Business Development/Sales/Project Management

Thomas W. Koch

PROFESSIONAL STATEMENT: Adept at managing client relationships, I have leveraged my project management, business development, team-building, negotiation and leadership skills to establish profitable relationships with small to Fortune 500 companies and US Department of Defense (DOD) agencies. I have successfully opened new sales channels both domestically and internationally and have consistently exceeded stated mission results of lowering operational costs while increasing revenues and profits. My project management, business analytics, market growth, client retention and sales achievements span a range of industries including: architectural and engineering, construction products, professional services, IT, telecommunications and government agencies. Colleagues and clients trust me as a quick, decisive thinker who thrives in high-pressure situations and austere locations. I excel in the following areas:

• Utilizing Project Management disciplines (PMBOK) to exceed mission goals.

• Developing, managing and adhering to scope of work statements and work in progress reports.

• Developing and implementing effective business development and operational governance modeling strategies for immediate programmatic change.

• The ability to quickly grasp technical concepts and turn them into tangible actions.

• Data capture and analysis to identify market trends for sustainable business growth.

• Devising and executing dynamic domestic/global B2B sales strategies and marketing campaigns.

• Managing resources and facilitating internal/external expectations

• Building and maintaining successful, profitable relationships with colleagues and clients.

• Inexorable work ethic

PROFESSIONAL EXPERIENCE:

Stanley Consultants, Inc. Muscatine, Iowa September 2008-September 2010

Data and Reporting Manager

Assigned to work under the joint venture Stanley, Baker, Hill, LLC. on Task Force S.A.F.E as a member of the Iraq Reconstruction Project Management cell. Supervised 70 Master Electricians, 30 Fire Protection Inspectors and 25 Data Analysts on a $60 Million US Department of Defense (DOD) contract performing Life, Health and Safety inspections on 125,000 facilities throughout Iraq. Primary scope of work: Compile, analyze, input and manage logistical and operational data into efficient reporting formats; research and prepare information briefs on mission essential progress and trends for the US Forces-Iraq Senior Command Staff, US Defense Contract Management Agency (DCMA), US Army Corps of Engineers (USACE) and other ranking members of the US Department of Defense (DOD) utilizing Project Management Body of Knowledge (PMBOK) disciplines and standards. Daily managed the scheduling and movement of Task Force S.A.F.E personnel via US DOD supplied air/ground assets throughout Iraq and Kuwait.

Architectural Concrete Creations, Inc. Warren, Michigan September 2003-September 2008

Director of Business Development

Commanded the selection and implementation process of Arch-Crete® formworks for sales distribution within the United States, Mexico, Central and South America. Devised and executed marketing and sales strategies to successfully launch Arch-Crete® as the premier construction material for poured in place and pre-cast concrete structures within CEMEX Concretos distribution company, Construrama. Developed and maintained executive level relationships with White Cap Construction Supply Company, Dayton Superior Corporation, Construidea S.A.B. de C.V., Urbi Vida Residencial S.A.B. de C.V, CasasGeo S.A.B. de C.V., Desarrolladora Homex S.A.B. de C.V. and CEMEX Concretos S.A. de C.V. to ensure incremental sales goals and positive mission results. On site Project Manager for poured in place concrete construction projects in Mexico, South America and numerous locations in the United States.

Teralight LTD. Chandler, AZ. September 2001-September 2003

Senior Project Manager

Directed technical program management strategies and led project management consulting team for VoIP (Voice over Internet Protocol) and Data Center business units. Managed and supervised the integration and implementation of Telecommunication Industry Association (TIA) and Network Equipment-Building System (NEBS) technical design standards and practical guidelines pertaining to build out and operation of Swiftcomm’s $17 Million dollar Data Center In Riverside, CA. Devised and executed C-level B2B sales strategies and tactical marketing campaigns to leverage Swiftcomm’s Tier 4 Data Center capabilities and revenues from enterprise business clients. Negotiated IDIQ service contracts with national telecommunication carriers.

Broadwing Communications, Inc. Austin, Texas September 2000-September 2001 Senior Manager, Broadband Marketing Ensured scope of work completion for all broadband optical IP collateral, POS and marketing materials for Broadwing’s wholesale broadband services business unit. Developed and committed production rate plans for a $273 Million dollar product roll out for a highly profitable bundled data telephony and data center services offering. Successfully established and leveraged relationships with executive management decision makers from AT&T, Level 3 Communications, Qwest Communications and Verizon to secure new revenues and shorten sales cycles on existing business opportunities. Prepared and delivered product marketing campaigns and sales presentations to internal and external customers prior to product launch.

CIVILIAN EDUCATION:

University of South Carolina Columbia, South Carolina

College of Applied Professional Sciences

Bachelor of Media Arts Degree 1987

Midlands Technical College Columbia, South Carolina

Associate of Arts Degree 1985

PROFESSIONAL EDUCATION:

Cisco Systems, Inc., Cisco Sales Essentials for Small to Medium Businesses, Certificate, 2000

Bell Core Technical Training for Telephony and Data Systems, Graduate, 1997

Dale Carnegie Sales Training, Distinguished Graduate, 1996

Miller Heiman Advanced Sales Training, Graduate, 1996

Tektronix, Inc. Measurement Business Division Sales Training-Broadcast, Data and Telephony Communications, Graduate, 1996

CERTIFICATIONS:

US Department of Defense: SECRET Security Clearance, issued 04/2010

US Department of Defense: Information Assuredness Awareness Training Certificate, 04/2010

US Department of Defense: Anti-Terrorism Training Certificate, 04/2010

PROFICIENCIES:

Microsoft Office Professional

Macintosh OS software.

CRM, ERM and MAXIMO software applications.

AWARDS:

Eagle Scout with 2 Palms

Innovation Award Recipient- CEMEX Concretos S.A. de C.V

Award of Excellence-United States Army Corps of Engineers-Transatlantic Division

Award of Excellence-United States Navy Chief Petty Officers Association-Iraq

Task Force S.A.F.E. Excellence Award, United States Forces-Iraq J7

Task Force S.A.F.E. Theater Fire Chief Excellence Award, United States Forces-Iraq J7

Inglett and Stubbs International Award for Professional Excellence-Iraq

Kellogg, Brown and Root/LOGCAP III Excellence and Leadership Award

Stanley, Baker, Hill, LLC. Excellence Award, Iraq Reconstruction Project

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