Customer Programs and Business Development Leader

KERRY C. MITCHELL

*** ********* ***** • San Antonio, TX 78217 • Phone: 337-***-**** • *************@*****.*** DIRECTOR PROGRAM / CONTRACT MANAGEMENT & BUSINESS DEVELOPMENT Self-motivated, highly energetic professional with extensive experience in program and contract management, sales, business development, and expanding the customer base in the aircraft maintenance, repair and overhaul industry. Have effectively worked with American Airlines, United, UPS, Alaska Airlines, JetBlue, Spirit, Allegiant, Frontier, Air Canada, Delta, FedEx, DHL, Republic, PSA, SkyWest, Mesa as well as AerCap, BBAM, ACG. Utilizes leadership, communication, and interpersonal skills to facilitate lead generation, maturation and customer retention. Coordinated issue resolution with customers, senior managers and technicians. Superb communication, interpersonal, organizational and leadership skills; excels in challenging and deadline-driven environments. AREAS OF EXPERTISE

Consultative Sales

Client Relationship Management

Strategic Planning/Analysis

Industry Networking

Integrity-Based Selling

Cold-Calling Proficiency

Competitive Intelligence

New Business Development

Sales Cycle Compression

Tactful Closer

Sales/Forecast Management

Trade Show Exhibitor

PROFESSIONAL EXPERIENCE

Senior Manager, Contracts and Sales 7/2017 – 4/2024 ST Engineering / VT San Antonio Aerospace, Inc. / San Antonio, TX

• Responsible for request for Quote / Information (RFQ & RFI) responses to operators such as Air Canada, United, American, Frontier, Avelo, Spirit as well as international operators

• Proposal compilation including financial analysis

• Coordinated with other departments to compile appropriate information to be included in proposal responses

• Negotiated multi-year agreements, amendments and exhibits with operators and owners for projects and programs

• Worked closely with onsite customers to resolve issues

• Assisted with negotiations for multi-year agreements and amendments with customers including American, Air Canada, Alaska, United as well as international operators requiring maintenance and modification support

• Coordinated periodic in-depth program review meetings

• Authorized and monitored on-site visitors

• Customer Service Training Coordinator

• Complied monthly and quarterly reports for submittal to Singapore

• Worked with billing group to verify correct processing of fixed as well as over and above pricing Director of Sales and Business Development 5/2016 - 2/2017 Jetaire Group, Atlanta, GA

• Responsible for all facets of sales and business development with existing and new VIP customers

• Created and implemented business and strategic plans for new products

• Management of in-work programs

• Worked with developers to create a new website

• Developed digital and print ad campaigns

• Led participation at industry conferences

Director Business Development / Program Management 11/2007 - 4/2016 PEMCO World Air Services, Tampa, FL

• Identified, contacted, and established relationships with potential maintenance and modification customers

• Heavy emphasis on successful management of current programs to grow the business utilizing home-grown relationships with on-site customers

• Coordinated with senior managers and cross functional departments including Production, Quality, Materials, Planning, etc. during the evaluation, negotiation and pricing of customer contracts and program launches

• Responsible for RFI / RFP process, program award, contract negotiation and project oversight

• Instrumental in award of multi-year agreements with American, JetBlue, Spirit, Delta, Allegiant, United and Frontier

• Key member of team which secured United Airlines HMV contract worth $75M. Managed site visits, RFI / RFP completion, work package submittals, and amendment and exhibit negotiations

• Managed multiple facets of heavy maintenance programs for JetBlue, American, Spirit, Allegiant and Frontier

• Coordinated modification and maintenance projects for United’s program that encompassed up to five (5) nose-to-tail lines

• Identified maintenance and contract program drivers while providing solutions

• Negotiated with customers to approve non-routine hours and material expenditures KERRY C. MITCHELL – PAGE 2

• Expanded business model with award of modification programs for avionics / IFE upgrades, cabin refurbishment, interior reconfiguration and seat overhaul projects

• Managed fleet conformity programs for Allegiant, Spirit and Frontier

• Worked closely with American’s fleet campaigns of 75 aircraft with the project evolving into HMVs

• Created new revenue stream culminated with a heavy check on a VIP aircraft – recognized as a segue to the profitable VIP sector

• Negotiated and managed US Airways and affiliates modification program consisting of 110 regional jets (Republic, Mesa and PSA Airlines) – on-time delivery of every aircraft during the 6-line / 90-day program

• Secured contracts with Delta Connection, SkyWest, Mesa, Pinnacle, PSA, TransStates, Republic, Air Wisconsin for regional aircraft programs at CVG

• Liaised with stakeholders to improve customer relationships during contract lifecycles

• Responsible for commercial and customer relation aspects of conversions at Dothan, Tampa, China, Costa Rica and Canada

• Each of the above locations supported 2-4 conversions simultaneously with on-site teams of 12+ direct reports

• A 10+ year agreement with the HAECO Group in China normally saw 12-15 conversions annually

• Handled communications between internal departments and senior management

• Created, revised, and monitored press releases

• Responsible for print and digital advertising

• Enhanced relationships with cargo operators flying with PEMCO passenger to freighter STC modification

• Increased awareness of the company’s services worldwide

• Increased engineering services sales by 300% year-over-year by controlling costs and monitoring revenues Line Manager 2/2007 – 10/2007

Nelson MX, LLC/ACTS / Air Canada Airlines

• Oversight at third-party contractor locations

• Communicated with ACA stakeholders: provided status reports, issued technical solutions, resolved problems, and informed the airline regarding changes in the redelivery schedule

• Ensured high airline quality and technical standards were observed

• Coordinated with Engineering and MOC to guarantee all aircraft paperwork was complete including aircraft release authorized at project completion

Director of Sales 5/2001 – 1/2007

EADS Aeroframe Services / Airbus Group

• Coordinate with Airbus operators in the US and Caribbean to provide maintenance support for their aircraft fleet

• Work closely with management to ensure status reports were created to reflect aircraft status

• Arranged for customer offices to be ready on arrival of personnel

• Created proposals and presentations for new customers Office Manager 8/1997 – 4/2001

Manpower – Lake Charles, LA

• Prepare schedules and staffing requirements are met as planned

• Assist with employment recruitment, training, and evaluations

• Advise management of scheduling issues and vacancies

• Monitor payroll to ensure accurate

• Work with customers to identify job openings to create job descriptions and requirements

• Schedule and conduct interviews to confirm qualifications, skills, and cultural fit as well as perform reference checks

• Extend job offers and ensure documentation is complete and accurate

• Maintain strong relationships with customers and internal stakeholders PROFESSIONAL ASSOCIATIONS

International Society of Transport Air Traders (ISTAT) International Association of Women in Aviation (IAWA) EDUCATION

Bachelor of Science / Marketing, University of Southwestern Louisiana, Lafayette, LA REFERENCES

Available on request

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