Manager Management

DOUGLAS C. MALAT

***** ** ****** ** *******, WA *8021

TH

ojqy9b@r.postjobfree.com 425-***-**** (H)

http://www.linkedin.com/in/douglasmalat

SENIOR MANAGER

PROGRAM MANAGEMENT & BUSINESS DEVELOPMENT

Pro-active, results-driven, integrated thinker with more than 25 years of accomplishments from capturing

competitive multi-million dollar pursuits to delivering revenue growth year-over-year in the Aerospace &

Defense industry. Demonstrated skills in budget management and P&L performance . Resolute in

building valuable customer relationships and establishing collaborative initiatives with partner and

subcontractors/suppliers. Proven ability to resolve customer needs by negotiating win-win solutions.

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CAREER IDENTIFICATION HIGHLIGHTS

Management style - Problem solver • Hands-on • Balanced perspective • Responsiveness • Consistency

Key Strengths - Leadership of people • Resource management • Effective communicator

Program Management expertise - Program direction from inception to completion • Top level plans for

development and production programs of c omplex avionics systems • EVMS • Program Management

Best Practices • Multi-functional program teams, including suppliers and major subcontractors

Business Development expertise - Pursuit identification for expanded and/or new business opportunities •

Capture strategy and execution • Alignment of company strategies and road maps with that of the

customer • Proposal management and generation

AREAS OF EXPERTISE

Cross-Functional Team Leader • Budget Administration / P&L Management • Continuous Process

Improvement • Customer Relationships • Team Leadership and Mentoring • Program Management •

Pricing Strategies • Executive Proposals and Presentations • Consensus Building/Conflict Management •

Balancing Customer Requirements with Corporate Goals • Turn-Around/Recovery Situations •

Risk/Opportunity Management • Subcontractor/Supplier Management

PROFESSIONAL EXPERIENCE

WORK HISTORY: SELECTED ACHIEVEMENTS

COBHAM DEFENSE ELECTRONICS / Electronic Warfare Sensors & Antennas

BUSINESS DEVELOPMENT (2011 – 2012)

• Developed analysis for new market area that had been untapped due to resource limitations …

Established and maintained strong customer relationships with Tier 1 contractors consistent with

results of new market area analysis … Collaborated with company Business Development team to

design a tool for evaluating and qualifying new business opportunities

• Designated SME (Subject Matter Expert) in corporate-wide Excellence-In-Delivery initiative for

standardization of Business Development processes … Successfully expanded business base with

existing Tier 1 contractors

HONEYWELL INTERNATIONAL / AERO DEFENSE & SPACE BUSINESS ENTERPRISE

SENIOR MANAGER: PROGRAM MANAGEMENT & BUSINESS DEVELOPMENT (1998 – 2011)

• Directed the execution of a USAF IDIQ (Indefinite Delivery / Indefinite Quantity) contract for

delivery of hardware end items from multiple production sites. Revenue over the life of the 5 year

contract was $250,000,000 which represented approximately 75% of the contract value of all orders

issued to eligible suppliers on the contract.

• Led investigation to resolve major performance and quality issues of a major subcontractor which had

caused end-user to stop shipments. This turn-around was significant in restoring end-user confidence

that program performance and delivery requirements would be met, and allow delivery of product to

resume with minimum impact to schedule and planned revenue.

• In concert with Black Belt Certification, Program Management representative on special project to

increase probability of contract award following opportunity identification and decision to pursue.

Results had immediate impact: standardization of process map for assigning and pursuing

opportunities within the organization and a 25% increase in Won/Lost ratio.

• Bookings in each of the last four years have exceeded AOP by at least 25%, which supported the

business team in meeting or exceeding AOP targets for revenue and margin.

• Directed the proposal for follow-on USAF IDIQ contract resulting in the acceptance of 18 products

on the USAF catalog --- significantly higher than nearest competitor. To put this achievement in

perspective, the average content for each the other 11 suppliers was 2 products.

• Sales function representative on special assignment team to assess the Process Maturity of the Sales

& Marketing organization. Results were briefed to executives in other functions, and used as a model

for their organizations.

DRS TECHNOLOGIES, INC / ELECTRONIC & ACOUSTIC SENSOR SYSTEMS

PROGRAM DIRECTOR (1987 – 1997)

• Turned-around and successfully transitioned a $20,000,000 development program of an acoustics

signal processor and display product to a $65,000,000 production program. Captured initial

bookings of $3,000,000 as part of an expansion into foreign markets.

• Led special initiative team charged with advancing company knowledge and use of Total Quality

Management process improvement techniques through mentoring and training.

• Directed the transition of production program to an off-site low cost manufacturing facility. Contract

requirements for schedule and quality were met to support delivery of 125 production units during

the 24 month period of performance.

• Directed programs which generated 72% of company’s total annual revenue by effectively managing

the execution of three DoD-based programs with a cumulative contract value exceeding

$103,000,000.

ITT AVIONICS / Airborne Electronic Warfare equipment

PROGRAM MANAGER (1984 - 1987)

• Directed the turn-around of a development program for prime mission equipment by recovering

schedule and reducing cost overrun. Generated a recovery plan with major subcontractor to achieve

on-time deliveries of critical sub-assemblies, satisfied customer delivery schedule, and ensured

capture of the targeted $24M in revenues for the year.

• Successfully led the proto-typing and demonstration of a flight line automated test set which resulted

in the capture of an opportunity for the development and production awards, valued at $12M. A key

factor in this achievement was being able to work across functional lines in a highly matrix-

structured organization.

AAI CORPORATION / Electronic Warfare Simulation and Training

PROGRAM MANAGER & BUSINESS DEVELOPMENT MANAGER (1978 - 1984)

Led turn-around in resolving issues during a customer-initiated stoppage of development test

•

phase. Tasked by leadership to leverage off the strong customer relationship I had established, I

negotiated a revision to test plan with functional buy-in and customer concurrence. Re-

established credibility with customer and company was awarded the follow-on $55M

production program.

Designed multi-disciplined alignment of engineering team to improve program communications

•

channels. Significantly reduced number of design issues that are typically overlooked, resulting in

a highly competitive development program that was completed within budget and schedule

constraints. With this performance on the development program, secured the award of the follow-

on production program valued at $55M.

WORK HISTORY: SCOPE & RESPONSIBILITIES (REPRESENTATIVE)

PROGRAM MANAGEMENT

Lead cross-functional teams at multiple sites (local and remote) to successfully achieve complex

product performance and quality requirements … Deliver on business commitments including

business performance targets for revenue, op income, and working capital performance

BUSINESS DEVELOPMENT

Lead sales pursuit process for assigned customer set … Achieve annual targets for pursuit capture,

revenue attainment, and bookings … Develop roadmaps, strategic plans, and pursuit tactics that align

with customer requirements and strategies to increase market presence

EDUCATION AND CREDENTIALS

Bachelor Science, Industrial Engineering … Hofstra University, Hempstead, NY

PROFESSIONAL DEVELOPMENT … SIX SIGMA Black Belt Certification

PMP CERTIFICATION … IN PROCESS

SECURITY CLEARANCE … Top Secret: Approved December 2011

MILITARY SERVICE … US Air Force: Navigation and Electronic Warfare

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