Mary Lee Keen
24726 Cutsail Drive t Damascus, MD 20872 t Phone: (301) 928-1138 t MaryLeeKeen@verizon.net

 

n       Professional with more than 25 years of proposal management experience defining client needs and managing highly-effective proposal and pricing strategies.

n       Knowledgeable in both commercial and government proposal management

n       Vast experience in multiple industries including clinical research, preclinical research, energy, transportation, and eCommerce service businesses.

n       Proven leader who responds to challenges with confidence, determination, and focus; superb communication, interpersonal, leadership, presentation, and negotiation skills; able to excel in deadline-driven environments.

n       Top performer with extensive experience building and managing effective proposal teams.

n       Complex commercial and government proposal management n       Shipley proposal methodology n       Project management

n       Pricing strategies n       Proposal/marketing writing n       Editing n       Proposal production/scheduling

n       Six Sigma continuous improvement n       Cross-functional team management n       Creative, out-of-the-box problem solver

ACCELOVANCE, INC. – ROCKVILLE, MD2013 – PRESENT

Director, Proposals and Marketing

n       Overall responsibility for the planning, strategy, pricing, and management of proposal efforts for Accelovance’s Phase I-IV global clinical trial services.

n       Lead, develop, and manage geographically dispersed proposal personnel and cross-functional operational teams to ensure the consistent, successful development and submission of comprehensive, compliant, and distinctive proposals. Team completed 104 proposals in 2015 resulting in $30M in new business.

n       Increased proposal hit rate (proposals that led to sales) from 20% in 2014 to 37% in 2016 YTD.

n       Established new proposal processes, format, and proposal content library; developed pricing tool; established vendor solicitation relationships.

n       Expanded global market awareness and increased sales by managing company-wide brand messaging, corporate identity, promotional materials, trade show presence, advertising, press releases, and Web site creation and maintenance.

n       Managed rebranding activities for Accelovance (new logo, design, collateral, Web site, trade show booth, advertisements, etc.) and three European acquisitions.

n       Managed branding activities for Accelovance’s new wholly-owned subsidiary, Optimal Research (name, logo, design, Web site, etc.)

n       2014 Exceptional Execution Award Winner for outstanding performance with significant impact to the company.

GRIDPOINT, INC. – ARLINGTON, VA2011 – 2013

RFP Manager

n       Responsible for managing and coordinating all phases of the company’s proposal process in response to commercial, utility, and government requests for energy management and photovoltaic systems.

n       Enhanced the proposal development process and provided full support to the sales staff including proposal tracking, follow-up, and bid defense preparation including the creation of a high-quality proposal library and response database that increased consistency and accuracy.

n       Facilitated GSA Schedule modifications and renewals.

n       Completed 117 proposals in 2012 including responses to unsolicited requests, RFIs, RFPs, RFQs, and BAFOs.

AFFILIATED COMPUTER SERVICES, A XEROX COMPANY – GERMANTOWN, MD 2009 – 2011

Senior Proposal Manager

n       Managed the proposal development process for ACS’ Transportation Solutions Group that specializes in electronic toll collection, motor vehicle services, on/off-street parking, photo enforcement, fare collection services, and transportation management services for local, state, and international governments.

n       Closed proposals with a total contract value of $1.7B including the company’s largest parking award to date – an $839M fifty-year contract to operate and maintain Indianapolis’ downtown parking meters. Led the proposal effort for ACS’ 2011 winning $129.5 million contract to design, build, and install a fare collection system for the Southeastern Pennsylvania Transportation Authority (SEPTA) – an 18 month effort.

n       Produced 71 client deliverables including responses to RFIs, RFPs, RFQs, BAFOs, and oral presentations – all delivered on time.

n       Developed and maintained a resume library of more than 150 company employees.

BRIDGE LABORATORIES – GAITHERSBURG, MD 2007 – 2009

Director, Marketing & Client Services

n       Managed a four-person Client Services team that prepared pricing and proposals for this $43M global preclinical research organization.

n       Created proposal and pricing procedures and tools that ensured consistency in the proposal development process.

n       Administered a $700K marketing operating budget and tracked return on investment.

n       Developed new marketing strategies that delivered 18% year-over-year top-line growth, increased repeat business for the US facility 24%, and drove sales in the China facility up 400% with a 57% increase in repeat business.

n       Directed corporate communication plans including a rebranding strategy for the US and China labs (company name change, logo, corporate identity, Web site development, advertisements, direct mail, trade show booths, collateral, press releases).

n       Conducted co-marketing efforts in the preclinical research space including book signings, executive breakfasts/speaking engagements, and trade show sponsorships.

AMAREX CLINICAL RESEARCH – GERMANTOWN, MD2006 – 2007

Director, Proposal Development

n       Completed all responses to RFIs, RFPs, RFQs, and Change of Scopes for Amarex’s Phase I-IV clinical trial management services.

n       Enhanced the proposal and pricing development process and provided full support to the sales staff including proposal tracking, follow-up, and bid defense preparation which significantly increased close rate.

n       Created a high-quality proposal library and established pricing tools that increased consistency and accuracy.

n       Left Amarex to take a position with previous Medifacts International boss who moved to Bridge Laboratories.

MEDIFACTS INTERNATIONAL – ROCKVILLE, MD2002 – 2006

Director, Global Marketing and Proposals

n       Established new proposal processes, developed pricing tools for both CRO and Phase I Unit in Germany, implemented expense controls, and led a Proposal Team that completed 318 proposals in 2006 resulting in $38M in new business.

n       Increased proposal hit rate (proposals that led to sales) from industry average of 17% to 43%.

n       Managed a $750K marketing budget resulting in expanded global market awareness and increased sales.

n       Marketing and sales activities drove company growth from 80 to 296 employees in four years.

Manager, Proposals and Marketing

n       Led a Proposal Team that completed 252 proposals in 2004 resulting in $29M in new business.

n       Managed a $500K marketing budget that enhanced brand awareness and increased sales.

n       Directed all marketing functions for Medifacts' offices in the US, Germany, Poland, and China including the company’s branding transition, advertising, and promotional projects that drove sales.

GENERAL ELECTRIC GLOBAL EXCHANGE SERVICES – GAITHERSBURG, MD1996 – 2002

Project Manager, Global Professional Services

n       Led more than 50 member cross-functional and geographically dispersed team tasked with the global implementation of a $25M hosted electronic commerce solution for Hewlett Packard. This technically challenging project involved 450 maps and 1833 trading partners and was completed on time and within budget. In recognition of the successful completion of this project, received the President’s Award in 2002.

Manager, Proposal Development

n       Led a team of 5 that closed 54% of all business for the North American Sales organization, $33M in revenue.

n       Produced 60+ customized eCommerce proposals annually for Fortune 500 companies in response to RFIs and RFPs.

n       BS, University of Maryland University College, Major: Management, Minor: Marketing

n       AA, Montgomery College, Major: Business