Sales Manager

VAN ESPAHBODI

703-***-**** / *******@*****.***

PROFESSIONAL EXPERIENCE

NATS October 2007 – Present

Account Director, Business Development London, England

Previous: Manager, Strategy and Government Affairs

Since 2001, NATS continues to evolve as a leading model of privatizing government

infrastructure into a profiting venture. As a core member of its business development team,

Van works closely with customers undergoing major change programs, in complex regulatory

environments, understand the outcomes they are trying to achieve.

Business Development: accountable for delivering an annual order book of £10m, defining

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market strategy, customer engagement plan and securing partnerships that ensure a

consistent pipeline, increasing the business turnover from £600m to £1bn in three years;

Partnerships & Alliances: project lead on various partnership engagements – one resulting

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in a joint venture in Spain winning an initial €80m services contract and another that

helped the business walkaway from risky M&A potentially saving the business millions;

Competitive Intelligence: identifies organisational stakeholder maps and monitors industry

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events for targeted communications aimed at decision makers and key influencers;

Bid Capture / Proposals: prepared and successfully submitted the bid proposal to the

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€2.1bn European air traffic modernisation program. Additionally, managed winning bids

with civil and military agencies in various countries ranging from $1m to $30m;

Strategic Communications: works closely with Corporate Communications and external

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public relations to ensure a robust marketing plan and appropriate campaigns that capture

key messages aimed at the regulator, customer and related industry stakeholders;

Government Affairs: understanding of the administrative and regulatory processes between

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US and UK/Europe, providing a balanced view of planned policies and prioritized

government contracting vehicles. Expert on both Single European Sky and US NextGen -

the multi-billion euro and dollar initiatives aimed at consolidating airspace boundaries,

system-wide information management and technology global interoperability;

Project Management: Enterprise software administrator for the legacy SAP Sales Customer

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Relationship Management “CRM” tool and successor Salesforce CRM tool. Worked with the

information solutions team to improve user interface (UI) and reporting requirements.

Raytheon, Corporate Business Development April 2004 – August 2007

Manager, International Sales Representatives Washington, DC

Security Clearance “Secret” (inactive)

Controlled the appointment and termination of Raytheon’s international marketing

representatives across all defence and commercial business areas. Analysed local and

international anti-corruption regulations (e.g. FCPA, ITAR, OECD Convention) while providing

ethics compliance training. Team trouble-shooter; travelled globally to audit companies on

behalf of Corporate General Counsel to mitigate reputation risks and legal discrepancies.

Due Diligence: audited third party agent businesses and physical premises around the

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world with an emphasis on Middle Eastern companies with branches in Europe. One in

particular mitigated legal issues resulting in a $200m aircraft deal in Pakistan, upon which

a personal achievement was awarded by the business President;

Advisory: supported executives with cross-cultural communications for meetings with

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foreign dignitaries including ambassadors, ministers and other key government officials;

Training: provided ethics compliance seminars to third party agents during global defence

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exhibitions taking place in Europe, Middle East, and Africa;

Governance: led workshop at AFSAC (US Department of Defence office for Foreign Military

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Financing), updating the corporate policy on the process of pursuing US-funded grants for

defence technologies in various countries. Awarded another personal achievement award.

Office of Congressman Adam Schiff (CA-29) September 2003 – April 2004

Staff Assistant Washington, DC

Staffed the congressman during Committee on Foreign Affairs hearings and related official

events. Provided the Chief of Staff and legislative aides with time-sensitive research. Assisted

in drafting the congressman’s floor statements, ‘Dear Colleague’ letters, and constituent

correspondence. Managed front office supervision by overseeing interns and constituent visits.

Office of House Democratic Leader Nancy Pelosi (CA-8) April 2003 – September 2003

Legislative Intern Washington, DC

Based in the Leadership Office inside the US Capitol; provided introductions to all visitors

meeting with the Minority Leader. Assisted the Executive Assistant with the Leader’s

scheduling and special events. Managed a portfolio of issues for constituent correspondence.

Supported weekly press conference logistics for the press/media team.

EXECUTIVE EDUCATION

Huthwaite International March 2013

SPIN Sales Southampton, England

Cranfield School of Management June 2012

Advanced Negotiation Cranfield, England

British Council Interstate Programme June 2007

EU Government Relations Brussels, Belgium

Thunderbird School of International Business Management July 2006

Global Leadership Program with European regional focus Glendale, Arizona

ACADEMIC QUALIFICATIONS

M.A. International Commerce and Policy August 2007

George Mason University, School of Public Policy Arlington, Virginia

Executive Vice President, Student Association

(1.5 of 2 years completed due to job relocation)

B.A. Political Science, International Relations June 2003

California State University Fullerton Fullerton, California

Awarded 2002 Student of the Year by the Political Science Department

Cambridge University Study Abroad January 2003

Fitzwilliam College Cambridge, England

Comparative Government focus

LANGUAGES

English – Native / Strong Command

French – Native

Persian (Farsi) – Native

Turkish - Basic

Spanish – Basic

AFFILIATIONS and INTERESTS

London: British American Business (BAB), British American Project (BAP), F-Group

partnership with UK Trade & Investment and the Foreign & Commonwealth Office, Chatham

House ‘Under 35 Forum’, Frieze Foundation, UK Aviation Club, Royal Aeronautical Society

Washington, DC: ATCA, Aviation Club, CATO, Corcoran Gallery ‘1869 Society’

Personal interests: National security policy, Horology (watches), Architecture, Jazz and Funk

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