Manager Sales

JAY RATCLIFFE, Professional Experience, Continued…

JAY RATCLIFFE

***** ******* ***** ■ VALENCIA, CA 91355

805-***-**** ■ ********@*****.***

Self-motivated, results driven professional with extensive experience in program management, technical sales,

business development, marketing, and communications for the aerospace and defense industry. Retired Lieutenant

Colonel, United States Marine Corps. Excels at leading multi-departmental teams in identifying and completing all

required tasks through a disciplined process to deliver program requirements on-time and on-budget. Expert in

producing winning value differentiated proposals to capture new business. Anticipates and exceeds customer

expectations to increase value and secure future business potential. Successful relationship building, a consultative

business approach with customers, and superb written and verbal communication skills make this team oriented

leader effective and successful.

CORE LEADERSHIP COMPETENCIES

• •

Program Management Proposal Development and Management

• •

New Business Development Procedure Development and Review

• •

Contract Review and Negotiations Marketing and Communications

• •

Customer Acquisition and Retention Planning and Forecasting

• •

Government Procurement Government Licensing

PROFESSIONAL EXPERIENCE

PROGRAM MANAGEMENT, BUSINESS DEVELOPMENT, SALES AND MARKETING

• Primary point of contact for products and services offered to a varied marketplace of domestic and

international aerospace customers: OEM, their Tier 1 suppliers, and MRO organizations. Customer base

across all industry including commercial aviation, regional, business and general aviation, rotary wing

(commercial and military), military fixed wing, and unmanned systems.

• Maintains Strong network and contacts and clients within the aerospace and defense industry.

• Managed all aspects program development process including proposal responses (commercial and

technical), pricing, negotiation of requirements, procedure/requirements matching, preparing program

plans, schedule development and review, program launch, reviews (internal and external), budget, risk-

management, delivery, qualification and after-sales support to ensure that the program scope and outcome

is achieved and stakeholder and customer expectations are exceeded.

• Led a multi-departmental product line team to address issues and increase growth of business through

value pricing, new business development, and efficiency improvements.

• Managed programs of medium to high complexity and risk leading multiple disciplines within a matrix

organization to ensure that program milestones were met and the programs were completed within budget.

• Drove relevant program and program status communications and monitored progress through regularly

scheduled reviews to address action item completion, mitigate risks, and control costs.

• Tracked program performance metrics and briefed higher management on progress, potential risks and

mitigation plans, and required resource allocation to ensure program success.

• Identified and proactively managed potential conflict and resource constraints through clear

communication and planning with both internal organizations and customers to ensure barriers that could

impede program progress are addressed and resolved as early in the process as possible.

• Monitored, identified and orchestrated professional responses to customer scope changes “Scope Creep”

working with the team to maintain program profitability and schedule and provide opportunities for

revenue growth.

• Led multi-departmental team to develop numerous winning proposal responses that answered the

customer’s requirements and showed the differentiated value to competitions offer in extremely fast-paced

and highly competitive business environments.

• Significant training and experience in preparing for and negotiating of win-win contracts with major OEM

and their Tier 1 suppliers while developing respectful and profitable long term relationships.

JAY RATCLIFFE, Professional Experience, Continued…

• Managed, trained, mentored, supported, and evaluated the performance of subordinates, and domestic and

international consultants and manufacturer’s representatives.

• Wrote, reviewed, and updated procedures related to product life cycle management in support of ISO9001

and AS9100 certifications and audits.

• Maintained key customer relationships through frequent meetings to achieve increased sales and customer

intimacy including voice of customer, prospecting new opportunities, qualification of requirements, non-

disclosure agreements, value based propositions to requests, target pricing, negotiation of contracts and

long term agreements, scope creep management, and customer support through the completion of all

contractual commitments.

• Highly experienced in international business working with both governments and companies.

• Designed, approved, and supervised the production of sales and business development literature including

trade show graphics, customer presentations, product data sheets, product technical descriptions, and video

presentations used throughout business units and corporations.

• Extensive training and experience in the U.S. Government licensing processes including International

Traffic in Arms Regulations (ITAR).

UNITED STATES MARINE CORPS OFFICER

• Retired a Lieutenant Colonel after almost 25 years of honorable active duty and reserve service starting out

as a Private.

• Responsible for the day-to-day training, leadership, supervision and welfare of personnel working in the

multi-tasked, fast-paced environment of Marine Aviation Logistics and later base operations in the

command center.

• Training and extensive application of Government purchasing under the FAR and DFARS.

• Accountable for the supply and maintenance of multiple aircraft types, both fixed and rotary wing assets,

used by Marine Aviation.

EMPLOYMENT HISTORY

May ’12 – May ’14 Semco Instruments, Inc., Valencia, California

Product Line Manager and Key Account Manager

Jan ’06 – Apr ’12 LORD Corporation, Santa Clarita, California

Key Account Manager

Feb '03 – Dec ‘05 BAE Systems, Los Angeles, California

Business Development Manager

May '00 – Jan ‘03 The Titan Corporation, Santa Clara, California

Marketing and Sales Manager

Sep ‘95 – Apr '00 Litton Industries, Inc., San Jose, California

Business Development Manager

Apr ‘93 – Aug ‘95 Litton Industries, Inc., San Jose, California

Program Manager

Sep '84 – Dec ‘08 United States Marine Corps.

Active Duty and Reserve Marine Corps Officer

EDUCATION & PROFESSIONAL AFFILIATIONS

CALIFORNIA STATE UNIVERSITY, NORTHRIDGE – Bachelors Degree, 1988

JAY RATCLIFFE, Professional Experience, Continued…

Professional Education: Selling High Technology Products, California Institute of Technology; Effective

Negotiating for Managers and Professionals, Dr. David Palmer; Defense Trade Controls, Export Compliance

Training Institute

Professional Memberships: Army Aviation Association of America, Association of Old Crows, National Business

Aviation Association

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