SUMMARY:

• Self - starting, multi-tasking executive who requires minimal direction and enjoys teambuilding and improving business development processes by employing continuous process improvement.
• 19 years of professional experience including 16 years of senior level experience as a capture manager, business development director, program manager, marketing director, proposal manager, and technical writer.
• Expert at managing business development efforts in systems and software engineering, healthcare IT, and cybersecurity.
• Won contract awards valued at $50 million-1.3 billion.
• Easy going and extroverted talker that loves networking. Loves a challenge and believes in open lines of communication.
• Excellent communication skills - both written and verbal - with a creative and persuasive flair. Incredible teambuilder with a successful history of turning problem teams into cooperative, successful teams.

TECHNICAL SKILLS:

• MS Word
• Excel
• PowerPoint
• Project
• Visio
• SharePointAdobe Acrobat Professional
• Illustrator
• InDesign
• Dreamweaver
• PhotoShopGovWin CRM
• Zoho CRM
• Salesforce
• Microsoft DynamicsVirtual Proposal Center (VPC)
• Privia
• Qvidian

WORK EXPERIENCE:

Confidential

Principal Consultant

Responsibilities:

• Prepared and delivered presentations to explain current and future corporate strategies.
• Reported on a monthly basis regarding the status of strategic plans.
• Developed strategy for pursuing new business and recompetes for existing customers.
• Developed long-term pursuit plans to attract and capture new government customers.
• Designed and implemented a plan for the company’s business development, marketing, and proposal support unit.
• Created and maintained a reporting function to track, measure, and analyze performance.

Business Development

• DHS EAGLE II Teaming Coordinator - built teams at the TO level to bid under functional category 1.
• Developed and maintained teaming partnerships and project plans for GWAC vehicles.
• Developed a long-term pursuit plan identifying the best new government and commercial customers for our products based on market research results. Developed and managed business development budget.
• Promoted company brand through professional associations related to marketing, government, and engineering.
• Managed business development team in researching and analyzing opportunities and competitors.
• Managed CRM to build, forecast, and manage pipeline in various acquisition stages and perform market research.
• Assigned resources to BD team based on budget, pipeline priorities, and SMEs needed to respond to requirements.
• Managed customers by developing account management plans, customer visits, and maintaining customer call plans.
• Networked and built strong pipeline of Army, Army Material Command (AMC), DISA, NASA and DHS contacts.
• Networked and built lasting teaming strategies/contacts with strong primes and subs of large and small companies.
• Wrote and presented white papers and case studies for business development and technical marketing use.

Capture and Proposal Management

• Led Price-To-Win Strategy Sessions to develop competitive pricing models for proposals and products.
• Led Black Hat Sessions and conducted analysis to develop SWOT.
• Led Competitive Analysis Sessions to determine best way to ghost competition's weaknesses.
• Analyzed data, customer trends, and requirements to develop capture strategies and plans for proposal teams.
• Built and managed business development/proposal team to ensure that capture and win strategy was implemented.
• Negotiated and drafted Exhibit A, teaming agreements, and non-disclosure (NDA) to establish teaming.
• Analyzed requirements and past performance to determine gaps and developed capability matrices to fill gaps.
• Developed and managed marketing strategy, strategic growth plans, and partnerships.
• Developed the annual strategic growth plan and the strategies, tactics, and resources to achieve goals.
• Presented recommendations to C-Suite executives on joint ventures, affiliations and partnership arrangements.

Marketing Director

• Designed, developed, and implemented campaigns and budgets for new product and service launches.
• Presented strategic marketing plans/campaigns to C-Suite executives and aligned plans with corporate strategy
• Developed revenue streams and cost structures as part of business models for customers.
• Led, trained and mentored teams to execute successful marketing plans, competitive analysis and research.
• Conducted market research, developed hypotheses and tested new products using focus groups and prototypes.
• Defined customer segments, value propositions, and customer relationship management based on market research.
• Produced feasibility studies/business plans for new product development.
• Monitored market research for development of new market segments.
• Developed and maintained company website, press releases, corporate communications, and updates.
• Managed all marketing communications and development of marketing collateral.

Director

Responsibilities:

• Identified as a high potential candidate for the Emerging Leaders Program.
• Assigned a mentor at the Vice President level to groom me for the leadership program
• Directed the IDIQ business office for an entire business unit after only 1 year with the company.
• Identified through the evaluation of my strengths to address the challenges of a failing department and turn it into a business model for winning business on short-turn requests.
• Planned strategic capture strategies to win new contracts that increased return on sales (ROS) from 6% to 12%.
• Established a multi-million dollar budget to cover bid and proposal funds for all efforts forecasted in the pipeline, and a discretionary budget to address the growth initiatives outlined in the CONOPS I designed with the VP/GM.
• Managed a comprehensive budget that included a capital investment of $700,000.

Senior Manager

Responsibilities:

• Promoted two levels in 1 year from a Senior Specialist to a Senior Manager.
• Developed and tested process to manage remote teams that was implemented department-wide.
• Managed, mentored, and developed a happy, productive team of 5 directs reports and an organization of 22 reports.
• Managed a cross-functional project team of 20 people; including scheduling and planning resources, allocating costs, budgeting, and project control of B&P funds.
• Provided senior-level management for projects valued up to $2 billion with large proposal budgets for each.
• Streamlined capture and proposal process to ensure effective use of resources with minimal spend.
• Managed proposal teams including book bosses and program managers to develop bid winning technical solutions, win themes, and discriminators. Managed competitive analysis (CA) and CA reviews.
• Built bid pipeline with capture management and VP of Business Development and managed program capture, development, and proposal submission through all phases of the BD lifecycle. Increased pipeline by $1billion.
• Developed competitively priced proposals with price-to-win (PTW) team.
• Ensured compliance by developing detailed outlines and matrices.
• Managed team of graphic designers, writers, coordinators, and color review teams from capture through production to ensure proper win themes, revisions, and graphic messages were conveyed in proposals.
• Trained/mentored new employees on process and winning strategies in proposal and capture development.