Lucerne Metropolitan Area
I help Aerospace & Defense organizations win and grow strategic accounts—and convert complex programs into clear commercial outcomes across the full lifecycle: capture → tender response → contracting → delivery governance → renewal/expansion. With 20+ years across Strategic Account Management, Business Development, and Commercial Leadership, I work at the intersection of MoD/government customers, prime contractors/OEMs/systems integrators, and internal delivery teams to drive results in defense aviation services, sustainment, and aftermarket. What I do best Commercial ownership: portfolio performance, budgeting/forecasting, pricing inputs, margin focus, and executive reporting Risk & performance management: risk identification, mitigation planning, issue escalation, and contract performance governance Tenders & proposals (capture support): shaping win themes, coordinating cross-functional inputs, building compliant responses, and managing bid timelines (RFP/RFQ/tender response) Strategic account growth: stakeholder mapping, governance cadence, renewal strategy, upsell/cross-sell, and long-term account plans Operational alignment: cross-functional leadership across engineering, supply chain/logistics, finance, quality, and customer support to protect outcomes over the life of the contract AI & LLM literacy for business outcomes (sales, accounts, tenders, contracts, customer value) I’m AI/LLM-literate and use AI tools to work faster and smarter—structuring customer problems, clarifying requirements, stress-testing business cases, and improving proposal and account materials. I collaborate effectively with analysts and technical teams by translating between operational needs, data requirements, and measurable value—with the right governance for A&D environments. Open to Strategic Account Director / BD Director / Commercial Lead / Capture Manager discussions in Aerospace & Defense (A&D)—sustainment, MRO/aftermarket, and defense aviation.
Managed high-value Performance-Based Contracts (PBCs) with major defense clients in Singapore, Australia, France and Saudi Arabia. Focus on customer success by directing financial planning, budget allocation, and risk management to ensure both profitability and on-time project delivery. Lead diverse, cross-functional teams to meet stringent schedules and maintain regulatory compliance with international standards (ITAR, Export Control, EMAR). Cultivate strong relationships with key customers and stakeholders—including defense agencies and prime contractors like Lockheed Martin and BAE Systems—to secure favorable terms and unlock new business opportunities across multiple countries.
Directed key regional accounts for prominent defense customers, including the Royal Australian Air Force and the Royal Air Force of Oman, tailoring proposals and proactive support that resulted in a consistent annual sales growth. Supervised on-demand support and spares supply operations for multiple aircraft fleets, ensuring smooth, efficient service delivery and high customer satisfaction across diverse international markets. Led contract negotiations with various defense ministries, developing maintenance and upgrade solutions that met the distinct needs of each country while strictly adhering to both local and international compliance standards.
Strategic Guidance: Advised the CEO/Founder on market-entry strategies and business case development, enabling the company to effectively position itself in the rapidly evolving UAV industry. Market Profile Elevation: Represented the start-up at "Swiss Startup Day 2017," enhancing the company’s visibility and successfully attracting interest from key investors and industry leaders. Strategic Market Analysis, Business Case Development, Investor Relations, Stakeholder Engagement, Brand Elevation, and Cross-Functional Collaboration.
Led a 12-member after-sales team responsible for spare parts, maintenance, and Power by the Hour (PBH) contracts, implementing targeted commercial strategies that drove significant revenue growth. Expanded ATR’s market presence throughout EMEA and India, achieving double-digit conversion rates on key service proposals. Collaborated with C-level executives to establish Performance-Based Logistics (PBL) agreements, ensuring seamless and reliable after-sales support.
Global Marketing Strategy: Directed and executed comprehensive global marketing campaigns across both civil and military sectors. Demonstrated deep expertise in promoting high-value technical products, effectively expanding market presence and enhancing brand visibility on an international scale. Technical Proposal & Contract Acquisition: Spearheaded the development and management of technical proposals for major helicopter tenders. Employed strategic thinking, business analysis, and meticulous planning to secure significant contracts in a competitive market, ensuring alignment with company objectives and client expectations. Market Analysis & Strategic Planning: Conducted in-depth market research to identify emerging trends and opportunities within the helicopter industry. Developed targeted marketing strategies that integrated business-to-business (B2B) insights and global account management techniques to drive new business development and customer retention. Stakeholder Engagement & Relationship Building: Established and maintained strong relationships with key stakeholders, including customers, partners, and industry influencers. Utilized business relationship management and effective communication skills to enhance Leonardo Helicopters’ brand reputation and market position. Content & Collateral Creation: Oversaw the development of compelling marketing materials—including brochures, presentations, and digital content—that clearly articulated the unique value proposition of Leonardo’s helicopter offerings. Coordinated cross-functional efforts to ensure all collateral supported both sales and client relations initiatives.