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Customer Account & Contract Manager Resume Example

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CUSTOMER ACCOUNT & CONTRACT MANAGER
Professional Summary
Experienced contract manager presenting an excellent portfolio of qualifications earned through progressive experience and notable accomplishments in the areas of contract management, subcontract management, customer account management, program management, operations, business development & sales

PERSONAL PROFILE AND SKILLS 
  • Experienced and proficient in both domestic and international business arenas, working with high value avionics and electronics systems, hydro-mechanical, sensing and actuation systems, fluid and pumping systems, and technical / aftermarket product support services and agreements for both new and pre-existing customers. 
  • Accomplished and focused business strategist with outstanding record of directing all aspects of business operations & initiatives to grow sales, optimize revenues, maintain customer relationships, streamline operations and significantly improve both corporate and product positioning. 
  • Comprehensive working knowledge of legal principles with an exceptionally solid background and experience in reviewing customer terms and conditions to assess areas of risk and coordinating alternate contract language to mitigate risk and maximize return to the company. 
  • Advanced verbal and written communication skills. Excellent negotiator and problem solver. Advanced and proven abilities to think strategically and execute plans effectively. 
  • Motivational leader with demonstrated talent at building, mentoring, and piloting cross­ functional teams to peak performance levels. 
  • Experienced working with all contract types and methodologies, including firm fixed price (FFP), cost type (CPAF, CPIF, CPFF), and time and materials (T&M) contracts. Extensive knowledge of contracting process from requirements generation through change management, contract fulfillment and contract close out for both development and production programs. 
  • Experienced working with the Federal Acquisition Regulations, DFAR's, CAS, TINA, NASA and Homeland Security provisions, regulations and requirements. Knowledgeable of ITAR and export licensing requirements and procedures, including technical assist agreements and manufacturing license agreements. 
  • Proficient in developing and working with customer supply logistics, technical statements of work and engineering work packs used in complex and specialized programs and contracts. Advanced skills and experience with strategic partner/alliance development demonstrated by a long list of accomplishments showing exceptional capabilities in using strategy and partner development to leverage business and sales opportunities. 
  • Strong customer interface and presentation skills. Ability to work with all levels of customer organizations to achieve objectives while maintaining high levels of customer satisfaction and cooperation. 
  • Focused leader dedicated to continuous process improvement in the face of rapidly evolving and changing markets. Extremely results-oriented and proactive in addressing and resolving problems.
Skills
Work History
Customer Account & Contract Manager, 07/2010 to Current
Crane Aerospace, Inc – Burbank, California
  • Responsible for managing the customer contracts & relationship throughout its entire life cycle.
  • Key areas of responsibility involve new proposals, contract formation, negotiation and management, customer strategies, and managing the critical/key activities with all customers.
  • Responsible for successful negotiation of major business agreements, LTAs, teaming agreements, contractual disputes, pricing agreements, claims and major contract changes which drive profitable growth while mitigating risk /liability to the Company.
  • Trained, coached and mentored the contract administrators as the subject area expert in the review and administration of purchase orders & contracts.
  • Responsible for forecasting OEM and customer build/usage rates and determining anticipated demand for brake control systems, sensing systems and fuel system pumps and components.
  • Coordinate with the Demand Management and Forecasting group to understand specific customer and market segment requirements for all domestic and international military customers.
  • Key individual in identifying and interpreting customer and market needs and trends, and keeping the company and product managers focused on meeting valid needs and opportunities.
  • Accountable for driving the organization to respond to and resolve customer issues in a timely and proactive manner.
  • Focus the company on sustaining high levels of customer satisfaction.
  • Exceeded sales and profitability goals consistently for the past four consecutive years.
  • Top Achiever in the aerospace group for generating engineering and NRE sales.
  • Received multiple and consistent customer and internal commendations for the successful and effective management of multiple product manufacturing recall and quality escapes.
  • Successfully participated on multiple six sigma Kaizen events focusing on process improvements in the areas of contract management, account management, sales and marketing (front end) improvements, and subcontracting for highly engineered products.
Major Subcontracts Manager, 01/2009 to 01/2010
L-3 Interstate Electronics Corporation – Anaheim, California
  • Review and scrutinize customer contracts & terms of newly acquired and existing contracts to insure that all applicable contract flow downs and requirements are communicated to internal operations for proper incorporation into acquisition plans and all major subcontract agreements.
  • Contracts/subcontracts lead working with the IPT tasked with developing new and expanded programs and business focused on growing the spares/repairs and product support business.
Sr. Manager, Contracts and Business Management, 02/2008 to 04/2009
Hamilton Sundstrand – Pomona & Long Beach, California
  • Managed a team of eight contract specialists and administrators located at two different sites covering both commercial and government contracts across multiple product lines in support of several complex domestic and international customers and programs.
  • Responsible for the oversight and management of all aspects of the contract management process, from proposal preparation through negotiations and contract formation, including all phases of contract administration and change management , through successful contract close out.
  • Responsible for all PIA's, NDA's, Technical Assist Agreements and Export Licensing, as well as the strategic development and formation of corporate and executive alliances and teaming agreements.
  • Responsible for the timely and effective review of all purchase orders and contracts, facilitating all internal reviews and approvals required for successful execution of the contract.
  • Develop and refine contracting processes and procedures, making sure that all internal as well as governmental regulations are followed and adhered to in order to establish consistent, repeatable standard work for all contract administrators and interfacing departments to follow.
Consultant, 01/2004 to 01/2008
Consultant – La Verne, California
  • Provide management support and consulting services to companies in the aerospace, defense and commercial aviation sectors in the areas of Contract Management, Customer Relationship Management, Proposal Development, Program Management, Business Development, Strategic Sourcing and Supply Chain Management, Statement of Work Definition and Generation, Product and Contract Pricing, and Government and Customer Audit Support.
  • Worked closely with a small startup company to help them market and sell their new line of ruggedized external observation and security cameras to airlines and system integrators dealing in the commercial aviation markets.
Sales & Contracts Director, 01/2001 to 01/2004
FASTXchange, Inc – Marina del Rey, California
  • Responsible for the areas of Business Development, Contract Management and New Product/Services Development for Proprietary Automated Procurement Products & Outsourced Procurement Services which had been developed by USC-Information Sciences Institute under DARPA funding, and subsequently privatized by FASTXchange.
  • Worked with management in developing new product offerings as well as alternative methods for offering the company's current products to aerospace, industrial and Government customers.
  • Developed unique and new contracting methodologies and vehicles which would fit different customers changing needs and work around barriers.
Contracts & Business Operations Manager, 01/1990 to 01/2001
TEAC Aerospace Technologies – Montebello, California
  • Responsible for managing the Business Operations of a $60 million division of a multi-billion dollar, multi-national hi-tech aerospace electronics company.
  • Successfully managed the day-to-day operations of the company in the areas of Sales, Contracts, Proposal Preparation, Supply Chain and Program Management.
  • Developed and implemented creative business development strategies and effective operational plans which were the cornerstone of continued market growth, market dominance, and exceptional profitability which consistently exceeded all corporate, division, and individual goals and forecasts.
  • Developed, negotiated and managed strategic alliances, product support agreements and acquisitions which successfully increased the sales of product support, systems integration and technical consulting services from approx.
  • 200,000/yr.
  • to over $18,000,000/yr., while lowering material & supply costs and delivering profit margins which were the highest in company history.
  • Conceptualized, developed, and implemented revolutionary new pricing models along with a highly effective and efficient purchasing & supply chain model & organization that resulted in lower costs and a consistent increase in profits that exceeded 20% annually over a 10-year period.
  • Based upon consistent exceptional performance and significant contributions to sales and profitability growth within my areas of responsibility, I was promoted into a worldwide sales and contract management position a full 10 years earlier than traditional corporate guidelines allowed for.
  • Was instrumental in the conceptual development, design, manufacturing, testing, sales and support of several new products and professional service mixes which were instrumental in opening new markets while dramatically increasing profitability beyond all previous goals and capabilities.
  • Negotiated and managed key supplier agreements and customer contracts on a worldwide basis for both commercial and military product lines.
  • Fully responsible for all aspects of contract management, managing a staff of 1O+ administrators and specialists handling over $500M in contracts on an annual basis.
Senior Subcontracts Administrator, 01/1988 to 01/1990
Lockheed Martin Corporation – Ontario, California
  • Responsible for all aspects of subcontract management in support of USAF and USN Special Operations Aircraft Programs.
  • Managed procurement programs for complex avionics systems.
Subcontract Administrator, 01/1987 to 01/1988
McDonnell Douglas Corporation – Long Beach, California
  • Responsible for all aspects of the procurement (RFP development & source selection thru production delivery and spares support) for high value ($250K+) avionics and aircraft systems acquisition in support of the USN T-45 Trainer Aircraft and the USAF C-17 Strategic Airlift Aircraft programs.
Buyer, 01/1984 to 01/1987
Honeywell Corporation – West Covina, California
  • Responsible for the procurement of indirect and direct material in support of multiple USN, USAF and Coast Guard programs.
  • Consistently exceeded all performance measurement criteria, as is documented in numerous performance reviews noting exceptional performance and initiative.
Skills
account management, acquisitions, business development, Business Operations, C, change management, consulting, contract management, Contract Management and Administration, contract administration, Contracts, Customer Relationship Management, customer satisfaction, delivery, driving, electronics, ERP, Focus, Forecasting, General Management, Government, managing, marketing, market, MRP, MRP II, negotiation, Negotiations, performance reviews, cameras, Pricing, processes, Procurement, profit, Program Management, proposals, Proposal Development, Proposal Preparation, Purchasing, quality, repairs, RFP, Sales, sales and support, seminars, six sigma, Strategic, strategic alliances, strategic development, Supervision, Supply Chain, Supply Chain Management, systems integration, Time Management, Trainer, unique
Education
Bachelor of Science: Business Law / Operations Management, 1985
California State Polytechnic University - Pomona, California
GPA: Graduated with Top Honors Minor degrees in Administration of public and private contracts and English.
Graduated with top honors.
Multiple continueing education courses in contract management, management, Microsoft Office, Six Sigma and Lean Principles.
Affiliations
NCMA, NMA Member, La Verne Little League Board of Directors 4 | Page
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Resume Overview

Companies Worked For:

  • Crane Aerospace, Inc
  • L-3 Interstate Electronics Corporation
  • Hamilton Sundstrand
  • Consultant
  • FASTXchange, Inc
  • TEAC Aerospace Technologies
  • Lockheed Martin Corporation
  • McDonnell Douglas Corporation
  • Honeywell Corporation

School Attended

  • California State Polytechnic University

Job Titles Held:

  • Customer Account & Contract Manager
  • Major Subcontracts Manager
  • Sr. Manager, Contracts and Business Management
  • Consultant
  • Sales & Contracts Director
  • Contracts & Business Operations Manager
  • Senior Subcontracts Administrator
  • Subcontract Administrator
  • Buyer

Degrees

  • Bachelor of Science : Business Law / Operations Management , 1985

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