Experienced in directing sales proposals, business development, marketing, sales operations, and business process development for an $174 million provider of construction, engineering, environmental & utility services to local, state & federal government clients.• Direct the entire capture, proposal & pursuit process for the company. Identify sources of new bid opportunities, streamline the entire proposal process from “end-to-end,” as well as improve the bid selection process. I lead a dedicated team of five and through them we have increased the company’s overall proposal win rate to 31.4% in what is a very competitive market.• Analyze all RFXs in detail to identify key requirements, address evaluation criteria as well as “reading between-the-lines” of an RFX. We work to identify differentiating messaging, themes, and content to separate our proposal submission from that of our competition.• Create proposal management tools include preparing bid summaries, compliance matrices, lead cross-functional review (Shipley) teams, obtain documentation, edit, submit, create presentations, interview preparation, and “post-mortems” to learn how we can improve on what we do.• Create, fresh new technical marketing content, boilerplate documents, resumes, references, case studies, and overhauled and re-organized our SharePoint library system. Improved our CRM system in terms of collecting data, reporting & also created a new sales forecasting system.• Lead kickoff & cross-functional (Shipley) review meetings, set the proposal schedule & manage the bid calendar. Prepare bid summaries, compliance matrices, conduct SME interviews, submittals, interview preparation, BAFOs, and “post-mortems” to learn how we can improve.• Responsible for managing the BD weekly Sales Pipeline meeting, sales forecasting, pricing, and developing the BD/sales component of CRM systems, and the proposal communication process.

Directed business development for the firm and producing a variety of municipal, state, federal and international proposals across multiple sectors including construction (AECs), engineering, airports & aviation security, city & regional transportation (rail & bus), energy, education & infrastructure. Some of my clients included:* International Airport Security Equipment Manufacturer (2020) - Consulted with an aviation security firm on two large European tenders in order to help the company get established in the market. I constructed and managed the compliance matrix for the proposal team resulting in a huge $20 million win for the company in the UK.* National Transportation Services Construction Firm (2019) - Led a successful, large $30 million dollar U.S. Department of Transportation RFP/ proposal to provide construction management services upgrade to a major city’s antiquated, underground water & sewer system. The proposal consisted of two JV partners, seven subcontractors, and input from several SME project managers & engineers. The winning proposal was just over 300 pages in length, requiring considerable coordination, management, and team effort.* National Medium-Size Energy & Power Construction AEC (2018)* California Materials Testing Lab Company (2017)* National Custodial Services Provider (2016)

Led the business development, proposals & marketing efforts for a high-tech public relations firm.• Directed the company’s business development and marketing functions including the overallmarketing strategy for the firm and developing new avenues for generating business. Developed account management, customer relationships, sales presentations & proposals.• Managed all marketing content, sales tools, marketing collateral, the company website, and attended several trade shows and events on the firm's behalf.

Led the sales & marketing efforts for the Worldwide Services Division of Exabyte, a $300 million high technology manufacturer of quality data storage products and services.• Managed a cross-functional team on a large marketing project that created a new bundled services offering for the company’s tape libraries. This program generated $10 million of new revenue in its first year. Responsible for overall project management & marketing efforts.• Supported the channel marketing team, which included services support for the Exabyte Solutions Partner (ESP) reseller program by providing key selling solution strategies,marketing support, sales tools, training modules, presentations, proposals, and collateral.

Managed the sales operations and tactical marketing effort for QuickLogic, a $50 million manufacturer of field programmable logic semiconductor devices (FPGAs) and software.• Worked with our Sales Managers on account management, distributor training, competitive analysis, pricing, sales tools, marketing collateral, proposals, case studies & analytics. Created the sales forecasting system, presented it monthly to executive staff, and managed all pricing.

Managed quality improvement and export compliance for a $4 billion semiconductor test company.• Conducted export compliance training seminars throughout Asia and the Western United States. Led three successful Total Quality Management (TQM) oriented teams on Logistics, Management Information Systems, and Inventory Planning for the company.

Export Administration Specialist - (1991-93) Washington, D.C.• Counseled primarily high-tech companies on U.S. export regulations & licensing for the USDOC and helping companies work with the U.S. & Foreign Commercial Services to connect with buyers in foreign countries. Secret-level clearance.