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Aerospace Defense Industry Consultant in Tampa St Petersburg FL Resume Beverley Berdine

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Aerospace Defense Industry Consultant in Tampa St Petersburg FL Resume Beverley Berdine Powered By Docstoc
					B EVERLEY K. B ERDINE
                                                                                        Beverley.Berdine@verizon.net
                                                                                      C 813.482.7586 | H 813.994.1692
                                                                                                     Tampa, FL 33647



                         BUSINESS DEVELOPMENT, PROGRAM MANAGEMENT

PROFILE
Extensive experience in executive business development and program management position with privately held and
publicly traded companies - recognized for knowledge in the areas of Aerospace and Defense. Demonstrated
proficiencies in all areas of leadership – vision through strategies, market penetration, key account management, and
tactical planning. Possess keen focus on revenue growth, setting and achieving aggressive targets; driving complex
decision-making to synchronize with challenging and rapidly evolving market conditions. Fluent in Spanish and
French. Top Secret Clearance.

    Drove $400M+ sales pipeline growth for Sanmina-SCI by identifying, proposing and booking programs with
    new strategic customers.
    Booked more than $100M in long-term business with strategic customers for Celestica Corporation by leveraging
    the company’s competitive advantage and cutting-edge solutions, emphasizing features and value compared to
    competitors’ services.
    Direct multi-divisional and global customer engagements with Tier One OEMs such as Raytheon, General
    Dynamics, Thales, Lockheed Martin, Honeywell, and ITT.

                                                A REAS   OF   E XPERTISE

Team Leadership                         Program Management                      New Business Development
Operations                              Contract Negotiations/Closings          Multimillion Dollar Sales Growth
Account Development/Retention           Strategic Business Plans                Regulatory Compliance
Market Penetration                      Proposal Development                    Strategic Partnerships



                                         PROFESSIONAL EXPERIENCE


S ANMINA -SCI {NASDAQ: SANM}, Ottawa, Canada and Huntsville, AL • 2008 – July, 2012 – Left to semi-retire and
pursue consulting opportunities.
Leading Electronic Manufacturing Services (EMS) provider focused on delivery of end-to-end manufacturing capabilities.
Sanmina-SCI is a $6B corporation that is headquartered in San Jose, CA.

Director of Business Development – Aerospace and Defense
Recruited by a former employer due to expertise in the Aerospace Defense industry. Lead division sales team in
coordination with global team. Create and execute sales/business plan, balancing new business development with
account management and retention. Orchestrate activities relating to ITAR and CGP to ensure regulatory compliance.
Scope of territory is global for Aerospace and Defense sales.

    Retained $50M of business, exceeding first year goals of Canadian division, by developing and maintaining an
    active pipeline for new sales, earning repeat business when customers are not in buy mode and working with
    customers to ensure technology, capabilities and Customer Service are aligned with expectations.
    Secured International Traffic in Arms Regulations (ITAR) certification for New York facility to allow for the
    export and import of defense-related articles and services on the U.S. Munitions List (USML).
    Drove $400M+ sales pipeline growth at Defense and Aerospace headquarters by building relationships,
    proposing and booking programs with multiple new strategic customers as well as remaining active in the
    follow-through to ensure flawless execution.
    Reinvigorated relationships with current customers resulting in new leading technology program wins.
C ELESTICA C ORPORATION {NYSE: CLS}, Toronto, Canada • 2006 - 2008
Headquartered in Toronto, Canada operating as a global manufacturing network with operations in Asia, Europe, and the
Americas. Provides a broad range of integrated services and solutions to leading OEMs.

Director of Business Development – Aerospace and Defense
Selected for position due to core competencies and ability to leverage networking relationships in the Aerospace and
Defense Industry to facilitate growth. Rapidly achieved impressive results, consistently delivering industry leading
win rate and financial metrics. Performed a full range of consultative sales, business development, and account
management functions to sell a range of services, including design, supply chain management, test development,
manufacturing, and after-market.

    Booked more than $100M in long-term business with strategic customers by leveraging the company’s
    competitive advantage and cutting-edge solutions, emphasizing features and value compared to competitors’
    services.
    Drove 15% revenue growth by enhancing visibility of the market sector in the corporation.
    Accelerated percentage of penetration of the market sector within the total corporate portfolio.
    Designated to direct multi-divisional and global customer engagements with Tier One and Two OEMs such as
    Raytheon, General Dynamics, Rockwell Collins, ViaSat, Thales, Honeywell, and ITT.
    Customer Service liason to ensure relationships are maintained and projects are executed in accordance with
    customer’s needs.

S PARTON E LECTRONICS {NYSE: SPA}, Brooksville, FL • 2005 - 2006
Sparton and its subsidiaries provide electronic manufacturing services for government and commercial customers worldwide.
Offers design and electronic manufacturing services that include a range of engineering, pre-manufacturing, and post-
manufacturing services. Company reported $200M in FY2007 revenue.

Director of Business Development – Aerospace and Defense
Developed and qualified prospects; performed needs assessment; worked with interdisciplinary team to create
specifications for customized engineering and manufacturing solutions; presented recommendations and closed sales.
Built customer relationships, providing ongoing account management and maintenance. Challenged to revitalize
dormant accounts, recapture lost accounts, and penetrate new target markets to drive long-term revenue growth.

S YPRIS E LECTRONICS , Tampa, FL • 2003 – 2005
Leading provider of electronics manufacturing and engineering services for government agencies, the Department of Defense,
avionics and aerospace community, and defense prime contractors.

Director, Program Management and Business Development
Recruited to lead the turnaround of a company experiencing flat growth and poor execution on programs. Directed
government prime and second tier engineering / manufacturing contracts. Led the product development lifecycle,
including the introduction of new products into the Secure Communications Industry. Supervised 22 employees.
Scope of territory included the entire U.S. Formulated, justified, and managed a $1M budget. Full P&L management
of $125M in annual revenue.

    Grew business base with current customers by 20% by researching sales trends and identifying the top-
    performing emerging markets in the territory to penetrate and capture.
    Captured new strategic customers valued at $100M by identifying competitor strengths and additional business
    opportunities.
    Drove profitability by 15%+ on major programs, significantly improving customer relationships by building an
    expansive client base of loyal customers strengthened by quality services backed with strong after-sales support.

ADS E NVIRONMENTAL S ERVICES , Huntsville, AL • 2002 - 2003
Manufactures and markets flow measurement equipment and software products to water utility, wastewater, and hydroelectric
sectors. It is a privately-held operating subsidiary that was founded in 1975.


                                                                                        Beverley K. Berdine • Page 2 of 4
Director of Sales
Independently managed complex sales process, from initial client consultation through all phases of negotiation to
final sales closing and contract delivery. Restructured territories to enhance customer satisfaction.

ADS E NVIRONMENTAL S ERVICES | Director of Sales - continued
Spearheaded a competitive benchmarking process to assess key performance indicators (KPIs). Designed innovative
incentive planning function for sales to identify top performers and facilitate progressive career movement.

ADDITIONAL PROFESSIONAL EXPERIENCE

B ENCHMARK E LECTRONICS {NYSE: BHE}, Huntsville, AL
Vice President, Business Development
Director of Bids and Proposals
International Program Director
    Led global Program Management Team with P&L responsibility for $500M+ for programs.
    Profitably directed a program that accelerated profits by in excess of 15% above industry standard.
    Proposed, negotiated, and secured programs with annual sales potential of $600M+ from OEM customers in the
    telecommunications and video industries. Achieved by defining quality business targets and creating sales
    development / penetration strategies.
    Selected as a high-potential, fast-track candidate for three consecutive years, an honor only bestowed to less
    than 2% of the employee population.
    Generated program wins in excess of $100M by increasing speed-to-market strategies accomplished by engaging
    with customers at the preliminary stage of new product design to collaborate on engineering, production, and
    cost reduction solutions.

S UMMA T ECHNOLOGIES , Huntsville, AL
Senior Program Manager
    Won $150M in major contracts with Hughes Corporation, Sikorsky Aircraft, and Gulfstream Aircraft, tripling
    business base, by developing proposals that outpaced the competition.

U NITED T ECHNOLOGIES P RATT & W HITNEY , Huntsville, AL and West Palm Beach, FL
Senior Program Manager
    Honored with the TQM Admiral’s Flag from the U.S. Navy and Department of Defense Quality Excellence
    Award.
    Slashed manufacturing costs by 26% by increasing gross margin and ensuring competitiveness on the
    Tomahawk Cruise Missile Program.
    Selected to be a Corporate High Potential Candidate (HI-PO) based on demonstrated leadership competencies.

ITT C ORPORATION , Indiana, North Carolina, and Florida
Manager Program Planning and Control – ITT Aerospace Optical Division, Fort Wayne, IN
Program Management Specialist – ITT Telecom, Raleigh, NC
Program Planning and Control Analyst – ITT North International Operations, Cape Canaveral, FL
    Had key role in driving the most successful turnaround in ITT history by rescuing the division and restoring
    profitability.

EDUCATOR
Brevard Community College – Instructor of Spanish and French
Brevard County Schools – Teacher – Spanish, French, Italian

EDUCATION

M ASTER OF B USINESS A DMINISTRATION (MBA) - F INANCE AND M ARKETING |Stetson University, Tallahassee, FL
B ACHELOR OF A RTS (B.A.) DEGREE IN F OREIGN L ANGUAGES | Florida State University, Tallahassee, FL




                                                                                  Beverley K. Berdine • Page 3 of 4
PROFESSIONAL AFFILIATIONS

A EROSPACE I NDUSTRIES A SSOCIATION / A EROSPACE I NDUSTRIES A SSOCIATION OF C ANADA
A SSOCIATION OF THE U NITED S TATES A RMY (AUSA)
T HE A RMED F ORCES C OMMUNICATIONS AND E LECTRONICS A SSOCIATION (AFCEA)
N ATIONAL D EFENSE I NDUSTRIAL A SSOCIATION (NDIA)
A IR F ORCE A SSOCIATION (AFA)




                                                                           Beverley K. Berdine • Page 4 of 4

				
DOCUMENT INFO
Description: Beverley Berdine possesses extensive experience in executive business development and program management position with privately held and publicly traded companies - recognized for knowledge in the areas of Aerospace and Defense.