Ridgecrest, California, United States
Experienced Vice President/Director of Business Development with a demonstrated history of working in the Federal Govt Sector for IT and consulting services. Skilled in Business Planning, Sales, Business/Sales Coaching, Business Development, and Marketing Strategy. Strong sales professional with consistently exceeding sales goals and budgets in working with Fortune 50 and small start-up companies.
Consulting and Coaching in Business Development, Sales, Capture Strategies, Effective Presentations, Revenue Generation and maximizing Profit Margins.
Digital Consulting Services (DCS) - As VP and GM, accomplishments included developing yearly BD Plans, Goal setting for team, Revenue Mgmt, Bid/WIN Strategies, Manage company budget & expenses, Maximizing profits and margins, B&P budget, Capture Plans, Go/No-go reviews, Managing proposal team with Color Team reviews and Managed Program Managers and delivery efforts. - Successfully transitioned company from 8(a) to SBD by securing over 85% of our 8(a) contracts to SDB set-a-sides - 15 Presidents Clubs Awards (100% Goal Achievement) - Developed BD plan to build, interview and hire the entire services sector to include BD, Capture, PM’s, Field Operations, Proposal Team and Recruiting Manager - Overall growth to $35M ($20M services & $15M product) - Grew services into a full spectrum Govt Services Contractor from zero presence in the federal to $20M+ of services and over 200 FTE’s & 50+ 1099's - Negotiated, bid and awarded over 10 contracts in developing a large portfolio of contract vehicles to include IDIQ’s and GWAC’s - In just over a year secured our first govt services contract as spring board to eventual overall company growth to $35M - Grew VAR business from $4M to $15M providing cash flow to invest in building services sector - Driving force behind becoming an 8(a) and securing our GSA schedule
Compaq Federal LLC - Lead team in achieving BD/Sales goals of over $100M+ per year - Successfully transitioned sales model from direct to indirect and developed channels team for success - Managed BD/Sales Team through merger transition from DEC to Compaq - #1 Sales Rep achievement in Federal Sales Team of 200+ Reps
Accomplishments included Managing Federal BD/Sales Team in Western US - Achieved highest company sales award (Decathlon) for Top 10% of the entire sales team numerous times. - Achieved DEC100 (100% sales club) 15 years - As Western Regional Manager I was responsible for all DOD accounts in the western US and team of 20 reps, budget assignments of $120M+ per/yr - Promoted to BD/Sales Business Unit Manager of 10 reps and $50-60M budget per/yr - Promoted to Federal BD/Sales Exec managing territory & budgets of $20-30M per/yr - Promoted to lead Acct Mgr for Edwards and grew from $5M per/yr to $20M+ per/yr - Assigned as part of the China Lake Account Team contributing to team goals and quotas of $20M+ per/yr
- Promoted to Customer Service Manager with duties to included assigned maint & services scheduling of team - Became lead CSR for our largest customer (Tishman) - Attended and successfully graduated over a dozen company training events and promoted to level of CSR II