Manager Sales
Resume:
MACK S. BARBER
**** *********’s Way Cell 617-***-****
Dedham, MA 02026 ************@*****.***
Professional Profile Results oriented senior manager in program management, manufacturing and business development in the technology markets with experience in leading teams in technology markets. Experienced in all aspects of international business including business development, import/export and agent development. Combines strong general management capabilities with outstanding performance in building and leading business development/sales organizations. Known as a true leader who is exceptional in growing an organization profitably. MBA
Core Competencies Sales Leadership Business
Experienced Sales Manager
Metrics Driven
Customer Oriented
Capture Management Full Profit and Loss Responsibility
Budget and Expense Control
FCPA Process
Proposal Process
Business Development Leadership
Strategic Planning
Market Analysis
Excellent C-level Experience
Product Strategy Communication Skills
Matrixed Organization Leadership
Team Builder
Results Oriented
Employment IXBLUE, INC., Cambridge, MA 2013-Present
Business Development Manager
Responsible for the development of new customers in the air, land and space markets for a French company expanding into the US.
• Successfully created a new business relationship with a major contractor in the US to transition manufacturing and create a new product strategy.
• Exceeded annual objectives in the first three months of starting the assignment.
DUCOMMUN LABARGE TECHNOLOGIES, Phoenix, AZ 2010 - 2013
Business Development Manager
Responsible for the development of new customers in the western US for a defense contract manufacturing company with responsibility for supporting four factories located in Arizona, Oklahoma, Arkansas and Missouri.
• Focused on prime contractors and tier 2 contractors
• Responsible for managing the business to budget and achieved a reduction in the expense budget of 8% in 2011 and 12% in 2012.
HDT ENGINEERED TECHNOLOGIES, INC., Solon, OH 2008 - 2010
Division General Manager
President/CEO
Corporate Vice President
General Manager focused on federal business and international sales for a $ 500 M multi-location corporation. Supported the corporation in pursing growth through acquisition.
• Maintained high profitability for the two years along with substantial growth
• Successfully transitioned the organization into the HDT culture.
• Led a lean manufacturing initiative that reduced headcount by 14%, reduced inventory by 32% and decreased customer lead time.
• Established and managed a new international business development organization with a sales pipeline of $ 400 M in sales.
• Established an international business function including import/export processing, agent vetting, and FCPA training.
• Created three new product lines through cooperation of the engineering and sales organization.
• Implemented a SalesForce.Com CRM system fully integrated into the ERP system and supported by the field sales force.
• Developed new contract vehicles including GSA, PVS and FMS contracts.
• Exceeded sales objectives for each year by an average of 123%.
• Achieved budget reductions by more than 20% each year.
NORTHROP GRUMMAN, Clinton, Tennessee 2000 - 2008
President/CEO
General Manager for a $ 100 M subsidiary for Northrop Grumman in unmanned systems technology selling into defense (all services), state/local government and international markets.
• Built Long Range Strategic Plan for the organization.
• Rebuilt the business development and sales organization including the forecasting system, procedures, culture and review process.
• Successfully transitioned the organization into the functional organizations and integrated successfully the culture into the parent company culture.
• Established an international sales organization which exceeded annual objectives each year by an average of 124%.
• Responsible for import/export procedures through corporate.
• Responsible for managing the business to achieve budget objectives and achieved reductions in the budget each year.
• Managed and submitted forecasting, resource management and strategic planning results to sector management.
* Grew the company by 355% in bookings.
NORTHROP GRUMMAN/ELECTRONIC SYS, Baltimore, MD 1991 - 2000
Division Business Development Director
Responsible for DOD business development. Managed a divisional marketing team pursuing Army, Navy, Air Force, DOE, Homeland Security and International business. Product responsibilities include UAV payload sensors, radar, processing, ATE, missiles and service based business.
• Built Long Range Strategic Plan for business area
• Responsible for establishing a marketing team for new division
• Administrative responsibility for forecasting, resource management, and strategic planning
• Worked with engineering to develop and sell payloads for UAV’s
• Business development manager for $ 600 M business area
* Supported customer driven product development
EDUCATION
M.B.A. in Management
Sellinger School of Business – Loyola University, Baltimore, MD, GPA 3.82
Bachelor of Arts, with emphasis in Math and Physics
University of South Florida, Tampa, FL
Harvard Business School
Executive Strategic Planning Course
BOARD MEMBERSHIPS
HDT Engineered Technologies, Inc. 2008-2010
Remotec, Inc. 2000-2008
Oak Ridge Chamber of Commerce 2005-2008
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