Sales Representative Management

RAYMOND A. HOPKINS

Chandler, AZ

Tel. (M) 602-***-****

add3hm@r.postjobfree.com

https://www.linkedin.com/in/raymond-a-hopkins/

PROFESSIONAL SUMMARY

Global and Domestic Account Management Executive… Bid & Negotiation Specialist… Business development and contract management professional with 10+ years’ experience in generating revenue streams, in aerospace, chemical, petrochemical engineering and construction industries contracting with commercial and international customers and sources of supply. Expertise in technology, proposal/program management, global business, and the contracting/subcontracting lifecycle.

*** Conceived, negotiated and implemented a contracting method for foreign sales of spare

parts sold through a foreign representative avoiding delinquent delivery penalties.

*** Identified, developed, documented and secured management and customer approval for

over $20 million in significant business and manufacturing process cost improvements.

*** Annually avoided $350 – $500K in damages for delayed delivery by conceiving,

negotiating, and implementing a more cost-effective method for foreign sales of spares.

KEY INDUSTRY SKILLS

Performance, change management

Personnel development & virtual training

Critical thinking and problem solving

Mentoring and coaching

Cross-functional collaboration (Sharepoint and virtual media)

RFP/RFI review & proposal development

Program and contract compliance

Time & Resource Management

Project, risk management and task delegation per PMBOK

Verbal communication, writing and editing technical white papers, etc.

Contracting IAW with commercial practices, contract compliance and FAR/DFAR government regulations.

Domestic & International Accounts

Flexibility, versatility & work ethic

MS Office –Word, Excel, Power Point

RELEVANT WORK EXPERIENCE

HOPKINS & ASSOCIATES - 08/2015 - Present

GLOBAL BUSINESS DEVELOPMENT AND CAPTURE MANAGEMENT CONSULTANT

Developing market strategies and implementing specific pursuit strategies for teaming, solution development, proposal staffing/development, etc. Lead the development, implementation, and successful execution of capture strategies keeping business opportunities qualified and reporting status to management. Improved/maintained capture win rate through continuous improvement of capture best practices execution.

THE BOEING COMPANY, Mesa, AZ 01/2000 – 09/2015

Member - Fortune 500. This Boeing component designs, produces and supports the AH-64D Longbow Apache Helicopter used in defending the United States, its allies around the globe.

CONTRACTS REPRESENTATIVE (CORE) 01/2005 – 09/2015

Prepared, priced and negotiated multi-million dollar proposals for the sale of company products and services to the U.S. Army and other customers at home and abroad. Formulated basic strategy, resolved scope issues with customers, provided leadership, and managed the customer.

*** Avoided an annual of $700,000 air show and business development cost with negotiation

of a multi-year aircraft master lease agreement with the U.S. Government.

*** Negotiated multimillion-dollar aircraft upgrade proposals for company products and services

supporting United Kingdom AH-64 Apache fleet.

*** Avoided annual overseas transportation cost of a multi-year aircraft master lease agreement

with the U.S. Government for supporting international air shows and flight demonstration.

TEAM LEADER - F/A-18 E/F EARNED VALUE REPORTING 01/2003 – 12/2004

Developed, implemented, analyzed, maintained, and presented strategic, business, and financial plans to support business units, programs, projects, and processes.

*** Identified issues, provided guidance and recommendations to management

*** Used historical and forecasted data, trend analysis, risk assessments, and modeling.

CONTRACTS REPRESENTATIVE (INTERNATIONAL) 01/2000 – 01/2003

Formulated basic strategy and developed proposals for the sale of company aircraft products/services performing the full spectrum of the contracts and pricing function for international programs; managed international licensees, representatives, distributors, and customers.

*** Domestic and international travel to negotiate proposals, manage contracts and

customers.

*** Over $6.5 million annually subcontracted for light helicopter fuselages and other

components purchased from manufacturing licensees in South Korea and Japan.

Prior positions held: Inside Sales Representative, Subcontract Administrator, Purchasing Agent in Aerospace, chemical, petrochemical engineering and construction industries. Business experience with travel to Europe (United Kingdom, Denmark), South America (Colombia) and Asia (South Korea and Japan). Valid U.S. Passport

OTHER ACTIVITIES

WILKES UNIVERSITY, Mesa, AZ 08/2016 – 08/2017

A private, non-denominational American university located in Wilkes-Barre, Pennsylvania

ADJUNCT FACULTY (Part-time) – Challenged and motivated undergraduate/ MBA students of marketing, international business, and management with in-depth lectures discussions.

EDUCATION AND PROFESSIONAL DEVELOPMENT

Doctor of Business Administration

NOVA SOUTHEASTERN UNIVERSITY, H. Wayne Huizenga College of Business and Entrepreneurship ● Fort Lauderdale, FL

Master of Science in Public Administration

CALIFORNIA STATE UNIVERSITY – LOS ANGELES ● Los Angeles, CA

Bachelor of Arts – Political Science

CALIFORNIA STATE UNIVERSITY – FULLERTON ● Fullerton, CA

Graduate work: Law, International Business, and U.S. Government Contracts.

Project Management Professional Certificate– Villanova University.

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