Naperville, Illinois, United States
Executive DOD Sales and Business Development Leader with international experience in the fields of marketing, sales and business development. Nearly two decades of military & federal sales experience and leadership. Responsible for over $2 Billion in contracts. Dynamic leader with experience in developing high performance teams and leading and mentoring 300 people over the course of 15-years. Builds and executes the strategy of DOD and Federal market growth. Specialties: customer development, marketing, business plans, sales plans, leadership, management, programmatic business development, strategy development, plan execution
The Vice President of Strategic Markets will lead Lumenier’s engagement strategy with U.S. and foreign military organizations to drive adoption and sales of Lumenier’s FPV drone solutions. This role is responsible for building and maintaining relationships across all levels of military operations—from unit-level commands to senior Program Executive Offices (PEOs)—and navigating the Foreign Military Sales (FMS) process to expand international market presence. Key Responsibilities Market Engagement: Develop and execute strategies to engage U.S. and allied military units, commands, and program offices. Serve as the primary liaison for military customers, ensuring alignment with operational needs and program objectives. Foreign Military Sales (FMS): Manage relationships with U.S. embassies, foreign defense representatives, and international customers to facilitate FMS transactions. Ensure compliance with all regulatory and contractual requirements related to foreign sales. Growth & Demand Generation: Drive demand at the unit level to create grassroots adoption and influence program-level procurement decisions. Foster long-term relationships within major defense initiatives to secure recurring business and strategic partnerships. Strategic Leadership: Identify emerging opportunities within defense markets and develop actionable plans to capture them. Collaborate with internal teams (sales, engineering, operations) to align product offerings with military requirements.
Responsible for all aspects of Sales, Business Development and Strategy for Darley's Federal and DOD business.
Responsible for a national sales force and the key business development initiatives to place the company's products with the DoD.
Responsible for all pyrotechnics and demolition sales and marketing in for the US and North American defense market • Won a $150M IDIQ program, $71M guaranteed, for the production of the Army Anti-Personnel Obstacle Breaching System (APOBS) as the Business Development Manager, Capture Manager, and Procurement Manager. • Won a $22.1M IDIQ program for the production of the Mk124, Mod1 Signal Distress, Day/Night as the Proposal Manager, Business Development Manager, and Capture Manager. • Won a $9.6M IDIQ program for the production of the Mk140, Mk141, and Mk 144 Submarine Distress Signals as the Business Development Manager and Capture Manager. • Won a $75M IDIQ program for the production of M34 and M35 Battlefield Effects Simulation Cartridges as the Proposal Manager. • Responsible for developing 5 year plan for specific segments and products. • Developed relationships with key government personnel in specific product areas including requirements generators, capabilities managers, and material developers. • Responsible for developing relationships with other defense companies as a means to sell products indirectly to the U.S. Government and other countries through FMS or FMF sales. • Experience in working with Program Managers to submit Foreign Comparative Tests (FCT) and Defense Acquisition Challenges (DAC). • Submitted a Congressional Plus-up for an R&D line item in for the FY12 USMC budget for PM TRASYS. • Liaison for Chemring Defence, a European subsidiary of Chemring Group, PLC. Responsible for uptake of products into the North American market.
• Managed engine account for Navistar Defense, a $3.5B defense company worth over $360M in incremental revenue. • Led PR and marketing strategy to build relationships with top defense companies such as Navistar Defense, BAE Systems, Lockheed Martin, Boeing, Force Protection, and Oshkosh Defense. • Authored the defense segment marketing plan (sales plan, advertising plan, tradeshow plan, and budget development). • Launched MaxxForce D, a brand of diesel engines for the defense industry • Developed and created marketing communication pieces including several advertising pieces, a direct mailer DVD, a defense family brochure, individual specification sheets, and engine portfolio cards for the US and Europe. • Created and launched Navistar Engine Group’s defense engine website on www.maxxforce.com. • Established the five year defense product development plan and sales plan. Product strategy worth an estimated $800M in additional revenue over five years beginning in 2010. • Launched engine programs to create specific military engines in accordance with the product plan. • Developed plan to repower the Stryker family of vehicles for the Department of Defense. Launched engine program in preparation of bid. • Following sales efforts, PR, and marketing campaigns, received requests from 4 companies to support 6 different sales opportunities
• Primary engine contact for a recently acquired Navistar company, Workhorse Custom Chassis. Responsible for maintaining the lines of communication with the Severe Service Vehicle Center, orchestrating joint collateral development, product integration, and product planning. • Trained over 180 International dealer personnel and company employees on the features, attributes, and benefits of International’s diesel engines and on how to sell International’s engines against the competition. • Developed sales tools including brochures, collateral, and downloadable individual engine presentations to better enable the company sales force to sell International’s engines. Created detailed competitive comparisons of International’s diesel engines to other OEMs. • Led project to research and present market data on the International V8 to make the engine more competitive in the 7 liter, parent bore diesel engine landscape.