Program Manager Business Development

ROY C. KYLES

St. Clair Shores, MI 571-***-**** *******@*****.*** www.linkedin.com/in/roy-kyles SUMMARY

Results-driven and customer-focused business development professional with 20+ years in marketing, sales, and program management. Highly skilled in partnership and alliance building, strategic planning, customer retention, contract management and growth initiatives. Looking for an opportunity to couple my interpersonal skills with innovative lead generation that propels organizations to greater heights. WORK EXPERIENCE

BioTeam, Inc. Middleton, MA

Government Sales Manager (Remote) September 2021 - March 2023

• Primary contact for federal life sciences contracts, generating over $10M in annual revenue with a 90% client retention rate.

• Responsible for the full sales cycle from prospecting (via referrals, strategic partner outreach, RFI, RFQs, and RFP’s) to awarding of 14 federal contracts which included management and renewals.

• Ensured productive relationships with key federal contacts, teaming partners, and stakeholders that resulted in a 70% increase in engagements by offering consultative solutions to business needs.

• Supervised the migration of over 2,000 federal CRM records from Salesforce to HubSpot.

• Represented the company at industry conferences, CO & COR meetings, facilitated workshops and capabilities presentations.

Strategix Management Washington, DC

Program Manager, Customer Experience (Remote) October 2020 - September 2021

• Collaborated with the Small Business Administration’s HUBZone Program Office, accurately responding to and routing 600+ weekly customer help desk inquiries.

• Identified customer inquiry trends using data analysis reducing overall inquiries by 35%.

• Established cross-functional relationships with federal clients, managing 100+ daily internal assignment communications via HubSpot and conducting weekly open office calls for customer guidance support. Management Concepts Tysons Corner, VA

Program Manager (Onsite) April 2012 to June 2020

• Managed the operations and staff of the Department of Labor’s National Veterans’ Employment and Training Services Institute (NVTI) contract with an annual $13M ceiling budget.

• Oversaw the delivery of 12 required veteran focused courses and supplemental resources to over 5,000 State Workforce and U.S. Territories staff members annually.

• Developed an annual strategic plan, product roadmaps, new course development, and presented program updates at federal conferences, round table events and bi-monthly program webinars. Account Development Manager (Onsite)

• Constructed and delivered a consultative selling approach for private group training to senior officials and training officers at 20+ federal and state agencies utilizing effective pipeline management.

• Expanded service offerings to new and existing clients by leveraging the company’s full product portfolio while maintaining an individual annual sales target of $1.2M. Training Center and Student Services Manager (Onsite)

• Oversaw effective and efficient operations of a 12,000 ft. training center, ensuring outstanding customer experience for 500+ students and 36 instructors daily.

• Provided leadership and direction to 4 direct reports, several vendor contracts, and property management staff.

Account Manager, Open Enrollment Sales (Onsite)

• Managed a revenue stream of $1M to $3M in annual staff training revenue for 12 assigned federal and state agencies including proper forecasting techniques.

• Cultivated relationships with federal training officers and designated representatives that grew revenue over 40% with existing accounts through direct, proactive, and persuasive outreach. Saudi Arabian Airlines Vienna, VA

Account Manager, Southeast USA (Hybrid) April 2008 - April 2012

• Increased revenue growth 30% yearly by nurturing existing corporate and leisure client relationships.

• Gained new business through cold calls, familiarization tours to Saudi Arabia, conferences, speaking engagements, and networking events.

The Ritz-Carlton, Georgetown Washington, DC

Sales & Marketing Manager, Food & Beverage (Onsite) January 2007 - November 2007

• Developed and implemented the food & beverage sales and marketing plan while overseeing a staff of roughly 20 hotel dining outlets employees using product roadmaps and setting performance metrics.

• Arranged over 40 private dining and beverage events for local clients and hotel guests using direct marketing strategies, attending conferences and client referrals. SMART (Suburban Mobility Authority for Regional Transportation) Detroit, MI Marketing Coordinator (Onsite) September 2001 to July 2006

• Coordinated all internal and external advertising and marketing campaigns (print & electronic media) in partnership with the contracted advertising vendor and staff graphic designer.

• Administered the Authority’s Commuter Choice and Employment Assistance programs consisting of over 3,000 metro Detroit businesses and over 30,000 employees.

• Oversaw partnership promotions and sponsorship programs such as the Detroit Pistons Express initiative, the Woodward Dream Cruise, and Arts, Beats and Eats.

• Represented the Authority at public hearings, Southeast Michigan Council of Governments (SEMCOG) meetings, and special events.

• Conducted ongoing market research and analysis to contribute to the long and short-term strategic marketing plans.

EDUCATION

New York University, New York, NY

• Bachelor of Science – Major: Marketing, Minor: Public Relations Technical Skills •Microsoft Office Suite •Salesforce •HubSpot •Zoom •MS Teams •Adobe •Tableau

•SharePoint •Confluence •Jira •Slack •Dropbox •Lattice •Trainual •Generative AI

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