TeleCommunication Systems, Inc., (wholly owned subsidiary of Comtech Telecommunications Corp.), Annapolis, MD

November 2000 – July 2016

Senior Director, Business Development Services for international corporate headquarters with annual revenue of $364.4 million.

·               Provided proposal leadership as proposal manager and proposal center director supervising a staff of proposal professionals generating commercial and government proposals for four distinct business units

·               Grew original proposal center team in four years from a staff of four to 11 teammates, inclusive of seven proposal managers, a full time writer/editor, a technical writer, and two proposal coordinators

·               Built a team of dedicated, multi-talented individuals who regularly worked projects outside of standard proposal development responsibilities, such as corporate projects, revenue-generating customer deliverables, technical user guides and industry whitepapers

·               Coordinated activities of multiple groups/departments to generate proposals, including Executive and Senior Management, Sales, Product Management, technical subject matter experts (SME), Development, Operations, Deployment, Customer Support, Finance, Contracts and Legal

·               Automated proposal workflow to manage competing priorities

·               Developed an escalation process for non-compliance in proposals and incorporated into proposal standard operating procedure related to ISO proposal map

·               Instituted industry best practices and process from Shipley Associates and APMP into day-to-day operations

·               Owned proposal boilerplate templates, including proposal knowledge base, graphics, corporate capabilities and past performance summaries

·               Developed technical content from SME inputs, rewrote and edited as needed

·               Tracked and reported weekly, quarterly and annual proposal activity to ensure accurate information is provided as an input into business decisions

·               Win/loss monitoring reported to Chief Marketing Officer every two weeks and quarterly to Chief Operating Officer for corporate marketing department operational reviews

·               Participated in capture and bid/no bid process and decision making

·               Conducted and managed "Lessons Learned" reviews to ensure continual process improvement was applied to the development of future proposals and customer deliverables

·               Successfully upgraded print production technology three times without any disruption to service, increasing quality of marketing and proposal products, with cost savings to company

·               Maintained accessible proposal archives from 2001 to 2016

·               Maintained proposal development training materials for new account, project and product managers in all business units

Parcel Plus, Inc., Annapolis, MD

March 1991 – August 2000

Vice President of Operations for corporate headquarters of pack/ship franchise system with 135 store locations nationwide and annual system revenue of $25.5 million. 

Marketing/Communications

·               Functioned as project manager, web site content developer and writer, marketing coordinator, client recruiter and center liaison for e-commerce “virtual warehouse” initiative www.netship.com

·               Managed franchisee National Cooperative Marketing Fund and developed franchisee marketing plans, manuals and printed materials

·               Wrote and edited franchise newsletter, franchise systems communications, message boards and web site content, and franchise sales literature

·               Supervised development and launch of online marketing database

·               Created presentation materials for national conferences and regional seminars with franchisees, sales prospects and national carrier partners

Operations/Training

·               Developed and instituted processes for and handled all aspects of franchisee store design, build-out and franchisee “start up” events

·               Produced training and operations manuals for franchise system

·               Organized and conducted ongoing franchisee business orientation and special training programs at corporate headquarters and in the field

·               Field-trained nationwide franchisees in store operations, packaging and shipping techniques, retail point of sale systems, local marketing and sales plans, and Internet usage

·               Conducted sales meetings with prospective franchisees and assisted franchisees with on-site sales presentations and meetings

·               Cultivated and maintained relationships and rates with national and international transportation and logistics vendors and retail suppliers

Goldberg.Marchesano.Partners, Washington, DC

September 1988 – March 1991

Advertising Account Executive in internationally recognized agency with billings of $30 million.

·               Functioned as liaison between client and agency as account manager for regional, national and international clients such as IKEA, COMSAT, Reston Town Center, Washington Metropolitan Area Transit Authority

·               Maintained ongoing account management services, including coordination with creative and media departments for advertising campaign development and execution for various products and services

·               Assisted creative department with advertising photo shoots and layout, talent selection and product logistics

·               Administered client accounts, including weekly status reports, client quotes, monthly billing, and monthly sales reporting

Adobe Acrobat 9 Professional

Budget Management

Business Process

Commercial Proposals

Desktop Publishing

FedBizOps

Government Proposals

GovWin

Graphics Development

Microsoft Office Suite 2013

Microsoft Project

Microsoft SharePoint

Microsoft Visio

Privia Bid and Proposal Management Software

Proposal Management

Proposal Staff Augmentation

Proposal Strategy

Proposal Writing

Salesforce.com

Staff Supervision and Development

Team Leadership