Description
Career Summary: Senior manager and leader with more than 30 years' experience in project delivery, commercial management and business development. Proven Business Developer and Project Manager with demonstrated skills in developing teams, and generating and performing against clear metrics. Real industry experience in managing distributed sales force, business development, project management, business processes, project controls, and budgeting. Diverse industry background in Defense, Nuclear, Transportation, Industrial and Power. * Business Strategy and Sales Policy, overhauled sales Policies, Processes and Procedures to reflect changing standards, best practice from lessons learned, and regulatory/government compliance requirements. Continually monitored the business environment to assess trends and activity to develop, test, and align strategy (Government & Infrastructure, Power and Industrial, Minerals and Mining). * Business Development, developed robust relationships within customer organizations and matched customer objectives to internal capability. Sustained relationships by regular contact and enquiry often resulting in collaborative dialogue. Marshalled internal resources and collaborates with subject matter experts to refine value propositions, and pricing strategy. * Commercial Management, implemented a standardized marketing and sales process for a $6B Business Unit to deliver consistent risk / return ratio on investment. Established the protocol and methodology to develop and review business development and sales pursuit applications. Conducted the internal evaluation for all applications and presented recommendations to the senior executives. * Sales and Marketing, responsible and accountable for the development and execution of the sales strategy and capture of new business, securing $16B in sales and managing a team of 32 staff. Trained, coached, and supported users for the introduction and roll-out of a customized global CRM system for KBR. Mapped and developed a simplified bid process for developing and training staff. * Project Manager, delivering the $272M Engineering and Construction of the Vanguard Submarine nuclear refueling decontamination system facility at Devonport Dockyard, UK. Managed and lead: interface workshops sub-contract administration (Engineering, Mechanical, Electrical and Instrumentation) Schedule Budget and Cost, and Risk Analysis and Management Change Control Documentation and Handover process Reporting through engineering, installation, setting to work, and in-active commissioning. Professional Career: * Wesco Distribution Inc., Director EPC and Contractor Sales, Orienting the organization for positioning and winning work with EPC Companies. Identification of target organizations, pipeline, and capture management. Establishing a framework for domestic and international engagement of EPC contractors, recruiting and allocating salesforce with established metrics for accountability. * KBR Minerals (Global), 2012, Director Sales and Marketing Manage and lead the integration of the sales organization and business strategy. Conducted evaluation of sales performance and introduced metrics to create transparency and stimulate action. Developed the design of strategic account plans for the Major Mining Companies and Major Resource Companies. Harmonized the branding approach for the global enterprise, publishing a guide for internal consumption on how to subordinate legacy brands, and timing for elimination/use. * KBR Power & Industrial (USA), 2010 - 2012, Director Business Development Leader and Manager of $800M Sales & Marketing department, delivering a significant increase in sales. Established the protocol for business development activity, and capture development. Trained the team in customer facing skills and proposal preparation. Enforced adherence to corporate standards through continual reinforcement, coaching, nurture and disciplined actions. * KBR Government & Infrastructure (USA), 2007 - 2010, Director Business Development Manager within $7B internal sales organization servicing global defense and infrastructure. Developed a standardized process for evaluating business development and sales pursuit opportunities, evaluating our understanding of Customer needs, Scope, Competition, Solution, Differentiation, Execution Risk, Contractual Risk, Legal Risk, and Win Strategies. Conducted the evaluation review committee meetings and ensured corporate standards were maintained and achieved. Collaborated with Operations, Sales, Legal, and Finance to ensure bid compliance. * KBR Government & Infrastructure (UK), 2003 - 2007, Director Sales and Proposals Manager of $500M internal sales department servicing European defense and infrastructure. Updated the proposal development handbook and instituted retraining (introducing Lore International and Rogen International) to refresh and re-orientate the Business Development and Sales teams to develop compelling, compliant, and responsive proposals. Developed and published a "Proposal Bloopers" magazine, identifying the most common mistakes in cartoon form with simple instructions on how to overcome, avoid, or rectify, similar challenges. Initiated to the use of Black-hat reviews, Pink and Red team reviews, and cost reviews for all major pursuits. * KBR Government Services (UK), 1989 - 2003, Project Manager Delivery of multiple projects in defense, nuclear and transportation industries. Nuclear: Project Manager Primary Circuit Decontamination and Alternative Core Reactor Cooling (PCD/ACRC) managing the EPC for plant and equipment interfacing with all stakeholders to optimize design completion, with manufacture and installation requirements. Scheduling Manager for A.90 within the Atomic Weapons Establishment (AWE) finalizing requirements for STW and Inactive Commissioning. Transportation: Change Management Project Manager for British Airways - Business Process Re-Engineering Project, managing a team of 8 project managers on a range of initiatives including a redesign of all of their commercial, quality, and HR functions. Project Manager for the Land Registries of Northern Ireland for the digitization of all of their land registry maps and their legal acceptance. Vehicles Project manager for the Docklands Light Railway Beckton extension and re-signaling. Commissioning vehicles and managing their integration into railway service (managing the upgrades and reliability improvement program) * Vosper Thornycroft, 1980 - 1989, Strategic Planner Construction strategy (modular building), planning and scheduling for Naval Vessels. Synchronizing procurement and construction activities and innovatively developing tools to allocate space as a finite resource to calculate optimum capacity sequencing.
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