Sales Manager
Resume:
Robert W. Esmond
Norwalk, CT ****0
*********@***.***
EXPERIENCE
DRS Consolidated Controls, Danbury, CT
Material Proposal Manager, 2014
Manage the material proposal group for a large, fast- paced manufacturer of naval nuclear controls and instrumentation.
Lead activities for material proposal submittals. Ensure that proposal bill of materials (BOMs) are properly costed to
enable successful submittal of proposals. Submit proposal guidelines to commodity managers and audit costed BOMs to
ensure all required materials are included. Review with subordinates the accuracy and timeliness of proposal submittals.
Advise program management on pricing structure, obligations and risk associated with each proposal.
Research and analyze price information for cost reduction. Negotiate with vendors for delivery timetables and pricing.
Coordinate with buying team for “price to win” targets in accordance with the capture plan. Disseminate and clarify
customer RFP requirements to bid and proposal (B&P) team as well as buying team. Codify B&P procedures and work
flow. Troubleshoot discrepancies and establish “bridges” to prior pricing history.
Manage Federal Acquisition Regulations (FAR), Cost Accounting Standards (CAS) and government procurement rules
and regulations. Provide weekly update on status of open production, spares and commercial proposals. Report to senior
management on risk, extent of completion and anticipated completion dates. Maintain reference history of B&P group
cost/pricing data to assist with estimation and future proposal development.
Prepare Subcontract Plan for bid & proposal efforts which require detailed review of subcontracting opportunities for
small businesses, woman owned and veteran owned small businesses among others.
Rotair Industries, Bridgeport, CT
Purchasing Manager, 2008 – 2014
Manage purchasing department for helicopter spare parts manufacturer. Annual purchases in excess of $5 million.
Developed, negotiated, and initiated contracts with suppliers. Assessed blueprints to select vendors best suited to
produce parts. Parts range from complex machined titanium assemblies to shims, nuts, tubes, electrical components and
many more. Monitored orders for compliance and conformance; recommend cancelation of orders for non-compliance
and non-performance. Expedited critically needed parts based on the requirements of senior management and Rotair’s
planning department.
Reduced supplier base for manufactured components by 10 percent through review of supplier capabilities allowing for
savings of over $300k by consolidation of procurement. Optimized the supplier base into a select group of proven high
quality suppliers and strategic partner relationships. Regulations managed under ITAR, EAR, FAR, DOD and DFAR.
Member of company ECTAAG team (Export compliance training, audit and advisory group) responsible for monitoring
company’s export/import compliance performance.
Established supplier risk assessment tool for core vendors to comply with AS9100 Rev. C requirements. Metrics include
on-time delivery, quality, quality certification, price, technology, capacity, experience and responsiveness. Conducted
vendor surveys/visits to ensure vendor met all Rotair quality requirements. In conjunction with vendors, identified the
critical paths of flight safety components with their sub-vendors and outside processors. Liaised with Rotair engineering
and quality to address vendors technical issues or concerns.
Supervised and evaluated multiple subordinates in the purchasing department. Streamlined department processes and
procedures to determine optimum staffing levels. Drafted an instructional how-to guide on the proper use of the
purchasing module of the ERP system. Interpreted and explained Rotair purchasing policies and procedures to other
Rotair departments and vendors. Attended regional and national (Heli Expo) trade shows to search for new vendors.
Robert W. Esmond Page 2
95 Maywood Rd.
Norwalk, CT 06850
*********@***.***
Spartech Polycast, Stamford, CT
Manager – Military Specification / International Market Support, 1998 - 2008
Manage international department in the sale and marketing of cast acrylic sheet for the aerospace industry with annual sales in
excess of $10 million. Markets include Europe, Asia, the Middle East, South America and India.
Negotiate and execute contracts; establish pricing, and provide technical advice for customers world-wide.
Contact point for Polycast’s international sales representatives on market conditions, products, and pricing. Aid
customers in fully understanding their requirements and choosing suitable products. International liaison for order
maintenance and customer relations. Coordinated Polycast representation and business cultivation at the Paris Air
Show, June 1999, June 2001, June 2003, June 2005, June 2007 and Farnborough Airshow July 2000, July 2002.
Coordinate with outside sales representatives to establish viable sales strategies for international markets.
Advise customers on the benefits of using Polycast acrylic versus the competition. Research competitor’s technical
strengths and weaknesses, pricing, and competitive strategies. Attended industry ASTM conferences to further
knowledge of industry technical standards and cultivate relations with customers/competition. Developed content,
edited, and co-produced company brochure for aerospace products.
Counseled and advised internal departments (R+D, manufacturing, engineering, quality) to explore the
viability of specialty products to meet customer requirements. Maintain system for scheduling customer requirements
and releasing product when needed. Trouble-shoot SAP problems which may impact efficient execution of customer
orders. Codify customer quotations and orders in self-designed database. Co-developed order processing procedures
for new Polycast acrylic facility. Developed inventory control system to track and monitor current inventory. Reduced
non-moving inventory by $750k.
Mitsubishi International Corporation, New York, New York
Manager – Helicopter Programs, 1998, Assistant Manager, 1995-1998, Contract Administrator, 1991-1995
Coordinate team in the Aerospace Department for the administration, sales and marketing of helicopters and helicopter parts
to Japan. Annual sales of $80 million. Bilingual negotiation/interface required.
Analyze, negotiate, execute, and enforce contract terms and conditions. Trouble-shoot any discrepancies
which may impact contract execution. Manage supplier and customer relationships by understanding their
requirements and goals. Ensure all transactions comply with internal, local, state and federal regulations. Attended
Mitsubishi international management seminar in London, England (May 1996) for further management skill
development.
Investigate and develop new business opportunities in the aerospace industry for MIC and its customers.
Manage marketing strategies between supplier, customer, Tokyo office and senior management. Ensure U.S.
supplier’s comprehension of international economic and market conditions for effective marketing decisions.
Provided translation assistance to Japanese customers visiting U.S. suppliers. Forecast sales and prepare semi-
annual, annual and three year budgets.
The Nomura Securities Co., Ltd., Tokyo, Japan
Trader, 1988-1990
First foreign floor trader on the bond floor of the Tokyo Stock Exchange. Traded yen convertible bonds in one of the
world’s largest securities firms. Bought and sold yen CBs for individual, institutional and international investors.
Maintained house position in yen CBs for majority of sectors in the First Section of the Tokyo Stock Exchange.
Compared analyses of bonds in different sectors to establish viable trading strategies. All work conducted in Japanese.
Robert W. Esmond Page 3
95 Maywood Rd.
Norwalk, CT 06850
*********@***.***
EDUCATION
Connecticut College, New London, Connecticut 1983-1987
BA, Asian Studies.
Cum Laude. GPA 3.60 (4.00 Scale) Honors Study and Distinction in the Major.
Doshisha University, Kyoto, Japan 1985-1986
Associated Kyoto Program. (Junior year abroad).
TECHNICAL PROFICIENCIES / ADDITIONAL SKILLS
Bilingual – Fluent Japanese, ERP, Oracle, SAP, EDI, Microsoft Office
References available upon request
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