Bid / Account Management ~ Strategic Alliance / Business Development

 

Innovative, influential leader with extensive international experience spanning across North America, Far East, and Europe specializing in bid-proposal management and process improvement, global business management, and alliance/partnership development.  Recognized relationship-builder that can establish, leverage, and cultivate long-term relationships with a robust network of clients, partners, and Fortune 500 companies. Effective at building, motivating, and leading high-performing on-site, virtual, and offshore teams that achieve large, complex global outsourcing business opportunities. Expertise in conceiving, developing, and launching cutting-edge new products that enhance brand awareness, penetrate new markets, and increase revenue.

Areas of Expertise Include:

 

Bid, Proposal, and Request for Proposal (RFP)| Strategic Thinking & Business Planning | Contract Negotiations

Business Alliance & Partner Development |Client & Account Relationship Management | Third Party Intermediary

Program & Project Management | Process Improvement | Competitive Analysis & Research |Conflict Resolution

Product Innovation, Planning & Design | Product Development & Management | Team Building & Leadership

 

 

Bid & Proposal Management

-          Proven track record of driving and securing ITO / BTO / Network Security enterprise outsourcing mega-bids of $200M+ at Hewlett Packard/EDS and Intel Security (McAfee, Inc.).

-          Delivered strategic oversight to a top-performing bid team at Xerox that closed $500M+ in annual business while successfully driving efforts that increased the closing ratio by 35%.

-          Certified Lean Six Sigma Green Belt that integrated Lean Six Sigma processes that eliminated inefficiencies, increased revenue generation, improved global bid processes, and generated significant cost savings.

-          Established, developed, and maintained relationships with new and existing industry-leading clients including AT&T, Bank of America, U.S. Air Force, Microsoft, State / Local government, and multiple healthcare companies.

 

Alliance Development & Acquisition Management

-          Drove new business, increased revenue growth, enhanced offerings and ensured bid competitiveness by securing 30+ high-visibility strategic partnerships and alliances with companies including IBM, Dell, and EDS.

-          Established an $80M print services alliance with Newbridge Inc. to provide all the company’s printing and distribution of client healthcare documentation.

-          Led and contributed to 13 acquisitions and mergers that were individually valued between $2M and $500M+.

 

Business & Product Management

-          Recognized for transforming and turning around underperforming business units in highly competitive markets; drove a $400M global facsimile business from a $30M loss to a $30M profit in under two years.

-          Effectively led the product planning, development, launch, and management of innovative products to market achieving a $50M increase in revenue while reducing expenses by 20%.

-          Integrated and rebranded 3rd party products as the first supplier of highly popular multifunctional machines; rapidly launched new features to market that enhance market penetration on a global scale.

 

Directed account teams in developing and closing global Network Security enterprise services contracts across all industries.

§ Executed large comprehensive bids for clients worldwide, while achieving all detailed customer requirements.

§ Led teams that pursued 75+ annual network security opportunities and secured multi-million dollar contracts. 

§ Now focused on proposal/bid management and process improvement on a contract consulting basis

 

Led global teams in formulating and securing large, mega BPO, IPO, BTO enterprise services outsourcing contracts. Partnered with peers worldwide to meet all client RFP / RFI requirements and secure new client relationships.

§ Provided oversight in preparing, negotiating, and securing multi-solution mega deals from $25M to $200M+.

§ Drove continuous process improvements; leveraged Lean Six Sigma methods to measure effectiveness, identify improvement areas, and transform existing processes resulting in increased efficiency and cost savings.

 

Oversaw a high-performing team that prepared and closed large-scale managed print services and ITO/BPO contracts while consistently meeting aggressive bid deadlines and complex corporate requirements. Collaborated with global cross-functional teams in Europe, Canada, Latin America and the Far East and answered high-level technical questions.

§ Closed $500M annually in multi-year global managed print services contracts on an annual basis; fostered existing relationships resulting in high retention levels while effectively establishing new client relationships.

§ Increased closing rates from 15% to 65% and managed high-visibility deal contracts between $50M and $150M.

 

Sourced and secured long-term strategic business alliances, acquisitions, and partnerships with leading companies. Negotiated hardware / software contracts, and ensured proper licensing agreements in partnership with legal teams.

§ Established 30+ business alliance relationships including an $80M print services alliance with Newbridge Inc.

§ Led or supported 13 acquisitions and mergers; played an integral role in establishing new Xerox product and service offerings, resulting in increased market share and competitiveness.

 

Prior Professional Positions at Xerox Corporation

 

Led a team of 140+ in Xerox’s $450M+ facsimile/electronic typewriter business. Directed product innovation, planning, positioning, pricing, advertising, channel partner development, sales training, and marketing.  Negotiated international contracts and partnerships; worked with suppliers to develop high-value multi-functional fax, print, and copy devices.

§ Improved time-to-market by 50% and refocused product lines to deliver 24 new products in 5 years.

•      Transformed the business to achieve profitability; increased profits $86M in2 years while reducing expenses 15%.
•      Achieved the highest-levels of customer product satisfaction across all key categories.

 

Managed the global Facsimile Business Area including P&L, strategic planning, innovative product planning, development, and testing, advertising, market research, acquisitions, program management, and inventory control.

§ Launched Xerox’ first family of personal copiers within six months surpassing prior Xerox time-to-market benchmarks; achieved #2 market-share positioning in personal copiers within 12 months.

 

Rapidly promoted into increased sales and marketing leadership roles with direct oversight of business units worldwide. 

 

 

Bachelor of Science in Industrial Product Design | Kent State University [Kent, OH]

 

HP/EDS Bid-to-Win Training - Association of Bid Management (APMP) Six Sigma Green Belt Certification