Michael McDonnell is a skilled Defense & Aerospace Business Development Professional focused on exceeding orders go...
Michael P McDonnell Spotsylvania, Virginia 22553 Home: 540-891-7768 - Cell: 540-424-4021 :
[email protected] : www.linkedin.com/in/michaelpatrickmcdonnell/
Summary Skilled Defense & Aerospace Business Development Professional focused on exceeding orders goals, driving opportunity discovery, capture planning/execution and pursuit until win with continued capture of follow-on programs. Twenty eight years of Business Development experience and knowledge encompassing corporate, business unit to field marketing responsibilities.
Highlights Active Secret Clearance DoD Acquisition, PPBE & U.S. Budget Process SME DoD Plans/Funding 6.1 to 6.5, Prod. & Ops. Proficiency Stakeholder Relationship Development 5 yr Order Pipeline Devl. & Sales Support
Market & Competitive Analysis USAF, USN & USA Customer & New Business Acquisition Strategic & Capture Planning Trade Shows & Conferences Presentations/MS Office
Accomplishments Exceeded orders goal by 500% through recapture of lost opportunity. Guaranteed orders for next 10 years by persistent customer interface resulting in replacement of competing system and contract award. Accelerated orders placement and subsequent sales to insure product area and company met yearly expectations of corporation and stockholders.
Experience Sr. Director Business Development December 2009 to September 2013 Telephonics Corp - Arlington, VA Exceeded orders goals through discovery and pursuit capture through win of 4 major USAF opportunities in two years. Included Deployable Radar Approach and Control, HH-60G Operational Loss/Replacement and Combat Rescue Helicopter. Established customer intimacy with USAF, USA and prime contractors for force protection and U.S. Border Security resulting in FY11-12 orders exceeding $45M. Organized/executed Pink/Red Team reviews for major domestic and international proposals including Customs and Border Protection Mobile Surveillance System and Hong Kong airport Air Traffic Management upgrade. Director Business Development April 1985 to September 2009 BAE Systems - Arlington, VA Captured $B Airborne, Maritime and Fixed Site Joint Tactical Radio System under prime consortium. Led Business Development effort in corporate strategic pursuit of Airborne Network valued in excess of $B. Led BD effort for of DARPA National Cyber Range (Phase 1 win, Phase 2 pursuit). Won OSD/DISA Contract for spectrum sensing capabilities for programmable communications. Implementation of Life Cycle Management process for opportunity vetting through capture resulting in increase of win percentage and reduction in cost of opportunity pursuit. Congressional lobbying to protect and obtain additional funds for JTIDS/MIDS and avionics programs. Developed Market Analysis, including competitive intelligence in support of corporate Integrated Business Planning Process. Defined and segmented the DoD market and determined segment sizes and growth opportunities, thus enabling merger & acquisition process, business planning and decision making.
Education
Bachelor of Science : Computer & Electrical Engineering, Oregon State University - Corvallis, GPA 3.76
