Objective
Marketing & Sales in navigation electronics field, (ECDIS/ARPA, AIS) with customer base at both government and commercial levels
Experience
2008 – 2009 International Communications & Navigation (ICAN) Inc. , Huntsville, AL
Marketing & Sales Manager
ICAN is involved in the development of AIS (Automatic Information System) transponders, AIS base stations, and electronic charting and AIS software for harbor control and coastal surveillance applications.
• Responsible for promoting sales of hardware & software marine products to navies, paramilitary agencies, commercial towboat and shipping industries throughout the U.S. and Latin America, (Chile, Brazil, Columbia).
• Directly involved in the development of product specifications and the revamping of marketing collateral.
• Led proposal effort with ICAN and its corporate partners for USCG R&D Center RFI response.
1999 – 2008 Kongsberg Maritime Simulation Inc., Mystic, CT
Marketing & Sales Manager
Kongsberg Maritime Simulation is a world leader in sophisticated marine simulation systems.
• Responsible for marketing and sales activities in the U.S. of all Kongsberg Maritime simulator products including shiphandling, Radar/ARPA/ECDIS, engineering, (steam, diesel, diesel-electric, gas turbine), and cargo handling, (crude oil, product carrier, LNG, LPG, chemical carrier).
• Directed sales efforts leading to simulator orders from US Navy Carderock Division, US Navy 2nd Fleet Norfolk, US Navy PEO/IWS, Washington, D.C., the Panama Canal Authority, Maritime Union Schools and Federal & State Merchant Marine Academies.
1998 –1999 Logicon Corporation, Hernden, VA
Consultant
Logicon is a leader in providing advanced technology systems and services, hardware and software, to support national security, civil and industrial needs.
• Contracted to pursue commercial markets for applications of Internet-based information management technologies. This included the company’s PortMaster product.
• Contacts included marine exchanges, pilot organizations, port authorities and shipping companies.
1994 – 1998 Offshore Systems Limited (OSL), Vancouver, BC
Regional Sales Manager
Offshore Systems is a pioneer of Electronic Chart Display and Information Systems (ECDIS) and a leading provider of marine electronics solutions.
• Primarily responsible for sales and support of Electronic Chart Display and Information Systems, (ECDIS) in a sales territory that included the Great Lakes, St. Lawrence, Canadian Maritimes and U.S. East and Gulf Coasts.
• Led the company from a position of minimal sales in the commercial marketplace to that of a leader in the North American Market for ECDIS, and the “standard” in the Great Lakes and Canadian Maritimes.
• Project Manager for the “Information Management System” demonstration project in the St. Mary’s River that involved 11 ships from 7 shipping companies, and USCG Ninth District.
• Created a dealer network and associated infrastructure and made numerous high level presentations to shipping company executives as well as industry and government groups.
1987 – 1993 Raytheon Marine Company, Hudson, NH
Project Engineer
Raytheon Marine was a leading provider of navigation electronics for the military, commercial and pleasure boat industries.
• Responsible for the sales of marine electronics to the US military, commercial shipyards, and other government agencies.
• Directly responsible for sales of commercial navigation radar (Pathfinder S/T) to all aircraft carriers in the Atlantic and Pacific fleets and was also instrumental in having the Pathfinder/ST radar identified for installation on all DDG-51 class Destroyers.
• Performed shipboard and classroom training for government personnel on radar systems and other commercial navigation electronics.
• Received commendations from Commanding Officer, USS INDEPENDENCE (CV-62), Director of Marine Operations, Drug Enforcement Agency (DEA), and Director of Sailing, U.S. Naval Academy.
1981 – 1986 U.S. Navy
Surface Warfare Officer, (LT)
• Served in the Pacific Fleet in USS Buchanan (DDG-14).
• Qualified as Surface Warfare Officer, Engineering Officer of the Watch and Command Duty Officer. Billets included Navigator, Main Propulsion Assistant, Machinery Division Officer and Boilers Officer, with Collateral Duties of Legal Officer and Public Affairs Officer.
• Primary selectee for Naval Post Graduate School and Department Head School.
1979 –1981 New England River Basins Commission (NERBC) , Boston, MA
Port Specialist
NERBC was a state/federal governmental agency charged with coordinating utilization of private and public New England cargo ports.
• Researched and recommended administrative and financing techniques applicable to public port facilities in New England.
• Received the Commission’s Outstanding Performance Award, 1980.
Education
M.A. Marine Resource Management (Marine Affairs), University of Rhode Island
B.A. Hobart College
Certification
U.S. Merchant Marine Officer, Third Mate, Unlimited Tonnage/Oceans, Radar Observer (Inactive)
Lieutenant Commander, USNR-R
Skils
• Experienced sales professional with over twenty-five years in the marine industry.
• Participated in a host of sophisticated and complex projects requiring both sales and proposal development
skills.
• Strong multi-disciplinary and interpersonal skills, involving close interaction with decision-makers in both
private industry and government agencies, including the U.S. Navy, U.S. Coast Guard, marine exchanges, pilot organizations, port authorities and commercial shipping companies.
• Consistently demonstrated an ability to match product specifications to the needs of the client in both government and commercial marketplaces.
• Able to interpret customer requirements for implementation by software/hardware engineers.