Sales Supply Chain

JOHN GATTASSE

***** **** **** **. *******, VA ***47 703-***-**** accmg6@r.postjobfree.com

EXECUTIVE PROFILE

Delivering Growth Raising Effectiveness Increasing Revenue Overseas Experience

General Management and Business Development Executive in International Aerospace with extensive success in leading EBITDA

growth and competitive recapture of market share. Strong leadership presence, people management experience, strategic sales &

marketing knowledge and winning vision are matched with excellent team motivation and customer- facing skills. Possess cultural

awareness and bilingual capability. Strategic thinker and strong team leader who is capable of delivering the company’s objectives.

KEY ACHIEVEMENTS

! Introduced a new culture, restructured the company into 4 core business units, developed an employee handbook and travel

policy, streamlined the organization, assigned goals and created accountability, implemented a new accounting system,

initiated project plans measuring profitability and improved communications within the 1st 6 months. [ARC Avionics]

Established a cross functional team in the 1st 90 days focused in Corporate Sales & Market Development encompassing

!

previously isolated functions of corporate membership, sponsorships, exhibits and advertising sales. [AIAA]

! Led winning Sales & Marketing team which secured several Lithium-ion main ship and emergency battery development

programs with key corporate aircraft airframers worth approximately $470 million over 10 years. [Danaher/Meggitt]

! Negotiated and successfully introduced a long-term joint development agreement valued at $320 million yearly with Rolls-

Royce for Titanium products in their Aero Engines. [TIMET – Titanium Metals Corp.]

! Secured $97 million in maintenance inductions over 4 years from Gulfstream, Bombardier and Cessna operators of

corporate aircraft fitted with Rolls-Royce engines, exceeding the region’s forecast by $24 million. [Rolls-Royce]

! Contributed $183 million in guaranteed cash flow over 10 years by enrolling 61 aircraft in CorporateCare, a ‘power-by-the-

hour’ engine maintenance program for Rolls-Royce BR710, Tay and AE3007 engines. [Rolls-Royce]

! Sold $168 million worth of Trent, AE3007 and Tay engines in 3 years to airlines and leasing companies with Boeing,

Airbus and Embraer aircraft. [Rolls-Royce]

! Won $87 million of accessory overhaul & spares business in 5 years from major & regional airlines, MRO facilities and

military operators. [TRW Aeronautical / Lucas Aerospace]

AREAS OF EXPERTISE

Generating Revenue Customer Relations Strategic Selling

Forming Partnerships & Alliances Identifying Solutions Supply Chain

Developing Growth Campaign & Account Management Team Development

PROFESSIONAL EXPERIENCE

ARC Avionics Corporation Miami, FL

ARC was established in 1980 as the Aircraft Radio Corporation and renamed ARC Avionics in 2000. ARC’s 4 strategic business

units consist of engineering, installations, repairs and parts. The business is certified by the FAA (Federal Aviation Administration)

with ratings in communications, navigation and radar. ARC possesses a significant portfolio of STCs (Supplier Type Certificates)

offering next generation solutions to legacy aircraft in both the civil and military markets. The company has extensive technical

capability with an in-house FAA DER (Designated Engineering Representative). All installation kits have PMA (Parts Manufacturer

Approval) and are certified by our in-house FAA DMIR (Designated Materials Inspection Representative). ARC’s unique FAA

certification allows the business to perform installations worldwide. The company consists of 26 employees and generates yearly

revenue of $18M.

Chief Executive Officer 2013 – Present

Reporting to the Board of Directors, the CEO leads the entire organization encompassing general management, finance, operations,

engineering, sales, human resources, quality and continuous improvement.

! Leading the company strategic growth by lowering costs, investing in core resources and generating incremental revenue

through long-term partnerships and retention of existing accounts.

! Achieved 7% EBITDA growth from $450K in Q2 (calendar fiscal year 2013) to $675K in Q3 based on $4.5M of revenue

and executing a 10% target growth in Q4FY13 for the 1st year business plan.

! Developing a 2nd year business plan to double revenue to $36M in 4 years with at least 10% in net profit including organic

growth and acquisition of next generation test equipment through shareholder investment.

! Negotiating the $3M purchase of the existing facility housing the Repair Station, Warehouse and Corporate Offices for a

long-term strategic presence across Miami International Airport, to lower of fixed costs and generate monthly rent revenue.

! Divested parts inventory of 2 737-500s and 1 A320 dismantled aircraft through recycling for precious metal value and

surplus component sales (engines, APU - auxiliary power unit, flight controls, landing gear, interiors and avionics).

! Appointed new overseas agents in Mexico, Chile, Brazil and Argentina to boost sales in Latin America. Also appointed a

new in-country representative in the UAE (United Arab Emirates) to boost sales in the Middle East & Africa regions.

! Building the ARC brand into a dependable, professional and global avionics service company through trusting relationships.

JOHN GATTASSE – Page 2

American Institute of Aeronautics and Astronautics (AIAA) Reston, VA

AIAA is the world’s largest technical and professional membership society with approximately 37,000 individual members and 95

corporate members in 79 countries dedicated to the global aerospace profession. AIAA is a not-for-profit organization and serves as

the world’s forum for aerospace leadership.

Managing Director – Corporate Sales & Market Development 2011 - 2012

Led and integrated the corporate membership, sponsorship, exhibits and advertising areas of focus into a cross functional team,

developed and executed a strategic plan, created new products & services and drove growth. Reported to the Chief Operating Officer.

! Created strong BtoB opportunities with AIAA acting as a nexus of business development for targeted aerospace entities such

as NASA, FAA, NOAA, Air Force, Navy, Army Aviation and Space Communities as well as Commercial Aviation.

! Recruited an additional sales representative to boost advertising revenue for Aerospace America, AIAA’s publication.

! Supported revenue growth through bundling of existing product lines and creation of new products & services.

! Created 2 new products to promote networking in AIAA’s conferences including hospitality suites in the exhibit hall and

cabana-style lounges in the event foyer.

! Implemented change that evolves AIAA into a mission-based Institute with integrated, systems-oriented domain areas of

aerospace platforms such as Homeland Security, Cyber Security, Environment & Climate Change and Bio-Fuels.

! Reinstated corporate member breakfasts and luncheons with a government speaker to provide additional customer value.

! Oversaw financial performance and long-term viability of results against organizational goals thus ensuring growth.

Danaher – Pacific Scientific Aerospace – Securaplane Technologies Tucson, AZ

Danaher is a $15 billion diversified technology leader that designs, manufactures, and markets innovative products and services to

professional, medical, industrial and commercial customers. The Pacific Scientific Aerospace group was an industry leader in the

design, development and production of aviation equipment for commercial, military and general aviation industries. Securaplane

Technologies is a leading designer, developer, producer and supplier of airborne video camera and security systems, emergency and

main ship batteries, chargers, inverters and wireless system integration for business, commercial and military aircraft.

(Meggitt plc acquired Pacific Scientific Aerospace from Danaher in April 2011).

Vice President – Sales & Marketing 2010 - 2011

Led the Securaplane Sales & Marketing team for the global Pacific Scientific Aerospace division to drive growth, pursue new

business, and develop market segments while sustaining a strong existing customer base. Reported to the division President.

! Developed and executed the division’s strategic initiatives in addition to delivering against annual strategic account plans.

! Drove sales growth by developing and executing funnel opportunities with an equal focus on new and existing customers.

! Delivered budget goals and planned targets whilst driving stretch initiatives in Danaher Business System Policy Deployment.

! Grew bookings by 23% in 1 year by implementing value selling and key account management while maintaining profit.

! Appointed new distributors and international representatives, growing regional revenues by 35%.

! Provided active and supportive leadership at a divisional level, working as an effective team member with peers and leader.

! Led the negotiation of key and critical contracts and provided program management support on strategic initiatives.

TIMET – Titanium Metals Corporation Exton, PA

TIMET is a $1.2 billion global fully integrated manufacturer and supplier of high quality titanium metal products to the aerospace,

industrial and emerging markets. TIMET was part of the privately held CONTRAN holding company. The company is currently

owned by PCC (Precision Castparts Corporation) a $10 billion worldwide diversified manufacturer of complex metal products.

Director – Global Engine Development 2009 - 2010

Led business development activities by identifying, prioritizing and coordinating cross-functional efforts to capture targeted

opportunities aligned with TIMET’s aerospace strategy. Reported to the Executive Vice President – Commercial.

! Strengthened TIMET’s global approach creating value through product development, supply chain and business solutions by

securing long-term agreements with UTC, Snecma and Rolls-Royce.

! Enhanced TIMET’s competitiveness, growth and profitability with strategic aerospace customers including Rolls-Royce,

Pratt & Whitney, GE, Snecma, CFM, Honeywell, Williams, International Aero Engines, Techspace, MTU and Volvo.

! Negotiated and successfully introduced a long-term joint development agreement valued at $320 million yearly with Rolls-

Royce for Titanium products in their Aero Engines.

! Developed and executed global market strategy for engine development to support TIMET’s overall growth through

technical assistance agreements with strategic engine customers.

Rolls-Royce Reston, VA

Rolls-Royce is a $20 billion global power-systems company in civil & defense aerospace, marine and energy markets.

Business Development Executive – Aero-Repair & Overhaul 2003 – 2009

Focused exclusively on time & material maintenance for Tay, Spey, BR710 and AE3007 engine types; with responsibility to capture

corporate business in the Central US and International regions. Reported to the Vice President - Engine Programs.

JOHN GATTASSE – Page 3

! Developed a rapport with corporate flight departments of Fortune 500 companies and key Fixed Based Operators (FBOs) to

establish a strong relationship with the Director of Aviation, CFO, Chief Pilot and Director of Maintenance.

! Exceeded the induction forecast by $24 million with focus on Tay overhaul shop visits that generate the highest revenue.

! Managed Rolls-Royce advisers in the International region to develop a network of trained field representatives.

! Led and motivated the sales team to deliver business objectives and support campaign activity as required.

Director – CorporateCare Sales – North America 2002 – 2003

Focused exclusively on CorporateCare; with responsibility to lead sales campaigns targeted at existing operators of Rolls-Royce

BR710, Tay and AE3007 powered aircraft in the West Coast and South East regions of the US. Reported to the VP– Aftermarket.

! Developed a strategic plan, which doubled enrollment in 1 year of Rolls-Royce powered aircraft into the CorporateCare

engine maintenance program. The strategy centered on bundling opportunities during key engine shop visits.

! Exceeded the arrears forecast by $19 million with a focus on engines due overhaul thereby generating the highest buy-ins.

! Led and motivated the sales team to deliver business objectives and support campaign activity as required.

Director – Airline Sales 2000 – 2002

Executed strategic planning, financial oversight, business development and market forecasting of major & regional airlines in Latin

America. Team had P&L responsibility for $168 million in yearly business operations. Reported to the VP – Customer Business.

! Raised operating profits from 5% to 30% in 1 year, with organizational realignment, better utilizing staff talents and high-

margin sales growth.

! Improved spares revenues by 35% in 1 year through aggressive order intake initiatives.

! Enhanced customer satisfaction as a result of personal and team focus, better spares provisioning, improved Aircraft on

Ground (AOG) performance and expedited service turn-times.

! Developed ‘power-by-the-hour’ programs for Tay 650 powered Fokker 100 and AE3007 powered Embraer Regional Jets,

piloted with Brazil’s TAM and Rio-Sul Airlines under ‘Total Care’ agreements.

! Expanded field presence and enhanced technical support in the region to link service with sales opportunities.

TRW Aeronautical / Lucas Aerospace Englewood, NJ

TRW was a $10 billion leading global manufacturer and supplier of systems and services to the aerospace industry. UTC Acquired

Goodrich in 2012. Goodrich acquired TRW Aeronautical in 2002. TRW acquired Lucas Aerospace in 1997.

Director – Commercial (TRW Aeronautical) 1995 – 2000

Developed regional strategy, financial planning and new business capture with focus on major & regional airlines, repair & overhaul

facilities and military operators in Latin America. Managed a territory with over 20 countries and base revenue of $87 million.

Based in field offices in Rio de Janeiro, Brazil and Miami, FL. Reported to the Vice President & General Manager – Americas.

! Doubled spares sales in 2 years by focusing on retrofits despite 30% volume drop due to defense and airline cutbacks.

! Grew repair & overhaul revenues by 50% in 1 year, through enhanced capability and strategic teaming.

! Initiated joint ventures and authorized service centers growing regional revenues by 40%.

! Reduced turn-times from an average of 45 to 21 days supporting over 700 accessories.

! Dropped repair & overhaul average hourly rates by 30% in 1 year utilizing a streamer process.

Product Manager (Lucas Aerospace) 1990 – 1995

Focused on OEM marketing and account management of Embraer in Brazil. Led team that won contract to supply electrical

generating systems to several aircraft platforms. Based in Stamford, CT. Reported to the Director – Sales & Marketing.

! Successfully negotiated the EMB-120 aircraft renewal contract to supply the company’s starter and generator control unit.

! Secured a supply agreement for the electrical generating system on the CBA-123 aircraft.

! Won a risk & revenue sharing partnership with Embraer on the ERJ-145 aircraft.

! Developed a rapport with key Embraer executives thereby establishing a solid relationship with the customer.

EDUCATION

MBA Economics St. John's University New York

Queens College New York

Bachelor of Arts Economics

MISCELLANEOUS

Languages: Native in Portuguese and fluent in Spanish (spoken and written)

Training: Danaher Business System Leader Orientation and Executive Immersion – Chicago, IL

Danaher President’s Shingijutsu Kaizen – Portland, OR

Rolls-Royce ‘Managing Operational Performance’ executive training – Oxford, England

Coaching: Millennium Group International – Leadership Coach – Charles A. Appleby, Ph.D., Vienna, VA

Expatriate: Established an overseas international sales office in Brazil for 2 years between 1995 and 1997 for TRW

Aeronautical / Lucas Aerospace to develop closer relations and win market share with Embraer, local

airlines, repair & overhaul facilities and military customers.

Affiliation: AIAA Senior Member – American Institute of Aeronautics and Astronautics

Nomination: Nominated by Gary Ackerman of the US House of Representatives to the Air Force Academy (1981)

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