OEM & AFTERMARKET SALES AND BUSINESS DEVELOPMENT HUNTER CONSULTATIVE SELLING, PRODUCTS, POST SALES & MANAGED SERVICES
A multifaceted professional with proven experience in aerospace, defense & space industries driving YOY growth through oversight of sales pipeline at the product line, customer, and regional levels. Qualifies new RFI / RFQ opportunities and develops and executes successful sales plans for achieving annual sales and margin targets.
Demonstrated history of working alongside with contracts, design and manufacturing engineering, operations, order administration, inside / outside sales, distributors, MROs to solve customers’ most difficult technical and logistic challenges. In parallel identifies new markets, new business opportunities driving growth through data analytics.
Upper-Level Customer Relationship Building Contract Negotiations Business Strategy Planning
Define Gaps & Staffing Needs to Support Growth Board Reviews Budgeting, Forecasting, Reporting
Solution & Value Propositions Selling Creative Problem Solving Differentiate from Competitions
●Developed pricing for bid proposal resulted in a new $73M base contract awarded to Cofiroute USA.
●Grew departmental revenue from $48M in 2012 to $171M in 2016 (37% CAGR) for Thales Avionics.
Created market predictive models used to drive growth resulted in $1.3B revenue in 2012 for Panasonic.
Cofiroute USA Pricing Director, Business Development
08/2018 – 03/2020 Irvine, CA
Cofiroute USA is a tolling and express lanes operator specializing in the design, integration, management, and maintenance of express lane systems. Responsible for pricing, business strategy, analytics, and operating plans.
●Led pricing and financial model development, monthly budgeting, forecasting, reporting, sales & marketing spends, and developed framework to measure return on sales & marketing investments.
●Collaborated with VP of Finance/Accounting, CFO, CEO, CMO, COO and department heads to understand all aspects of cost and revenue drivers and provided in-depth financial analysis to enhance EBITDA.
●Partnered with stakeholders and developed pricing model for bid proposal structured around delivering on the company’s vision for the bid project; won a 5-year base contract starting in 2020 with extension options for an additional 6 years, which resulted in 10-15% revenue growth YOY.
●Developed multi-year operating plans for the company and re-priced existing businesses to ensure competitive positioning, achieving a 7-12% margin on company’s earnings before interest and taxes.
●Worked closely with program management to make certain that costs lined up with resource-loaded schedules, along with ensuring a direct linkage to the costs in pricing models upon awarded contracts.
●Partnered with business intelligence and analyst teams to derive business insights and recommendations that improved the efficiency and effectiveness of marketing function, and developed mid-term and long-term sales forecasts and presented them at board review meetings.
Arrowhead Products Director of Sales and Business Development
05/2017 - 05/2018 Los Alamitos, CA
Arrowhead Products is an aerospace manufacturer of ducting systems and rocket propulsion lines. Managed globally dispersed sales teams in Asia, Oceana, and South America. Led the planning and implementing market and customer penetration strategies — identifying, cultivating, and capturing new business opportunities to grow company sales revenue and gross margins through inside sales, outside sales, distributors, and trade shows.
●Cultivated new business opportunities for OEM and after-market applications in China (COMAC, AVIC), South Korea (KAI), Japan (KHI, MHI, Yokohama, JASDF 2nd Depot, Brazil (Embraer S.A.) for next generations of commercial and military aircraft launches. Built a $2M backlog in the sales pipeline.
●Responded to two major ducting systems RFI for OEM applications valued at $100M-$200M through inside sales efforts and coordination with design and manufacturing engineering, testing and qualification engineering, manufacturing, operations, quality assurance, and initiated organization core capabilities.
●Managed sales funnel from qualifying leads to nurturing into prospects, to cultivating into opportunities, converting into RFQs driving the sales pipeline and building the sales backlog / bookings for the company.
●Utilized U.S. Department of Commerce Gold Key Service and U.S. Embassies to enter foreign markets.
●Served as a voice of the customers and generated comprehensive summaries (fact-finding) for all program reviews with customers. Planned, prepared, conducted executive review meetings and/or briefings.
●Handled all OEM questions, issues, problems from RFI to converting into RFP, from design to testing, manufacturing engineering, quality engineering, to responding to RFI and RFP leading to contract awards.
●Complied with International Traffic in Arms Regulations while doing business in the defense market.
Thales Avionics Manager of Sales and Marketing Support
11/2012 - 02/2017 Irvine, CA
Thales Avionics designs, engineers, manufactures, install and sell in-flight entertainment and connectivity systems to commercial airlines. Launched the flown equipment buyback business, which allowed the support of obsolete systems and grew Customer Support & Services sales revenue from $48M in 2012 to $171M in 2016 (37% CAGR).
●Developed and implemented sales strategies that align with the company’s growth initiatives. Prepared the organization to offer new products and services penetrating new markets and developing new businesses.
●Supported the core team in the preparation and coordination of trade shows (hosted APEX, AIX, C3).
●Developed and managed the company’s product policy collateral to ensure regulatory compliance that products and services offerings were updated as required for technical sales pursuits with airline customers.
●Recommended opportunities for M&A and partnerships supported by financial scenarios to minimize the company’s financial risks while enhancing the overall portfolio of products and services offerings.
●Partnered with regional sales teams to capture all future business opportunities, supported the turn-key maintenance bid management process, supported sales campaigns, and coached sales teams to ensure they had the most current information and tools to effectively sell turn-key maintenance services to the airlines.
●Worked with corporate marketing and communications in managing the Thales brand globally.
Panasonic Avionics Corporation Manager of Corporate Sales and Marketing
07/2006 - 11/2012 Lake Forest, CA
Panasonic Avionics Corporation designs, engineers, manufactures, install and sell customized in-flight entertainment and communications solutions to airlines worldwide. Responsible for disseminating information that benefited the company’s sales and marketing organization from predictive analyses on Boeing and Airbus aircraft delivery rates, which was translated into product offerings driving the company’s sales revenue to $1B+ in 2012.
●Managed the company’s market model for predicting sales revenue based on Boeing and Airbus aircraft delivery rates and Panasonic’s product offerings, and spearheaded annual operating planning in partnership with finance and operations to formulate an annual budget that aligned with the company’s vision.
●Delivered $1-2M in cost savings annually through contract negotiations and management.
●Tracked the company’s sales opportunities (50/70/90/100% win probabilities) and correlated with the market model to identify sales pursuits in order to deliver on the company’s sales and margin goals.
●Explained sales results in terms of actual to budget and actual to forecast, identified problem areas and trouble spots, and worked closely with stakeholders until problems were resolved.
●Partnered with cross-functional leaders to develop a marketing strategy and product unveiling at the Aircraft Interior Expo (AIE) and Airline Passengers Experience (APEX) trade shows.
●Managed $1.3B sales revenue annual budget and forecast, monthly and quarterly rolling forecasts.
CDG, a Boeing Company Airlines Project Cost Estimations SME 1996 - 2006 Long Beach, CA
COLORADO STATE UNIVERSITY: Master of Business Administration (MBA)
CALIFORNIA STATE UNIVERSITY LONG BEACH: Bachelor of Science (BS), Finance, Real Estate, Law
Financial Executive Networking Group: Member of the Orange County Chapter
Salesforce.com: Sales Pipeline Management and Customer Relationship Management
Software: Oracle, Cognos, SAP, Great Plains, Microsoft Office, Excel (expert level), Visio, Mini Tab