectives.

Led/participated in the post sales implementation teams by coordinating the

integration of the team members and preparation of the account specific

implementation action plan with the new customers.

. Planned and conducted sales calls, including developing a sales-call

plan and call specific objectives materials

. Conducted face-to-face calls with customers at all levels in their

organizations, following up on commitments and issues that arose

during sales calls and developed a robust pipeline capturing $25M in

new US-based business including IBM and Compaq

Director of Marketing, New Products (Acquired by SOFTBANK)

1995-1997

Phoenix Publishing Division- Monterey, CA

Director, Pen Systems Business Unit

1993-1995

CalComp, a Division of Lockheed- Scottsdale, AZ

Government Sales Executive 1980-

1992

ITT Corporation- Tempe, AZ

EDUCATION

Arizona State University, Tempe, AZ B.S. Degree in Business

Management

Marketing Major Advanced Studies in Finance and

Accounting

TECHNICAL / COMMUNICATIONS EXPERTISE

MS Excel Spreadsheet Models Financial Business Analysis

and Decisions

MS Word Documentation Intricate Business and Technology

Proposals

MS PowerPoint Presentations C-Level Propositions and

Business Reviews

MS Publisher Communications Persuasive Marketing Materials

Palo Alto Planning Software Strategic Marketing and

Business Planning

Contact this candidate