Experience

Moxa

• Business Consulting and Services
• 1 - 100 Employee

• Business Development Mgr; NA Rail & Transit - MOXA

  • Nov 2020 - Present

  MOXA is a leading provider of industrial networking, computing, and automation solutions for enabling Internet of Things. Supporting North America with a full spectrum of innovative, high-quality solutions that will be deployed in the Rail/Transit market on-board, train-to-ground, and wayside. The Rail/Transit system solutions that will be supported by MOXA products include CCTV, PA, PIS, SCADA, CBTC, and Vehicle Monitoring Systems to name a few. MOXA is a leading provider of industrial networking, computing, and automation solutions for enabling Internet of Things. Supporting North America with a full spectrum of innovative, high-quality solutions that will be deployed in the Rail/Transit market on-board, train-to-ground, and wayside. The Rail/Transit system solutions that will be supported by MOXA products include CCTV, PA, PIS, SCADA, CBTC, and Vehicle Monitoring Systems to name a few.



DEUTA AMERICA

• United States
• Truck Transportation
• 1 - 100 Employee

• Business Development Manager

  • Jan 2016 - Nov 2020

  - DEUTA's sales manger for existing and new contracts by interfacing directly to rail car and signaling vendors throughout the Western Pennsylvania area. Manage accounts for vendors such as Ansaldo-STS, Bombardier, Siemens, Thales, GE Transportation, and Brookville Equipment Company - Business Development Manager by presenting products, solutions, upgrades, and other safety carborne solutions to Metros, Rail/Signal Vendors, Consultants, and anyone in the industry - As part of the roles above, helped Deuta America expand their portfolio by supporting the development of the safety products in the USA to meet BUY AMERICA content Show less



Bombardier Transportation

• Germany
• Truck Transportation
• 300 - 400 Employee

• Sales Manager

  • 2015 - Jan 2016

  As Sales Manager, I presently lead the Rail Control Solutions (RCS) Region Americas Railroad Sales and Business Development activities in North America throughout the Sales Governance Cycle. Responsible for establishing Bombardier Transportation as a brand in the market segment introducing RCS products and systems in the North American railroad, Class I and Short Line, markets. Work Scope: Lead the White Book Process (New Opportunities, Pre-White Book to White Book) for the stand-alone opportunities within the RCS Division; Support the cross-functional, cross-Divisional White Book Reviews (invitations, conference calls, check White Books prior to review, prepare mandate and action logs, follow-up on actions and progress, align with marketing data); Manage the Bid Governance Directive tools and assure compliance during the proposal phase for assigned projects; Review regional market; Support Business Development and Sales activities for North American railroad; Organize and coordinate customer relationships, including other industry-related trade shows and customer events; Monitor and develop key leads, opportunities, culminating in order intake from new (external) customers; Develop capture plans and winning strategy; Obtain internal mandate (commercial, contractual and technical) for negotiation with customers; Monitor and report on key performance indicators, such as Bid hit rate and Order Intake; Monitor and gather key industry intelligence on markets and competition or competitive performance; Identify key industry trends impacting business and derive implications for current and potential strategies; Create and establish a foundation to provide management with a constant pulse on industry trends and issues important to the business; Proactively communicate and make recommendations to Sales, Management and relevant internal partners. Show less



Thales Transport & Security, Inc

• IT Services and IT Consulting
• 1 - 100 Employee

• Business Development Manager/Project Manager

  • 2004 - 2015

  Internal Senior Project Manager/Business Development Manager, Sales & Business Development Department  Responsible for and/or contributed to almost $400 Million of contract awards including scope enhancement/refurbishment projects, CBTC product introduction, security systems enhancements, new Customer Care contracts, and contract renewals pertaining to brown-field and green-field transit systems.  Interfaced with internal resources such as system engineers, bid managers, contract managers, technical leads, project managers, and executive staff to present a cost effective solution that meets the customers’ needs that are presented in the customers’ RFI/RFP/IFB tender documents. Customer tenders addressed opportunities in CBTC, Security, SCADA, and Solid State Interlocking solutions.  Worked with various other corporations to develop a consortium to present large proposals for overall turnkey solution that included rolling stock, CBTC, Security Systems, Installation, and overall system integration.  Supported the negotiations of large revenue contracts with decision makers such as VP’s, General Managers and Executive Directors.  Supported Division’s Strategy by developing new customers and supported existing customers by presenting various CBTC and Security solutions to grow the division by meeting annual budget goals.  Presented key opportunities to executive staff and corporate key account managers to get buy in for bidding the opportunity. After internal costing and pricing, presented opportunity price to the key executive staff for approval of price with the appropriate Terms & Conditions.    Completed acquisition of $36M Walt Disney World CBTC Monorail Train Control Upgrade project. Show less



Ansaldo-STS (US&S)

• Senior Project Manager

  • 1993 - 2004

  Union Switch & Signal (now ANSALDO-STS) Pittsburgh, Pennsylvania Project Manager ATS Control Center  Led overall integration of multi-functional technical software groups for ATS Control Center development and installation of equipment for England’s largest ATS Control Center noted as West Coast Route Modification (WCRM).  Led a team of 45 engineers to complete the software portion and shortened life cycle by 4 months within the allocated budget.  Led overall coordination and project oversight of design, development, unit test, integration test, and handover to systems group.  Interfaced with managers from hardware, testing, RAMs, Quality, and Configuration Management to develop a successful control center solution.  Presented project status to executives and made project modifications based on feedback. Project Manager/Project Engineer – Customer Maintenance Projects 04/93– 03/00  Developed small proposals and presented to customer on ATS system modifications.  Led a team of 4 engineers to support 24/7 emergency calls and led an engineering team with incorporation of customer requested modifications.  Optimized software modifications to bring in Profit Margin at 40%.  Developed a unique interface that allowed customer to view field elements from other vendors  Supported rail data configuration in regard to switch, signal, and track circuits; interfaced with signal engineers to test configuration changes in the field Show less