Work History

Work History
May 2009 - Present

Government Sales Manager

Bowhead C-Port Marine Services

Responsible for introducing a Alaskan Native Corporation family of diverse support service companies on a national level to government customers. Scope of responsibilities includes qualifying, and developing long term customer relations with all branches of the US Military and Federal agencies. The Bowhead families of companies, are small business concerns headquartered in Anchorage, Alaska, and are wholly-owned subsidiaries of Bowhead Holding Company (BHC). BHC is a wholly-owned subsidiary of Ukpeagvik Inupiat Corporation (UIC). <?xml:namespace prefix = "o" ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

 Facilitated client surveys/visits and interviews in order to better understand the customer’s needs and implement solutions to what the customer requires. Relayed customer specs on Government projects to higher management. Evaluated future growth opportunities with Defense Industry partners to meet customer requirements with teaming and joint ventures. Manage required marketing materials, trade show calendars and support lead generation with follow up processes working closely with Capture Team, Marketing and Contracting Departments. Key spokesperson for the corporation providing public presentations, briefings and utilizing long time memberships of several national associations. Demonstrated ability to navigate large Defense organizations’ complex sales approval processes with ease. Results of efforts include agreements with major Defense corporations. Resent achievements include long term contracts with various State National Guard, Army and USMC providing support services.<o:p></o:p>

  • Captured long term customer contracts with US Military & Defense <o:p></o:p>

  • Maintain national company awareness by meeting productivity requirements<o:p></o:p>

  • Effective negotiation  skills that  influenced partnerships, joint ventures, subcontracting <o:p></o:p>

  • Use problem solving skills with effective communication to achieve new service solutions <o:p></o:p>

Dec 2013 - Present

Strategic Sales Manager

San Antonio Lighthouse of the Blind
Strategic Sales Manager supporting the mission of San Antonio Lighthouse for the Blind, a nonprofit organization . Management of market introductions, securing government contracts that include both mandated products under the Javits-Wagner-O’Day (JWOD) Act and commercial products sold at 14 Base Supply Centers ( 41 CFR, Chapter 51 ) Sales management included manufacturing, fulfillment services and custom projects that support the federal and state customer while sustaining meaningful employment of blind and disabled employees. Strategic Sales Manager duties include development of new growth streams, engagement, collaboration with MFG partners, oversight of contractual agreements utilizing all aspects of company capabilities. Develop specifications; review/modify, as necessary, specifications/to meet scope of work per project or request. Successfully execute all aspects of negotiations supporting fulfillment requirements as liaison with federal customers, program managers, federal contracting personnel and key suppliers bridging internal departments following procedures within project and vendor management ISO policies. San Antonio Lighthouse for the Blind Base Supply Center locations are Ft Hood, Ft Bliss, White Sands Missile Range, Tinker AFB, Goodfellow AFB, Dyess AFB, Cannon AFB, Altus AFB,Randolph AFB, Lackland AFB, Holloman AFB.
Sep 2011 - Oct 2013

Diretor of Tool and MRO

Industries for the Blind
Management of Tool and MRO market introductions in western states, securing government contracts that include both mandated products under the Javits-Wagner-O’Day (JWOD) Act and commercial products sold at 14 Base Supply Centers ( 41 CFR, Chapter 51 ) Sales management included manufacturing, fulfillment services and custom projects that support the federal and state customer while sustaining meaningful employment of blind and disabled employees. Director of Tool and MRO Sales duties include development of new growth streams, engagement, collaboration with MFG partners, oversight of contractual agreements utilizing all aspects of company capabilities. Develop specifications; review/modify, as necessary, specifications/to meet scope of work per project or request. Successfully execute all aspects of end user requirements through various negotiations supporting fulfillment requirements as liaison with federal customers, program managers, federal contracting personnel and key suppliers bridging internal departments following procedures within project and vendor management ISO policies.
Aug 2006 - Sep 2008

Central State Government Industry Manager

Applied Industrial Technologies

Managed government sales division for Fortune 500 Company working with 83 branches insuring area sales goals are fulfilled within a thirteen state territory. Managed generation of sale leads, developing a pipeline of prospective customers through cold calling and networking, implemented regional promotional campaigns of new product introductions with industrial manufactures, Utilized aggressive advertising and sales techniques to penetrate market share in thirteen states. Approved and managed all trade shows and association networking events that assist in maximizing exposure to all branches/departments of the government working closely with marketing, contracting and corporate product managers.  Established business relationships with state procurement officers, senior buyer’s defense corporations to meet corporate sales and market introduction objective.

  • Regional sales increased above 50% first year, retained growth margin in second year
  • GSA Industry Day guest panel speaker Kansas City 2008
  • Recognized in 2007 for record breaking sales growth in Central State Area

Achievements include securing TXMAS, LAMAS state contracts, numerous local contracts with cities, counties and cooperative agencies. Sales growth exceeded 70 % in Central State Area government market entrance

Feb 1993 - Aug 2006

Gov Conract Admin

Tifco Industries

Coordinated product data and pricing analysis to complete various government contracts for over 10,000 MRO industrial and chemical products entering government sales market. Primary role is to submit contract offers to DOD buyers then oversee government daily sales activity from field , manage finial contract invoicing, ensuring proper receiving, handling and order fulfillment was met based on FAR/Government Contracting Laws.

  • Researched, negotiated DOD, DLA contracts and new GSA Schedules
  • Managed all government payments utilizing several DOD portholes
  • Key point of contact for contract customer service with GSA, DLA, Government  Defense Accounts

Tifco was awarded GSA Small Business award, assisted in development of 2 million dollar a year new sales stream.

Billing and Customer Records Department Manager – Responsible for 15 employees in Billing and Customer Records to include hiring and releasing employees. Coordinated special attention sales through multiple warehouses, managed final billing customer invoices, maintained key account collections. Implemented new department operational procedures and enforced company policies.

  • Delegation with leadership on day-to-day department operations
  • Administration  of internal accounting software for daily financial transactions
  • Over saw and managed over 10, 000 transactions  per month

Promoted from Department Manager to Assistant Gov Contract Administrator.

Education

Education
Dec 2005

Gov Contracting Admin

George Washington University

Government Contract Law - Dec 2005

GWACS, IDIQ and Schedules Dec 2005

Federal Contract Basics (CON 110) –July 2004

GSA Federal Supply Service CEU Training from 2004-2008

Certified 1.0 PDH Training hours per session- 20 Hrs completed

Interest

Time with my family, biking, camping,art, theater and music.

Custom

Skills

Proficient in, Microsoft Word, Excel, Power Point, and Outlook.

General computer knowledge of multiple business software packages.

Skilled at learning new concepts quickly, able to understand Technical information convey to customers.

Customer focused, solution orientated, and communicating ideas clearly and effectively.

Sales driven, self motivated, detailed planner, excellent follow up, works well under pressure.

Summary

Over 19 years of experience securing or supporting long term contracts with industrial solutions and specialty service organizations. I have played a critical role by implementing and supporting corporate initiatives throughout my career history as a leader or team member in business development, sales management, key account management, contract negotiations, department manager and various administration responsibilities.