BUSINESS DEVELOPMENT and STRATEGIC MARKETING
Over 25 years of experience grounded in business development, strategic marketing and product management of satellite communication technologies within the maritime and land mobility market sectors. Expertise includes identifying opportunities, directing technology, marketing projects, working with diverse teams, and managing direct & indirect sales.
Strategy development, product management, business development
Satellite communications, maritime & safety services, satellite tracking, flat panel antennas
Excellent verbal & written communications, account & channel management, international business
IRIDIUM SATELLITE LLC, Director, Maritime Business Development, McLean VA (2015 – 2016)
Directed maritime product strategy, market positioning, messaging, forecasting, pricing, contracts, channel communications and the evolution roadmap, enabling twice the product sales versus forecast in a 12 month period, allowing the company to expand its market base prior to introduction of a new satellite constellation with enhanced product and service offerings
Managed the launch team for new service commercial readiness, fostering enhanced communication between teams around the world required to ensure successful work to plan and ‘on time’ service introduction
KYMETA CORPORATION, Product Manager, Seattle WA (2013 – 2015)
Developed a winning proposal for Kymeta Corporation, in collaboration with Israeli partner Gilat, for a $1.8M project of a Ka-band, portable satellite terminal utilizing unique flat panel antenna technology, allowing both companies to refine their developments and solutions to more effectively cater to mobility solutions for aviation, maritime and land transportation markets
Led the product management efforts including development of market requirements, product requirements and go to market strategies for the maritime and 'connected car' business line to effectively cater to the company’s unique selling proposition for these key target sectors
SATCOM STUDIOS LLC, Managing Director, Vienna VA (2012 – 2015)
Provided management and technology consulting services utilizing significant experience in a number of disciplines and market sectors including satellite communications, mobility solutions, tracking services, vessel monitoring systems, satellite antenna technology, Global Maritime Distress and Safety System (GMDSS), satellite/digital news gathering, maritime transport, commercial fishing, and marine leisure
Led the strategy development, product management, product marketing, market research, and business development activities
INMARSAT, London, UK 1995 - 2012
Director, Market and Business Development, Washington DC (2002 – 2012)
Managed market development for land mobile and maritime businesses within North America, aligning market sector strategies with product and account teams and directing resources to execute the plan
Maintained a steady growth of 20% per annum for the Americas - a $70M portfolio of land and maritime industry business
Led industry liaison and new distributor recruitment within the region
Managed local PR agencies and served as primary company spokesperson, conducting media tours and interviews of opportunity throughout the region aimed at the relevant trades
Directed implementation of live events within the region for industry conferences, exhibitions and distribution channel meetings
Key Account Sales Manager, London (2001 – 2002)
Managed the account relationship for Inmarsat’s then largest land earth station operator and distribution partner - across an internal matrix of colleagues, including C-level executives, engineering, marketing, operations and customer service, for the company’s on-demand as well as ‘power-bandwidth’ leasing services, exceeding sales targets by 20% for $100M of wholesale business
Manager, Maritime Business, London (1995 – 2001)
Managed maritime business strategies and market development in close collaboration with internal and external teams, to successfully align the evolution of the maritime product & service portfolio
Managed the annual product market plan execution and overall maritime line of business
Led the global market development for vessel monitoring and control where the company’s solutions were eventually adopted by a vast majority of maritime nations within the EU, other European countries and other nations around the world, providing the company with early market share in a vertical with significant growth opportunities
COMSAT MOBILE COMMUNICATIONS, Clarksburg MD 1988 - 1995
Manager, Applications Systems Marketing (1993 – 1995)
Managed development and marketing of various applications including mobile tracking and telemetry, sales department management, and sales forecast solutions
Regional Manager – International Sales (1988 – 1993)
Expanded the mobile satellite communications business through the recruitment of a sales organization within Northern Europe, the Americas and the Asia-Pacific region
Renewed contacts with legacy maritime customers throughout the Pacific Rim and upsold to long term and volume service packages, reducing migration to new competitors and producing 140% of sales quota
ADVANCED TECHNOLOGY, INC. (ATI), Senior Staff Member, Reston VA 1986 - 1988
Conducted combat system engineering analysis for the United States Navy. Managed scheduling, network analysis and resource management. Flawless project work resulted in a ‘sole source’ follow-on contract.
Pennsylvania State University, State College, PA
M.B.A. graduate course studies (45 credits)
United States Merchant Marine Academy, Kings Point, NY
Bachelor of Science, Marine Engineering
U.S. Coast Guard third-assistant engineer’s license
Commissioned as Ensign, United States Naval Reserve; promoted to Lt(jg) USNR
PROFESSIONAL & BOARD AFFILIATIONS
Mobile Satellite Users Association (MSUA), Secretary to the Board 2012 - present
Mobile Satellite Users Association (MSUA), Board Member 2005 - 2012
Society of Satellite Professionals International (SSPI), Member 2012 - present
Adobe Acrobat Professional, Adobe Illustrator, Adobe Photoshop Elements 5, Arena, MS Office 2010 (Excel, PowerPoint, Word), MS Project, MS Publisher, MS Visio
Customer-Oriented Selling, Vital Learning; Dynamic Project Management, Management Resources, Inc.; Exceptional Sales Management, Baker Communications, Inc.; Frontline Leadership & Team Leadership, Zenger-Miller; International Leadership and Cultural Diversity, Frances E. Kendall and Associates; International Negotiating Strategies, Comsat Human Resources; Professional Selling Skills & Account Development Strategies, Learning International; Pragmatic Marketing -Foundations, Focus, Build
Dual citizenship: United States / United Kingdom
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