DAVID SELAWSKI

adu4ag@r.postjobfree.com • 443-***-****

SUMMARY

• Executive Management experience in sales opportunity development, contracting, partner management, pursuit teams, strategy development and implementation, staffing, budgeting and P&L.

• Strategic Business Development and contracting experience with federal/state/local government agencies and private sector; Articulate and resourceful individual contributor; experienced pursuit team leader for opportunities requiring multi-disciplined personnel and SMEs; experienced partner/integrator manager.

• Executive Procurement Management experience with multi-site commercial, industrial and retail businesses. Expert at staffing, budgeting, P&L management, marketing, sourcing and contract negotiations.

• Collaborative Subject Matter Expert that uses industry/technology trends to guide/educate customers at both the C level and user level; expert at developing requirements and driving the implementation and integration of technology services while delivering project and product deliverables; continuously monitor market and product trends and the impact and benefits on products and services. PROFESSIONAL EXPERIENCE

SEKO LOGISTICS, ELKRIDGE, MD August, 2021 – April, 2022 Senior Business Development Sales Manager

Providing white glove logistics, customs and 3PL solutions for local, regional and global clients. Strategic Business Development - Responsible for identifying and developing client relationships and providing timely solutions for commercial customers.

• Built multi-million dollar pipeline of current and future projects in all three siloes of services.

• Closed $100K in contracts with new customers providing time critical logistics import and export solutions.

• Identified two clients that wanted to partner with Seko to expand existing warehouse footprint by 200%. ZETRON, REDMOND, WA June, 2017 – October, 2018

Senior Systems Sales Manager

A provider of mission-critical, unified communications solutions for public and private sector clients. Strategic Business Development - Responsible for developing business strategy and plans, field sales and closing large projects with public and private sector customers. Engaged with Engineering and Supply Chain to assure critical requirements addressed in all RFP responses and end-user system designs.

• Utilized standards-based technology to design solutions that improved the information available to first responders and mission critical personnel in the performance of their duties.

• Closed $700K contract with Minnesota Power to provide a solution to replace and upgrade communications infrastructure at three locations within their service territory.

• Managed federal and private sector channel partners and integrators for ACOM product line. Partner support included strategic direction, product and solution support and technical expertise in pursuit of opportunities.

• Implemented targeted product and marketing programs to increase the use of Zetron products and solutions aimed at industry consultants, partners and influencers. IER ASSOCIATES, LLC, ELLICOTT CITY, MD October, 2018 – August, 2021 DAVID SELAWSKI ● adu4ag@r.postjobfree.com • 443-***-**** ● Page 2 Consulting December, 2013 – June, 2017

Contract business process consulting, needs analysis and design review consulting, RFP requirement development and response evaluation and project management for unified communication platforms, mission critical communication systems, energy (commodity), energy-efficiency, renewable energy, demand management and demand response projects.

Contracted with energy companies to field sales services/provide clients with analysis of energy procurement strategies/processes and manage procurements. Served as a field sales market manager to work with clients on revenue positive energy projects. Conducted evaluation of utility and ISO incentive and revenue programs.

• Led successful pursuit of Commonwealth of Massachusetts DCAMM contract for state-wide demand response and program management services for CPower. The five-year contract produced over $20MM in revenue for the Commonwealth and $7MM in revenue for CPower.

• Work with Operations, Legal and Supply Chain at various customers to influence RFP content and collaborate on procurement strategies.

• Relate technology, industry and product trends to customers and facilitate the introduction of 3rd party products and solutions where appropriate.

• Championed flexibility and judgement in evaluating RFP responses, advocating for “best value”.

• Led successful pursuits for federal energy contracts for Constellation Energy at several installations, including various aggregators and FFRDC’s, as well as GSA, VA, OAS, DOE, APG, JBMDL, Army East, DOD, DOT, National Archives and Fort Detrick. The resulting contracts produced over $2B in revenue and

$20MM in margin.

• Designed a collaborative solution to enroll the City of Boston and State of Rhode Island in ISO NE Demand Reduction program. Participation in the program produced $5MM in revenue for the City and State, and

$1.5MM in revenue for CPower over the term of the contract. RAYTHEON, RALEIGH, NC January, 2010 – December, 2012 US East Sales Manager

Strategic Business Development - Design, manufacture and install standards-based mission critical communication systems for first responders and critical infrastructure. Responsible for field sales/identifying and closing opportunities for digital voice, video and data communication solutions within Federal, State and local government agencies and, B2B Engage with pre-sale Engineering and Supply Chain to assure critical customer requirements addressed in each system solution response and design.

• Closed a $5MM three county voice, data and video communications solution in central Florida.

• Pursuit team leader for two $250MM projects for state-wide communications system solutions for voice, video, wide-band data and potentially LTE.

• Developed a funnel of $400MM+ in potential state and federal project opportunities.

• Led product team that designed and marketed a scalable, self-networking, secure, LAN-capable P25 portable radio product for non-military users.

HARRIS, LYNCHBURG, VA March, 2006 – January, 2010

Area Sales Manager

Strategic Business Development - Design, manufacture and install proprietary mission critical communications systems for first responders and critical infrastructure. Responsible for field sales/developing project opportunities for Harris proprietary and P25 communications equipment in all customer verticals. Engage with Engineering and Supply Chain to assure critical requirements addressed in each system design.

• Awarded “President’s Cup” Sales Award for FY2009 sales results.

• Developed and sold a $24MM integrated communications solution with Duke Energy/Carolinas.

• Developed and sold a $13MM integrated communication solution with Washington Gas. DAVID SELAWSKI ● adu4ag@r.postjobfree.com • 443-***-**** ● Page 3

• Routinely exceeded yearly sales and profit quotas. MOTOROLA, COLUMBIA, MD October, 2000 – January, 2005 Area Sales Manager

TRAK AUTO, LANDOVER, MD June, 1990 – July, 2000

VP Merchandising, Divisional Merchandise Manager, Senior Buyer Procurement, staff management, product development and marketing for a national retail chain (All Positions) Responsible for all aspects of P&L performance for specific product areas progressively advancing to responsibility for the entire chain (at the VP position), including both domestic and foreign sourced products and materials.

• Managed a staff of 23 direct and indirect reports with responsibility for all domestic and foreign procurements, contracts, marketing, logistics and distribution. Yearly spend budget exceeded $350MM.

• 1992 - Developed first computerized spreadsheet to track and report merchandising performance. This same program was later modified to track and report for the entire merchandising operation.

• Developed multiple new products that were produced domestically and off-shore resulting in over $100MM in additional sales over the ten (10) year period.

• Routinely exceeded yearly budgeted sales and profit quotas for my areas of responsibility. ORGANIZATIONS

ACCO NASEO NENA APCO SAME ICERT UTC

ADDITIONAL SKILLS/TRAINING

• Inclusive Team Building/Management

• Complex Solution Selling

• Comfortable C level and User Presenter

• Partner Channel Builder/Manager

• Innovator

• Strategic Direction

• Product Development

• Federal Sales Experience (Civ & Mil)

• Build/Execute Business Plans

• Conflict Resolution

• Relationship Management

• Value Selling

• Contract Negotiations/Federal Contracting

• Resourceful/Collaborative Team Player

• Mentor/Trainer/Skills Coach

• CRM

EDUCATION

BLUFFTON COLLEGE Bluffton, OH

BA, MATHEMATICS & HISTORY

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