Manager Sales

MICHAEL T. BIANCO

*** ******* ******

Brooklyn, NY 11215

Telephone: 718-***-**** Email: ********@***.***

SUMMARY & QUALIFICATIONS

Marketing/Sales professional with extensive experience in consulting, architect/engineering and construction firms servicing the transportation, commercial, municipal, disaster relief, federal, petrochemical, power, food and pollution control markets. Planned and implemented strategic, tactical, proposal and direct sales efforts. Excels at team building, sales and proposal management. Highly organized with the ability to manage multiple projects and meet deadlines

EXPERIENCE

Bradford Construction Corporation New York, NY 2011-2015

Vice President and Chief Operations Officer

Responsible for overall strategic and operational responsibility for all programs and projects. In addition, managed a group of project managers in the area of construction management, bid document prepation compliance monitoring, disaster relief, mentoring and digital measurement. In the role of pursuit/Business Development manager, responsible for penetration of new markets and clients such as the STV-AECOM JV for the construction of the Moynihan Station, the design build “Build –it –Back” Program for NYCDDC, Diversity Plan Development for Kawasaki Rail Corporation, Compliance Monitoring for the private sector for clients such as BFC Capital and L&M Development and the NYCHA Sandy Recovery Program and the replacement of roofs and envelope repair at the Ravenswood Houses on 32 buildings. Responsible for 3 contracts for the NYSCA. Overall sales increased over 40% and Profits over 50% during this period

AFG Group, Inc. New York, NY 2007-2011

Director of Business Development/Marketing

Responsible for the development of new markets and clients in the private sector for PM/CM. Maintained existing clients such as DASNY, NYSOGS, NYCDDC, United Nations, GSA, HPD and the NIH. Secured a project for three schools in New Jersey for the NJSDA. As a project manager for the HPD Program replaced over 100 roofs on private buildings Responsible for team building with larger firms in particular for the renovation of NYCHA’s Ingersoll Development. Responsible for the setting up of a company and office in Dubai with a project in Qatar. Increased total sales by 300%

KBR, Arlington, Virginia 2006-2007

Proposal Manager-Infrastructure/Government Operations

Responsible for guiding the strategy development, new business/capture and proposal management activities for large global efforts such as the successful multi-billion dollar HERC proposal for AFCEE for the maintiance of Air Force basses world wide involving an outreach program to include native American contractors. Provided management continuity and, as keeper of the sales message, ensured consistency throughout the sales process from prospect identification through strategy development, proposal preparation, submittal and negotiations.

DEWBERRY, Fairfax, Virginia, 2004-2006

Pursuit Manager

Responsible for guiding the strategy development and new business/capture activities for all markets such as: Architecture, GIS, Flood plain mapping, Disaster Planning and Transportation. Provided management continuity and, as keeper of the sales message, ensured consistency throughout the sales process from prospect identification through strategy development, proposal preparation, submittal and negotiations. Provided and developed capture management process on large strategic efforts and instructed the organization in Pursuit Management principles. Guided the teaming efforts on Design Build projects with competitor analysis, issues analysis and SWOT analysis. Successfully applied these efforts on various roads in Virginia and the Dulles rail extension.

KEO INTERNATIONAL CONSULTANTS, Kuwait City, Kuwait 2003- 2004

Capture Manager

Responsible for the development and growth of the marketing department in the areas of pursuit management and standards development. Successful pursuit for this architectural firms included: the design and management of a new campus for Kuwait University, secured the contract for the design of a new university for GUST in Kuwait for an Australian firm landscape development for the foreign embassies in Kuwait, master planning and design of a new hospitality complex for Sheraton in Kuwait, new WWTP, the design and CM for a hotel complex at the Palm Island development

HILL INTERNATIONAL INC., New York, NY 2003

Senior Proposal Manager

Responsible for the development of high profile marketing efforts that are of strategic importance to the mission of the firm. Activities include; market penetration efforts for projects such as the renovation of the UN Headquarters, Facilities management for the NYEDC, claims management for state correctional facilities and a large security project for a port authority

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PARSONS BRINCKERHOFF QUADE & DOUGLAS, Inc., New York, NY 1999-2002

Manager of Proposals- PB Power Americas

Management, coordination, editing, and assembly of technical and cost proposals. Lead the pursuit management process. Performed complex tactical planning, and risk analysis, Instrumental in the development of the annual marketing plan. Involved with numerous hydro-electric and wind generating plants world wide

Project Manager, Telecommunications

Responsible for the successful turnkey supply of a cable landing station for a large French –based telecom company in an environmentally sensitive area north of Atlantic City, NJ Project value $5,000,000

Marketing and Strategic Sales Group / Senior Business Development Associate/ Marketing Manager

Responsible for the development of high profile marketing efforts that were of strategic importance to the mission of the firm. Responsible for the award of a $17 Billion program management services contract for Railtrack plc. in the UK for the redevelopment of the rail infrastructure in the western part of the country. Responsible for the development of proposals for the planned 401 corridor in Georgia and the successful pursuit of the Myrtle Beach Airport construction management, pursuit management for numerous water plans for clients such as King County Washington, San Diego etc. Responsible for the proposal practice of the ports group based in Portland OR

RAYTHEON ENGINEERS & CONSTRUCTORS, INC., Princeton, NJ 1978-1999

(Formerly Ebasco Services Inc.)

Director of Marketing (1993-1999)

Managed 24 professionals in a $3.5 billion sales organization, including market areas such as: Power, Infrastructure, Metals, Mining, Petrochemical and Bio Pharm.

Managed successful marketing and proposal effort for the $1.5 billion Hudson Bergen Light Rail System.

Provided in-country direction for the $400 million Saltend project in the UK.

Key member of an international proposal team for the win of the San Roque Hydro project

Lead the proposal effort on over 23 successful turnkey power plants worldwide

Fused diverse marketing groups from five acquired companies into a seamless team with a common database. This ensured use of a common methodology to conduct business.

Marketing Manager (1986-1993)

Directed the diversification of company into a turnkey waste management and project development organization. Markets included: hazardous waste remedial action, heavy civil, municipal solid waste, large governmental programs and cogeneration.

Developed and implemented strategic, tactical planning and directed sales resulting in establishing a new client base with revenues of $1 billion.

Prime mover, strategist, team builder and salesman responsible for successful wins in difficult remediation competitions for industry coveted awards; $30MM remediation of Basin F at Rocky Mountain Arsenal, and the $75MM highly visible Times Beach project.

Assembled a cross-industry team, developed strategy and was primary salesman for the $100 million lump sum Bros Lagoon clean up utilizing incineration in New Jersey.

Marketing Development Director (1984-1986)

Assessed, defined, directed and evaluated all activities in infrastructure, industrial, cogeneration, defense facilities, advanced technology, plant operation and municipal solid waste markets.

Developed market plans and program sales tools.

Evaluated market research and competition into client specific plans

Supervisor Proposal Administration (1979-1984)

Reviewed international and industrial opportunities for risk analysis and strategy recommendations. Directed proposals to meet needs of client.

Managed international and industrial/process proposal group including engineers, technical editors, clerical and secretarial staff in support of a $300 million sales organization.

Directed proposals for fossil-fueled power plants, hydroelectric plants, desalination plants, cogeneration facilities, pulp and paper mills.

TECHNIP INC., New York, NY

Marketing Services Engineer

Responsible for the Planning and implementing of strategic, tactical, proposal and direct sales efforts. Acted as liaison for the US office to the headquarters office of the French Based multi-national

PREVIOUS WORK HISTORY

CHEMICO PROCESS PLANTS COMPANY, New York, NY

Proposal Manager

NICHOLS ENGINEERING AND RESEARCH CORP., Belle Mead, NJ

Field Engineer

EDUCATION

Bachelor of Mechanical Engineering, City College of City University of New York

New York State Regents Scholarship

Certificate in Finance, Pace University, New York, NY,

Certificate in Facility Management New York University New York NY

RCRA, 40 hours training and current updates

RCRA, 8-hour supervisory training

OSHA 10

AFFILIATIONS

Society of Military Engineers

Professional Development Committee of SMPS

American Oil Chemist’s Society

Technical Association of the Pulp and Paper Industry

Hazardous Material Control Research Institute

Greater New York Construction Users Council

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