VP / Director - Strategy, Bus. Development, Sales

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Position
VP / Director - Strategy, Bus. Development, Sales
Location Confidential
No
Location
No preference
Willing to Relocate
Yes
Industry
Aerospace-/-Defense-/-GovernmentContractors
Function
SALES-MANAGEMENT-and-SALES
Compensation
$100,000 to $200,000

Resume Summary
Dynamic Business Development and Sales Executive with a record of success capturing new commercial and defense business. Certified U.S. DoD Program Manager with in-depth knowledge and experience in defense procurement and weapon systems program management.

Resume Body      VP / DIRECTOR - STRATEGY, BUS. DEVELOPMENT, SALES

VP / DIRECTOR - STRATEGY | BUSINESS DEVELOPMENT | SALES

Dynamic Business Development and Sales Executive with a record of success capturing new commercial and defense business. Certified U.S. DoD Program Manager with in-depth knowledge and experience in defense procurement and weapon systems program management. Proven ability to build teams, manage resources, solve problems, and communicate in dynamic environments.

> Broad Private Industry and Military Experience in Aerospace and Defense (Munitions / Energetics / Training & Simulation) across domestic and international markets. Knowledgeable of Federal International Traffic in Arms Regulations (ITAR).

> Chief Architect of Long-Range Strategic Plans that result in increased market share, revenues, profitability and growth. Proven ability to improve capture planning and bid / proposal processes.

> Business Philosophy: Committed to ethical leadership, aligning the organization to deliver critical business objectives, and growing and sustaining a culture of teamwork, respect, and inclusiveness.


AREAS OF EXPERTISE

Strategic Development
Program Management
R&D Technology Roadmapping
Public & Private Partnerships
Weapon Systems Analysis
Legislative Affairs


PROFESSIONAL EXPERIENCE

CHEMRING NORTH AMERICA 2008 - Jan 2014

VP Strategy, Business Development, R&D - Chemring Ordnance, Inc.
Tallahassee, FL (2009 - 2014)

Recruited to build and grow a small defense business, post acquisition and merger, into a competitive, fiscally responsible enterprise. As chief architect of the company's long-range master plan, directed R&D and contracts, and developed strategies that secured $190M+ in new business in a downsizing defense market.

* Doubled sales of core production products in three years, expanded customer base, entered new markets, and won $30M in new adjacent pyrotechnic products.

* Orchestrated the company's single largest U.S. Government contract by competitively securing a $120M award on a new counter-Improvised Explosive Device (IED) demolition product.

* Awarded one of only two large U.S. DoD Non-Standard Ammo (NSA) contracts that delivered $45M in first year sales.

* Attained aggressive corporate growth objectives, achieving an 8% annual growth rate by using disciplined campaign pursuit methodologies.

* Directed the contracts and R&D departments and integrated seamlessly into new bid / proposal process to ensure greater probability of wins.

* Sustained company R&D base by obtaining in excess of $1M annually in government and industry funded Science and Technology (S&T) contracts and services.

* Planned, coordinated, and executed the full spectrum of a $60M marketing operations to include U.S. legislative relations, corporate regulatory training, product branding, trade show management, advertising, and press releases.


VP Business Development, Kilgore Flares Company
Toone, TN (2008 - 2009)

Recruited to direct Business Development for Kilgore Flares Company, Chemring's $40M energetics company.

* Awarded $20M in fixed and rotary wing Infrared (IR) countermeasure flares from the U.S. Navy, U.S. Air Force, Army Special Forces, and friendly allied governments with NATO aircraft.

* Coordinated with Chemring Countermeasures (UK) and Tek Ord (another Chemring company) to bundle sales of IR countermeasure flares and initiator squibs to obtain $10M in international sales.

* Secured $10M in annual sales of red phosphorous signal devices to U.S. DoD and allied governments.

* Improved rapport with all Program Managers and Buying commands at Picatinny Arsenal, Crane, Hill AFB, and Rock Island Arsenal during a volatile period of corporate restructuring.


GENERAL DYNAMICS ORDNANCE & TACTICAL SYSTEMS (GD-OTS)
St. Petersburg, FL 2002 - 2008

Senior Director, Business Development - Large Caliber SBU (2005 - 2008)

Directed the business development and marketing team for the $250M Large Caliber SBU. Directed the efforts of a 7-member sales team in gathering, analyzing, and acting on market information to improve market position and achieve increased annual sales.

* Achieved annual new order objectives with a 5% combined annual growth rate the last three years - earning General Dynamics' prestigious A++ rating.

* Improved customer intimacy with other military services leading to $1M in new technology contracts.

* Partnered with international ammunition companies in Norway, Israel, and Spain to produce their products in the U.S.

* Served as second in charge of the 20-member $1.2B GD-OTS Business Development organization.


Director, Advanced Artillery Programs - Large Caliber SBU (2002 - 2005)

Led all efforts required to transition two new product lines of South African artillery ammunition into the U.S. marketplace. Defined and spearheaded all program strategies necessary to market and conduct technical transfer from South African partner, Denel Pty, to the U.S. Program Office.

* Successful in persuading U.S. Army and U.S. Marine Corps customers to formally establish new 105mm and 155mm artillery ammunition requirements leading to approved long-range cannon artillery modernization programs.

* Sought and awarded Office of the Secretary of Defense's first large caliber ammunition Foreign Comparative Test (FCT) program.

* Successful in gaining combat unit support in the form of Urgent Operational Needs Statement to accelerate product fielding.

* Kept program within established austere company budget parameters and achieved aggressive government schedule expectations.


UNITED STATES ARMY 1980 - 2002

Lieutenant Colonel promoted through increasingly responsible command and staff positions in Armored Cavalry, with specialty in Procurement and Defense Acquisition Management.


Assistant Abrams Tank Fleet Manager - Ft. Knox, KY (2000 - 2002)

Developed integrated modernization plans for 5,000 globally deployed Abrams main battle tanks and their associated personnel, training and ammunition.


Operations Officer, Coalition Joint Task Force - Kuwait (1999 - 2000)

Supervised an 18-officer multi-national operations staff for a forward-deployed combat command. Monitored and reported threat activities and friendly air, sea, and ground force operations in the southwest Asian Theatre of Operation. Accounted daily to the U.S. Central Command (CENTCOM) and the U.S. Ambassador in Kuwait. Trained and exercised tactical control over 1,500 deployed combat personnel. Conducted Reconnaissance, Surveillance, and Target Acquisition operations daily using all in-theatre assets to include Unmanned Aerial Systems (UAS). Developed contingency plans to meet future joint operations.


Chief, Systems Division, Combat Developments - Ft. Knox, KY (1998 - 1999)

Developed and articulated combat operational User requirements for the Heavy Brigade Combat Team to include robotic and aerial unmanned systems. Influenced technology programs contributing leap-ahead improvements in lethality, survivability and sustainability for the 21st century Mechanized Force. Focused fiscal resources and interfaced with industry, the U.S. Marine Corps, and the DoD acquisition community to ensure current Field Force inputs were incorporated into advanced technology demonstrators, simulations, and war-fighting experiments.


Chief, Systems Division, Science & Technology Center - Europe, Wiesbaden, Germany (1996 - 1998)

Supervised a 6-man team in the procurement of foreign technology and arms for the U.S. Government. Served as U.S. technical representative to the European Combatant Command (EUCOM) on matters related to foreign technology and weapons systems.


Weapon Systems Analyst - Aberdeen Proving Grounds, MD (1994 - 1995)

Led multi-disciplinary study teams in the comprehensive evaluation of complex military weapon systems. Evaluated test data, conducted lethality and survivability performance assessments, developed program risk studies and analyzed combat effectiveness. Briefed evaluation results and recommendations to senior army leaders in the Pentagon. Competitively selected to attend Command and General Staff College.


Assistant Program Manager - Picatinny Arsenal, NJ (1990 - 1994)

Assisted in the development, procurement, and initial production and fielding of main battle tank ammunition and armament systems. Assisted in the management of $50M R&D and $139M production budget. Fielded new tank ammo capabilities to U.S. armored forces in S. Korea and continental U.S. forces staged for the occupation of Somalia. Assisted in harmonizing US / GE / UK / FR Future Tank Main Armament requirements. Deployed during the 1991 Gulf War to assess performance of U.S. and threat weapon systems.


U.S. Army Command and Staff Positions (1980 - 1990)

Served in numerous company and battalion positions in Louisiana, Kentucky, California, and Germany.


EDUCATION

Advanced Program Management, U.S. Defense Systems Management College - Ft. Belvoir, VA, 1998

U.S. Army Command and General Staff College - Ft. Leavenworth, KS, 1996

Master of Science, Technology, Arizona State University - Tempe, AZ 1989

Bachelor of Science, Biology, University of Tennessee - Martin, TN 1980


CERTIFICATIONS / HONORS & AWARDS

U.S. DoD Certified Level III Program Manager, 1998 - Present
Security Clearance - Active SECRET Level, 1980 - 2009
Awarded Legion of Merit and Order of St George (Silver), 2002
1991 Desert Storm Veteran

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