Experience

Swift Tactical Systems

• United States
• Aviation & Aerospace
• 1 - 100 Employee

• President

  • Aug 2021 - Present

  Swift Tactical Systems delivers products and services that provide a tactical advantage and improve decision-making and mission execution. It offers tactical unmanned air systems (UAS), contractor flight services, training academy, sensor integration, maintenance repairs, and data processing that are ideally suited for military, government, and commercial applications. Launched Swift Tactical Systems, a subsidiary of Swift Engineering, from idea generation, through pre-launch preparation to launch and early growth. -Utilized a proactive management and initiative-based leadership style where I promoted strategic planning and a visionary, forward-thinking approach to running the business. I was involved in all aspects of the business ensuring our mission and vision were understood throughout the organization. -Instituted a company culture that was based on accountability, teamwork, flexibility, mission accomplishment, and customer focus. The emphasis on being proactive, not reactive, was adopted across the organization and incorporated into the solutions we provided for our customers. -Developed business plans, business cases, strategic plans, target capture plans, and engaged in business development activities around the world with both commercial and military/government customers in a very focused approach to winning opportunities. -Managed all aspects of the company launch, built a founding team and allocated roles and responsibilities. -Secured our first contract with an international customer valued at $17.8M -Developed a sales pipeline of over $100 million. -Lead the development of a new minimum viable product – “Accipiter” Gas Powered UAV, an aircraft that exceeded customer expectations. -Launched operator services and a training academy; hired a team of pilots and service operators that deployed overseas in support of foreign contracts. Show less



Swift Engineering

• United States
• Aviation and Aerospace Component Manufacturing
• 1 - 100 Employee

• Vice President of Business Development, Sales, Marketing, and Contracts at Swift Engineering, Inc.

  • Jan 2022 - Present

  While leading the Business Development, Contracts and Marketing departments, I managed a dynamic and mission driven team of professionals. We increased leads, bookings, and sales and established a robust pipeline with both government and commercial customers. -Generated over 380 leads. Further developed the Probability Win (P*Win) and BEST processes to refine our lead qualification process and opportunity selection, which resulted in an increase of our conversion rate from ‘lead’ to ‘opportunity’ of over 50%.-Developed a $370M sales pipeline and $200M of that pipeline had a P*Win of 50% or greater.-Developed a target capture plan with focused strategic initiatives to capture larger programs with leading OEMs and the US Government. This targeted approach led to the development of some key strategic partnerships with some of our most important customers. -Employed a proactive management style while working with a cross functional team where I interfaced with supply chain, program management, engineering, finance, quality, and operations in the management of programs and customers. I emphasized planning, forward thinking and teamwork with our customer related activities. This team approach to our customer engagement improved communication, responsiveness, and the overall relationship. -Led the effort in identification, creation, and implementation of a new Customer Relationship Management (CRM) tool. The effort resulted in the availability of real-time data analytics on the business and allowed for more efficient and effective management of the team and our resources and ultimately led to faster and better decision making. In addition, we created a standardized in-situ reporting tool to capture YTD bookings, sales, forecasted bookings, and backlog. Show less

• Director Of Business Development and Product Commercialization

  • Dec 2016 - Present

  Responsible for developing a business strategy to increase sales with both commercial and government customers. -Increased sales by ~230%-Generated over 30 new customers and hundreds of new leads and developed a sales pipeline of over $250M.-Secured the largest contract in company history with Sikorsky Aircraft Corporation.-Developed a new “probability win” (P*Win) template, which assisted the leadership team in evaluating opportunities and improved our success rate.-Instituted a new sales process, which provided a strategic approach to effectively converting prospects into loyal customers. In this process we increased our lead generation activities, improved our lead qualification process, and focused our resources on pursuing the right type of opportunities for the business.-Developed a “target capture strategy/plan” template, which assisted us in allocating resources more effectively to increase our win percentage.-Developed a Business Evaluation Score Test (BEST) to assist the organization in evaluating opportunities, which resulted in more targeted sales activities, better use of resources, improved conversion rates, and ultimately led to increased sales. -Instituted a new set of Key Performance Indicators (KPI’s) to analyze conversion rates like lead to opportunity, opportunity to purchase order, percentage of quotes and proposals that resulted in a purchase order, and lead to purchase order. -Improved our “lead” to “opportunity” conversion rates and introduced new criteria for opportunity qualification, which resulted in an improved “Win” conversion rate from 19% to 51%.-Incorporated a new forecasting methodology based on “Probability Win”, which resulted in greater accuracy of our sales forecast. Show less



Goodrich

• United States
• Aviation & Aerospace
• 700 & Above Employee

• Director, Business Development - Worldwide

  • Jan 2010 - Present

  Responsible for identifying, analyzing and developing strategic approaches and product plans to increase business with both commercial and government customers worldwide. From 2009 to 2013, sales increased by 55% and profits increased by approximately 17%. • Lead a team of Business Development Managers, Distributors and Sales Representatives in the development and execution of a global sales strategy that resulted increased market share, higher profits, and double-digit growth for three consecutive years. o Increased the sales of spares by 39%. o Increased the sales of repairs and overhauls by 58%. o Increased the sales to original equipment manufacturers by 48%. • With organizational buy-in, formulated and implemented strategies that enabled the business to grow and adapt to the changing market environment by utilizing our core competencies. • Developed and implemented a strategy to grow market share in China, which resulted in an increase in sales of 1380%. Show less



HyperKelp, Inc.

• United States
• Maritime Transportation
• 1 - 100 Employee

• Member Board of Directors

  • Aug 2020 - Feb 2023

  HyperKelp provides access to any type of ocean data from any point on the ocean's surface with hardware and software platforms. The Kelp Smart Buoy (KSB) is a proven, trusted, sensor-agnostic, hosted payload platform for situational/environmental awareness. By hosting the latest technology anywhere on the ocean’s surface, we’re making quantum leaps in our ability to track and analyze ocean changes, empowering customers to tackle the challenges of a rapidly changing world. HyperKelp provides access to any type of ocean data from any point on the ocean's surface with hardware and software platforms. The Kelp Smart Buoy (KSB) is a proven, trusted, sensor-agnostic, hosted payload platform for situational/environmental awareness. By hosting the latest technology anywhere on the ocean’s surface, we’re making quantum leaps in our ability to track and analyze ocean changes, empowering customers to tackle the challenges of a rapidly changing world.