James Western Email & Phone Number

Dumfries, Va, Us

Dumfries, Va, Us

Charlotte, North Carolina, Us

Director of Navy Programs, Honeywell-Defense & Space, Defense Aftermarket - Americas, Remote, 2015–PresentStrategic Partnerships and Defense Sales: Lead $200M U.S. Navy and Canadian military business partners program, overseeing 5 cross-functional direct reports in end-to-end development and closure of profitable business opportunities.Team Leadership: Oversee activities of over 20 indirect and ad-hoc team members, providing strategic leadership that facilitates delivery on customer commitments and achievement of year-over-year revenue goals.Sales Cycle Management and Customer Relations: Manage complex sales cycles, from opportunity identification and requirements analysis to contract close and product support. Maintain positive customer relationships that drive account growth.Sales Presentations, Oral Communication, and Value Propositions: Present business solutions at the executive level, leading discussions and large meetings (up to 250 participants) that clearly convey value propositions. Sales Operations and Customer Relationship Management (CRM): Leverage Salesforce to manage opportunities, communications, activities, and forecasts.New Account Growth, Defense Contracting, and Contract Negotiation: Personally source, shape, qualify, and negotiate new business opportunities, closing large original equipment manufacturer (OEM) part, engineering, and sustainment contracts valued at $100M+.Professional Mentoring: Coach, mentor, and develop team members, instilling a culture of ownership, responsiveness, innovation, and accountability that builds capability and bench strength across the organization.Product Evangelism and Opportunity Identification: Evangelize solutions throughout the federal and national security marketplaces, regularly attending trade shows, industry meetings, and trainings to network, secure contacts, and develop leads.Revenue Generation: Surpassed annual sales goals (pre-COVID), consistently performing at 20%–25% above target.

Charlotte, North Carolina, Us

Customer Business Manager for U.S. Navy, Marine Corps, & Coast Guard Programs, Honeywell-Defense & Space, Defense Aftermarket - Americas, Remote, 2011–2015Federal Government Contracts and Profit Maximization: Steered direct business development efforts with military and defense logistics agency customers, heading an 8-person team to capture and expand on opportunities that generated $37M in annual revenue.Account Planning and Revenue & Profit Growth: Developed, maintained, and operationalized account plans that supported the achievement of short- and long-term objectives, such as year-over-year growth, profitability, and win rates.Contract Management: Managed awards against multiple contract vehicles. These included priced and unpriced, indefinite delivery/indefinite quantity (IDIQ) long-term contracts, basic ordering agreements, and a performance-based logistics (PBL) contract. Relationship Building and Interdisciplinary Collaboration: Worked closely across functions in a matrixed environment, bringing together subject matter experts to pursue opportunities, implement projects, meet customer needs, and further business goals.Regulatory Requirements, Cost Control, and Scope Management: Monitored adherence to cost and schedule requirements, managed scope, and ensured compliance with Integrated Product Development System processes.Deal Closure and Exceed Sales Goals: Consistently met or exceeded (by 10%+) annual revenue goals, personally closing large and complex deals that encompassed production, aftermarket repairs, and engineering development at multiple sites.

Charlotte, North Carolina, Us

Manager of Sales and Business Development for U.S. Marine Corps Programs, Honeywell-Defense & Space, Military & Operators, Phoenix, AZ, 2009–2011Sales Pipeline Development and Lead Generation: Led 8–10-member teams in the identification and pursuit of short-, mid-, and long-term business opportunities, maintaining a validated pipeline to consistently meet an $18M annual sales goal.Budget Management and Leadership: Managed $500K+ in discretionary funding for engineering efforts and headed ad hoc teams of subject matter experts to support responses to government solicitations.Cross-functional Coordination, Business Requirements, and Customer Satisfaction: Collaborated cross-functionally to identify and meet customers’ business requirements.Product Demonstration and Business Acquisition: Demonstrated mobile microgrid management technology to prospective customers, presenting compelling value propositions that fueled business acquisition.Marketing Strategy and Market Penetration: Played a key role in a special team that created a marketing strategy and recommendations for transferring technology from the commercial to the government market.

Meeting Facilitation: Coordinated and participated in meetings with high-level officials on national security matters. Supervisory Skills, Research, and Written Communication: Supervised a 6-member team that researched and drafted position papers, briefings, and correspondence. Contact Management and Strategic Policy Development: Developed and maintained an extensive network of interagency contacts, facilitating strategy and policy coordination.

Washington, Dc, Us

Wide variety of leadership and staff roles

Strategic Leadership and Documentation: Provided team members with guidance and supervision on research and document drafting for senior members of the Joint Chiefs of Staff and Department of Defense.National Security and International Security: Reviewed and analyzed operational requirements for domestic and international security initiatives. Resource Allocation and Emergency Planning: Managed global resource allocation and balanced emergency response needs with long-term goals by using dynamic leadership and management skills.

Bachelor'S Degree, International Relations And Affairs

Ba, International Relations