Government/Aerospace Sales Professional
Summary: Fourteen years experience as a self-motivated, assertive, dedicated engineering, sales and marketing Director of Strategic Accounts and Program Management. Problem solving expertise, analytical adeptness and interpersonal skills to provide the capability of networking and building long-term partnerships. Direct involvement in securing numerous, long-term, multimillion dollar government and commercial contracts. Natural talent for negotiating problems and developing unique solutions to satisfy customer needs. Proven aptitude for strategic planning and product development. Extensive experience and skill with program management.
Work Experience
Director of Strategic Accounts and Program Management 2006-present
Zero Manufacturing
North Salt Lake, UT
*Excellent track record of penetrating new markets and taking market share from competitors *Focus on highly engineered products
*Interaction with Inside Sales, Engineering, Quality, Purchasing, and Operations to drive contract awards through entire manufacturing system
*Knowledge of test requirements for customer specific applications
*Strategic accounts include: Boeing, General Dynamics, L3, Lockheed Martin, and Raytheon
*Consistently increased revenue and net operating profit for 2 years
*Generate new business by utilizing current relationships at one location to win business at another location
*Attend Government planning and focus groups
*Member of the Supplier board for multiple Air Force Bases and Naval Stations
*High level government contacts across locations
*Develop Program Management tools and train internally on the use
*Present quarterly sales figures and opportunities to the Board of Directors
*Cultivate new business opportunities that contributed to a growth in overall sales from $5.2Million to over $8Million over a period of 16 months
*Travel 80% of the time
*Established home office
US Sales Manager 2004-2006
LinRead Northbridge
United Kingdom
*Proven track record for the sales and marketing of fastening and related products to OEM accounts such as Pratt and Whitney, GE, Boeing and distributors for US, Canada and South America
*Travel 75% of the time for customer visits and trade shows
*Extremely successful at building solid relationships within the customer base
*Developed and established new account opportunities for LinreadNorthbridge in manufacturing and operations
*Expertise to sell internally across multiple departments: Engineering, Purchasing, Operations, and Manufacturing to drive corporate growth
*Technical Interface with engineers to determine needs, define requirements to provide need-oriented solutions
*Long term relationships amongst OEM’s and tier suppliers
*Familiar with Aerospace requirements and applications
*Performed market forecasting and strategic analysis forecasting
*Identify product application, penetrate competition, and develop new business opportunities
*Successful in product development and program management
*Personally obtained, established, maintain and manage the continued growth of account client base of $3Million dollar
*High quality presentation skills with products to client base
*Extensively experienced in assisting engineering with identifying new product development and implementation
*Successfully obtained Boeing approval for fastener line
*Recruited and managed outside Representatives
*Increased US accounts sales 40% in 2005 and 60% in 2006
*Work well in autonomy in combination with a dedicated team orientated environment
Director of Outside Sales 2002-2004
HEICO Aerospace
Hollywood, FL
*Direct sales of aftermarket products and PMA contract negotiations.
*Responsible to give Technical presentations to upper management and engineering
*Designed marketing and sales strategies to promote products and locate new opportunities
*Negotiated several long term contracts including one worth over $400K /yr
*Responsible for MRO, OEM and Commercial Airlines accounts including Northwest, United, UPS, US Airways, Boeing
*Grew region 189% in 2 years
*Experience in large contract negotiations and management
*Program Management liaison between engineering and manufacturing
*Work closely with Engineering for new product identification, classification and development
*High-level contacts at MRO, OEM, Sub-Contractors and Commercial Airlines
*Meet and exceed sales quotas and gross margin requirements
*Prospecting and developing new accounts
*Maintain and grow accounts into long-term relationships
*Customer awareness of products through trade shows and travel which consist of 90%
*Created reports to track customer development and strategy, which included long-term plan, opportunity for growth. These were distributed throughout the company as a standard.
*Responsible to gather competitor information and created database to capture information
*Create budgets, forecasts and strategies for growth for the region
Regional Manager of Outside Sales 1998-2002
Outside Sales 1996-1998
Wencor West
Springville, UT
*Direct sales of standard parts, fasteners, and bearings, exchange and overhaul services, and aftermarket PMA parts
*Identify/satisfy customer needs and meet/exceed corporate sales objectives
*Motivate sales team
*Full sales, service and marketing responsibility for entire US
*Direct responsibility for 9 inside sales reps, 6 outside sales reps and 1 engineer for the entire US
*Third party MRO, OEM, and Commercial Airline accounts including Hawker Pacific, Bombardier, GE, AAR, Triumph Accessories, Middle River, Goodrich, United Airlines and Northwest
*Large account management experience
*Regional Sales Manager of the year 2000
*Implemented effective kitting programs to major accounts
*Developed alliance/partnership contract with major accounts
*Supervise and maintain long-term agreements and manage within gross margin guidelines
*Create cooperative interaction with purchasing, engineering and maintenance personnel within customers’ organization
*Accountability for 20 million in annual sales
*Meet and exceed sales quota’s by 10% through new product launches
*Generate company presence by travel, which consisted of 70%, presentations, and participation in trade shows
*Developed and presented inventory management systems to 3 major OEM’s
*In depth knowledge of aircraft systems, components, bearings, hardware, and other PMA process
*Strong relationships at MRO facilities, OEM and Airlines with key personnel
*Experience in acquisition integration of aerospace companies i.e., Durham Aircraft and Dixie Bearing
*Responsible for sales strategy, forecasting, budgets for region
*Worked closely with Engineering to identify new product applications and product improvements
*PMA contract negotiations
*Train sales people on new and existing products
Sales Account Executive 1995-1996
Wyle Electronics
Salt Lake City, UT
*Directed sales and marketing efforts of 3 sales reps in a competitive computer chip arena
*Developed account base from 75K to 600K in one year
*Increased account activity through effective account management
*Negotiated LTA with Lucent Technologies
*Responsible for relocation of a new facility in CT
*Responsible for profit concerns for all contracts and manage all expenses within a group
*Conducted product knowledge training in association with OEM
*Managed the training programs for all employees
Sales Representative 1994-1995
Delta Airlines
Salt Lake City, UT
*Successfully resolved customer complaints and account problems
*Negotiated contract services to large companies
*Proactively offered solutions to companies travel problems by illustrating significant cost savings
*Coordinated travel plans for companies with national events
*Consistently met and exceeded established sales goals
Education
Master of Business Administration in Aviation
Embry-Riddle Aeronautical University
May 2006 GPA 3.9
Bachelor of Science in Business Management
Emphasis in Finance and Statistical Analysis
University of Utah
August 1995
Deans List for 8 concurrent quarters
Special Training
*Coach for several quality teams
*DER Training
*In-depth knowledge of Aircraft systems
*Qualified to perform audits and audit training
*Six Sigma
*5 S Training
*Selected to participate in a Parker Hannifin supplier board 14 individuals participated
*Selected to participate in Boeing Supplier conference
*In-depth OEM product training for Perkin-Elmer, Cook Airtomic, BE Aerospace, Stratoflex
*Specific product training for bearings, component systems, engines, seals and hardware, engines
*Spin Selling Training
*Large Account Maintenance Program
*Continuing my education through studies for a PhD |
