Steve Salem Email & Phone Number

Greater St. Louis

Manage a team of high-performing proposal professionals

Greater St. Louis Area

Dallas/Fort Worth Area

Responsible for developing new business, establishing sales goals and implementing sales & marketing plans to hit revenue targets for $500 million business unit• Review and monitor customer organizations including US and foreign Government entities, prime contractors, and suppliers• Manage opportunities through the business capture process, from identification and win strategy, through all formal Gate reviews, proposal submittal, and contract award• Develop and maintain network of contacts with middle and senior management levels• Shape future engagements, including Statements of Work, and position Aviall for new pursuitsCUSTOMER ENGAGEMENT• Develop marketing material, including presentations, pamphlets, and other relevant multimedia • Present to formal and informal meetings with audiences of 1 to 500• Manage Aviall presence at major trade shows and conferences, attend worldwide events in person, coordinate event details, such as booth preparation, attendees, and scheduling customer/supplier meetingsSTRATEGY• Meet with mid-to-senior level customer/supplier management to conceive opportunity strategy• Develop and refine understanding of Aviall operations and strengths, using this knowledge to help customers and suppliers by successfully building new and growing existing Aviall business• Participate in repeated face-to-face and virtual meetings to ascertain potential solutions and perform detailed research of proposal alternatives to arrive at best fit for all partiesPROPOSAL DEVELOPMENT• Lead proposal teams of 2 to 50 internal and external personnel to develop major proposals ranging in size from 50-500 pages in length• Write and develop proposal material as part of larger efforts or in their entirety for smaller responses and Requests for Information• Manage, maintain, and present material to senior leadership to request approvals to pursue and submit Government proposals• Deliver compliant, compelling write-ups that convey strategic messaging

Greater Salt Lake City Area

• Managed full complement of independent consultants staffing projects across federal, state and local Government programs – a total of 30-70 consultants and up to 35 client engagements weekly.• Served as primary source for all troubleshooting and support to active consultants and clients, who were pursuing new business opportunities.• Provided introductory company and subject matter training to more than 100 new consultants.• Worked in a variety of roles (Proposal Manager, Volume Manager, Senior Proposal Writer, Production Lead) on business teams pursuing programs valued into the billions of dollars.• Served in numerous lead roles to develop and complete capture tools and templates, ensure compliance with RFP requirements, and manage team during all aspects of the proposal process.• Led milestone review teams at all phases of the Business Development Lifecycle, including Government capture/proposal strategy, Black Hat, Pink, Red and Gold teams.• Integrated performance in a myriad of corporate environments – large, small and mid-sized – quickly and succinctly, to maximize value and quality of work product for the team.• Attended formal training in Shipley Associates’ industry standard proposal development, proposal writing, and proposal management methodology.• Certified at the Foundation Level – Association of Proposal Management Professionals (APMP).• Completed full application and all paperwork for a Top Secret (TS) U.S. Government clearance.

St. Charles, Missouri

• Managed and answered all marketing inquiries seeking information about Duchesne, a secondary school with nearly 100 employees and an annual operating budget in excess of $3 million.• Forged positive working relationships with news media through regular communication, writing press releases, pitching story ideas and assisting with deadline and crisis situations.• Developed strategic business and public relations plans with input from parents, civic leaders and local businesses to enhance Duchesne’s reputation in the community.• Produced The Duchesne Leaves, a semiannual news magazine sent to 5,000 alumni, parents and friends of the school community, using a variety of writing, editing and desktop publishing skills.• Managed student recruitment by producing marketing materials and planning annual events to attract students, resulting in a 22-percent enrollment increase, during a 3-year span.• Led all development activities, which raised more than $2 million in 4 years, by evaluating and improving our marketing/public relations strategic and tactical plans on a continual basis.• Coached tennis team, demonstrating motivational, training and relationship-building skills.