Program Management and Business Development Executive

Dynamic, forward-thinking Top Secret cleared professional with 15+ years’ advancement and achievement in Program Management and Business Development with focus on the DoD market. Consistently increase and sustain double-digit revenue and profit growth in challenging and highly competitive markets. Expert performance in C-level presentations and contract negotiations. Track record of successfully building rules of engagement for contractor support overseas with regards to salaries, benefit structures, and compliance. Continuously recognized for outstanding leadership capabilities.

Areas of Expertise

Professional Experience

Independent Consultant– St. Petersburg, FL              Aug 2012 to Present

Executive Program Management & Business Development Subject Matter Expert (2012-Present)

Subject matter expert providing management consulting services in the areas of:              

Program Management – Business Development – Process Improvements – Strategic Planning – Project Management - OCONUS Management – Profit and Loss Advice – Talent Management – Client Relations & Retention – Cost Management – Budgeting – Team Leadership – Revenue Growth – Resource Management - Contract Management & Negotiation – Proposal Development – Subcontractor Management – Small Business Contracting Goals – ITAR – FAR Compliance – Establish Compliance Programs – Manpower and Resource Management – Operations & Logistics Management – PMO Operations and Best Practices – SAM/CCR Registration – NAIS Codes - JPAS – Market Penetration – Win Plans

Kforce Government Solutions, Inc. (KGS) – Tampa, FL              2008 to 2012

Vice President (2010 to 2012)

Account EXECUTIVE (2008 to 2010)

Promoted for outstanding leadership ability and track record of financial success. Identify, capture, and execute on strategic business opportunities for KGS, driving increased revenue and expanding market share. Support full lifecycle of business opportunity development, supporting all aspects of business development for designated Business Units. Scope of responsibilities included reviewing opportunities, managing the pipeline, assisting with proposals, and managing bi-monthly revenue projection numbers. Communicated business opportunities to leadership, generating P&L support for capture, proposal development, and execution. Developed customer account plans and opportunity specific capture plans. Sucessfully managed multiple complex financial and IT projects simotaneously

·         Achieved more than $100M in contract awards for KGS within a three-year period.

·         Served as Deputy for the DoD Business Unit with responsibility of leading team through development of new, organic, and re-compete business development pipelines. Balanced revenue projections with current contracts to continuously exceed stretch revenue goals by minimum of 3%.

·         Established first KGS SBA Mentor Protégé Program, including creating a Joint Venture, LLC. Later turned over to Contracts department and established a Small Business Office.

·         Played integral role in establishment of Foreign Corrupt Practices Act (FCPA) policy and training for KGS and Kforce. Established International Traffic in Arms Registration (ITAR) for KGS.

·         Developed and deployed Outside the Continental United States (OCONUS) work. Successfully presented business case and received approval from Kforce CEO and President. Created policies and procedures needed to conduct OCONUS business. Regarded as Subject Matter Expert (SME) for entire OCONUS business area. Directly responsible for all revenue generated. Developed OCONUS benefit and cost structure that was approved by Defense Contract Audit Agency (DCAA).

·         Responded to over 60 Requests for Proposal (RFP), with an over 60% win rate.

·         Negotiated teaming agreements and sub-contract agreements with over 100 organizations. Negotiated profitable rates for KGS. Managed sub-contractors after contract award. Utilize CCR and System for Award Management (SAM) for identifying qualified small businesses. Submit reports in Electronic Subcontracting Reporting System (eSRS).

·         Prepared contract price build-ups for price proposals. Conducted monthly, quarterly, and annual financial reviews of awarded contracts to ensure proper expenditure rates and profitability. Conducted extensive financial reviews and presentations both internal, with KGS leadership, and external with government customers.

·         Review all RFP’s, develop compliance matrixes, review for potential Organizational Conficts of Interest (OCI). Ensure current acquisition regulations and clauses were utilized in the RFP and proposal response is in compliance with solicitation and contract requirements. Ensure corporate policies are procedures are kept up to date with any significant changes in acquisition laws or regulations.

·         Conducted several hundred technical interviews as part of staffing processes, either in support of key personnel for proposal efforts or direct hires for contract awards. Sucessfully trained and mentored teams of recruiters; established internal practices and SLA’s between sales and recruiters resulting in increased efficiency and higher client acceptance.

·         Created corporate training program for new Account Managers/Executives, establishing repeatable best practices and shared corporate knowledge. Mentored and managed teams of Account Executives, utilizing Saleforce.com for pipelines.

·         Established successful centralized Program Management Office (PMO) for multiple contract vehicles, to include creating and updating policies and procedures. Interfaced with internal and external customers.

·         Agencies supported included: Department of Defense (all branches), Intelligence Community, Department of Education, Veteran’s Affairs, Department of Commerce, State and local government, and Commercial customers.

·         Executed PMI Program and Project Management, ITIL, CMI, and Lean/Six Sigma best practices in all project management practices.

General Dynamics Information Technology – Tampa, FL / Point Mugu, CA              1995 to 2008

Senior Program Manager, Tampa, FL (2006 to 2008)

Oversaw performance of government task orders/accounts throughout southeastern US, Latin America, and southwest Asia. Managed full P&L responsibility for $75M in direct accounts. Conducted internal and external quarterly financial analysis for assigned task orders. Interfaced with procurement, contracts, and finance to execute material purchases, Authorizations to Proceed (ATPs), Basic Ordering Agreements (BOAs), subcontract agreements, and estimations at completion in accordance (EACs) within contract requirements. Supervised staff of three Program Managers and one Program Support Engineer.

·         Provided programmatic services to Southern Region Office, supporting 700+ employees with more than $160M in revenues. Managed EBIT goals throughout employee turnover and contract rate structure changes, focusing on increasing and sustaining margins. Defined customer requirements and developed labor and logistical support budget documents. 

·         Transitioned more than 70 contract positions to the ICE2 contract vehicle located at SOUTHCOM. Additionally, consolidated multiple contracts and contractors into one contract vehicle as part of the Defense Intelligence Agency (DIA) Regional Service Center (RSC) initiative, resulting in reduction in costs to the government and an overall increase in margin of 2% to GDIT.

Program Support Engineer/ Project/Program Manager, Tampa, FL(2003 to 2006)

Supported the Intelligence Information, Command and Control Equipment and Enhancements (ICE2) contract task orders for US Central Command Southeast Regional Service Center (USCENTCOM/SE-RSC) at MacDill AFB, FL. Served as primary interface between local government contract customers, funding managers, and the ICE2 Government Program Office. Defined customer requirements and developed labor and logistical support budgets. Conducted quarterly financial analysis for assigned task orders, including burn rates, projected over and under-runs, and identification of expiring funds.

·         Led the transition of 140+ service positions from the Intelligence Information Processing and Production (I2P2) contract to the ICE2 contract vehicle.

·         Managed labor EBIT and provided recommendations to Business Operations for increased labor margins.

·         Drove enhancement of more than $2,500 in logistic support orders in accordance with contract and FAR requirements. Provided necessary contract justifications in accordance with the ICE2 Statement of Requirements.

·         Supported several Integrated Process Teams (IPT’s) with General Dynamics, Government Customer, and Government Contracting Office Personnel as a Subject Matter Expert within such areas as Field Automation Tools, Certificate of Engineering Services Rendered (CESR) Billing and Time Management, Crisis Pay, ICE2 Contract Implementation and Transition, and Government Security Requirements.

Program Logistics Support Supervisor, MacDill AFB, FL (2001 to 2003)

Program Logistics Support, MacDill AFB, FL (2000 to 2001)

Field Representative, MacDill AFB, FL (1997 to 2000)

 

Promoted through series of increasingly responsible leadership positions at Air Force Base. As Program Logistics Support Supervisor, assigned to the I2P2 contract in support of USCENTCOM. Provided logistical and administrative support to 130 General Dynamic’s personnel in multiple geographically dispersed locations. Reviewed corporate and customer policies and established formal guidelines for effective implementation of the requirements. Served as liaison between Program Management Office and CENTCOM customers to address and resolve proper expenditure issues.

·         Championed design, implementation, and maintenance of time management tools necessary to support 100% contract billing for all CENTCOM Delivery Orders.

·         Completed monthly Certificate of Engineering Services Rendered (CESR) for 112 customer ordered positions, while coordinating the appropriate contractual billing distribution of up to 20 overstaff employees.

·         Created and maintained local tracking method for all contractual funding applications and expenditures for CENTCOM Delivery Orders, totaling more than $25M annually.

·         Developed and implemented employee orientation process; incorporating company, customer, and site specific requirements; conducted all new employee orientations.

·         Facilitate short–notice customer requirements for appropriate service delivery in remote geographic locations.

·         Review all contractually-required customer documents to ensure that they adhere to contractual guidelines and company policies.

·         Developed and implemented employee orientation process; incorporating company, customer, and site specific requirements. Conducted all new employee orientations. Responsible for all staffing actions for CENTCOM sites. Performed personnel security evaluations.

·         Developed and continuously executed Deployment Readiness Preparation (DRP) Process and Checklist for all site personnel, ensuring adherence to CENTCOM AOR, contractual, and organizational guidelines.

Data Entry, Point Mugu, CA (1995-1997)

Designed and maintained Access Data Base of employee information and time billed to various charge numbers. Designed and maintained Access Data Base for the Geosynchronous Follow-On Satellite (GFO). Processed new and exiting employees. Assisted in preparation of winning proposal for follow-on multi-million dollar contract. Generated daily report on the status of over 20 employee’s projects. Verified employee hours before billing to the government customer (Naval Satellite Operations Center). Responsible for the accounting and distribution of office funds for small purchases. Developed command procedures for the FLTSAT satellite. Coordinated the authorization, arrangement, and reimbursement of company travel for all GTE employees at the site. Assisted in design of training course for operators on the FLTSAT satellite. Transferred/translated files from MAC operating system to PC operating system.

Education

Bachelor of Science in Business Management – University of Phoenix

Associate of Arts in Economics – Oxnard College – Oxnard, CA

Professional Development

Knowledge Management: Basics of Knowledge Management (2012)

Knowledge Management: Knowledge Management and Organizational Learning (2012)

Salesforce.com – Customized Training (2012)

Project Management Essentials (2011)

Project Management Overview (2011)

Project Management Fundamentals (2011)

Government Contracting Essentials (2009)

Shipley – Customized Business Development & Capture Management Boot Camp (2009)

Shipley Managing Winning Proposals (2008)

Information Technology Infrastructure Library (ITIL) Foundation Certification (2006)

CLEARANCE

Top Secret, SSBI (2008)

PROFESSIONAL AFFILIATIONS

Armed Forces Communication and Electronic Association (AFCEA)