Business Development Representative

DALE WARD

*** *. ******* ******** ***** 703-***-**** Oro Valley, AZ 85755 ***********@*****.***

FIELDS OF EXPERTISE

Demonstrated Business Development and leadership in a wide range of businesses including aerospace and defense, and commercial marketplaces. Proven success capturing awards for complex programs within fast-paced schedules. Excellent technical / non-technical communication skills and ability to work with multiple research and technology disciplines.

KEY STRENGTHS

Business Development & Sales - Experience in creating new business and Sales across the world. Operates easily in a variety of social and business cultures. Effective at enabling US business with European and Asian firms. Quickly wins trust and confidence in business environments.

Program/Project/Capture Management - Exceptionally capable at capturing and managing programs / projects, and consistently achieving objectives. Excellent problem-solving skills.

Competitive Intelligence/Market Strategy/Finance - Solid background in developing market studies, strategies, capture plans, proposal development, competitive forces, value proposition and market share enhancement, as well as financial evaluation of markets and opportunities.

Strategic Performance - Created strategy for Aerojet’s acquisition of Rocketdyne.

Team Development/Communication - Excellent presenter of information to both technical and non-technical audiences, easily translating highly complex concepts into “layman’s” language. Strong track record as a team leader, facilitator and developer of professional talents.

Technical Expertise - 35+ years’ experience in aerospace and defense technologies / products including solid / liquid rockets and launch systems, in-space satellite propulsion systems, unmanned aerial systems (UAS), advanced high temperature composites / insulation, and missile defense. At ease in both the scientific and non-technical sales.

Other Skills - Business Development, Competitive Intelligence, Shipley capture and proposal development process, Leadership, Oral and Written Communication skills, Sales and Marketing, Negotiation, Team building, Analytical and Critical Thinking, Root Cause Analysis, Microsoft Office / Project, Taguchi Methods, Total Quality Management (TQM), Cost As an Independent Variable (CAIV), etc.

KEY ACCOMPLISHMENTS

•Leadership – Grew Enpulsion’s sales by 5X in 2.5 years. Secured $1B of launches for Vector Launch. Established Aerojet Rocketdyne’s competitive intelligence group. Led the combined Safran-Man Technologies (Germany) and NASA facilities’ team bid for advanced thermal protection system (TPS) development for NASA's Crew Exploration Vehicle (CEV) resulting in a $40M contract award.

•New Business, Partnership and Change - Multiple awards while at Enpulsion (LMCO, BCT, GA, L3H), Aerojet (3GRB and Atlas SRB). Supported Aerojet acquisition of Rocketdyne; Responsible for Boeing (now Pratt & Whitney) Rocketdyne’s award of $50M as lead satellite system integrator for Teledesic program; Snecma’s awards for $40M NASA thermal protection system (TPS), $2M Defense Acquisition Challenge Program (DACP) award, $1M Foreign Comparative Testing (FCT) program award for Rayon (NARC) replacement for high temperature composite materials. Business to business sales, CRM, Customer service, Relationship building, Account Management.

•International Programs – Led capture and development of computer keyboard programs - from inception through production. Coordinated between NMB engineering (Japan), manufacturing (Thailand), injection-molding tooling (Taiwan), and customers. Directly resulted in expanding NMB's business base to computer mouse and game pads. Led sustained production of up to 1.5 million keyboards per month.

•Competitive Intelligence - Led Aerojet Rocketdyne’s competitive intelligence team, including a detailed evaluation of competitors, including Rocketdyne’s and SpaceX’s business model. Critical thinking skills.

•Entrepreneurial Management - Led effort to capitalize on success of Snecma’s FCT program, which resulted in two contract awards for US fighter plane engine divergent seal replacement program.

•Finance - Evaluated and recommended strategic mergers & acquisitions for Aerojet / Safran within the US. Developed plans to reduce international currency exposure. President of Non-Profit organization for 3 years; grew business by 200%.

DALE WARD

PROFESSIONAL EXPERIENCE

ENPULSION, Inc. - Austrian company, working from home in Tucson, Arizona Sept 2019 – April 2024

Sr Business Development & Sales Representative

•Sole US representative responsible for Global BD & sales. Increased US sales by 5X in 2 years.

VECTOR LAUNCH - Tucson, Arizona July 2017 – Aug. 2019

Sr Business Development Representative

•Led Vector’s BD team in securing over $1B in future launch operations, and analysis of competitor launch systems.

AEROJET / ROCKETDYNE (AJRD)- Sacramento (Canoga Park), California April 2008 – Aug. 2016

Sr Specialist, Business Development; Competitive Intelligence, Mergers & Acquisition

•Led Aerojet Rockedyne’s “Traditional Launch” business unit for 3 years handling mainly ULA and AFRL, then created AR’s competitive intelligence organization supporting all business units. Responsible for strategic plans and capture planning, positioning, and building direct relationships with Customers, NASA, DoD members and U.S. Government officials.

AURORA FLIGHT SCIENCE. - Manassas, Virginia May 2006 – Aug. 2007

Business Development Manager

•Evaluated the unmanned aerial systems (UAS) market, created strategic plans and led business efforts for all Tactical products, including the GoldenEye ducted fan UAV. Led FY08 Joint Capabilities Technology Development (JCTD) proposal. Capture manager for UAS proposals of up to $100M.

SAFRAN (SNECMA) USA, INC. - Arlington, Virginia June 2002 – Jan. 2006

Director of International Business Development

•Created strategic plans and led the business development / capture efforts for Safran within the US, including all propulsion and aircraft equipment products. Financial and technical evaluation of companies for acquisition.

•Captured $40M NASA thermal protection system (TPS) contract, $2M Defense Acquisition Challenge Program (DACP) and $1M Foreign Comparative Testing (FCT) contracts, when French companies were not welcome in the US (due to France not supporting the US led coalition in the first Iraq war). Regularly presented capabilities and supported contracts with LMCO, P&W, GE, CFM, Boeing, Collins, Aerojet, Rocketdyne, etc.

•Captured Divergent Seal – P&W Fighter (jet turkey peddles) program with advanced thermal protection system.

•Led partnership Snecma-Tracer-TIMCO teams’ effort to propose a "nose-to-tail" maintenance, repair and overhaul (MRO) management solution to a start-up Airline, including securing a $100M USD line of credit.

NMB TECHNOLOGIES CORP. - Chatsworth, California April 2000 – April 2002

Program Manager

•Led global development of new computer keyboards, product upgrades and sustainment of existing product lines, with engineering in Fujisawa, Japan and manufacturing outside of Bangkok, Thailand. Wired, Infrared (IR) and Radio Frequency (RF) keyboards for both retail and original equipment manufacturers (OEMs). Managed accounts for - Microsoft, Logitech, Gateway, ViewSonic, and Scientific-Atlanta, ~12 million keyboards per year, up to 1.5 million keyboards per month.

ROCKETDYNE - Canoga Park, California March 1984 – March 2000

Project Engineer (Performed as project and team lead for a variety of positions of increasing responsibility)

•Led various project including - Teledesic satellite propulsion system, International Space Station’s (ISS) plasma contactor unit (PCU), Multi-Layer Insulation (MLI), Ground Based Interceptor (GBI), Atlas & Delta propulsion systems production, National Aerospace Plane (NASP), RS-68 performance development, Space Shuttle Main Engine (SSME), and Advanced Programs.

EDUCATION

California Lutheran University - Thousand Oaks, CA; Post-MBA, Finance 2000

California Lutheran University - Thousand Oaks, CA; MBA - Management Information Systems (MIS) 1999

California State University Northridge - Northridge, CA; BS, Mechanical Engineering 1983

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