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Date Created: 12/22/15
John A. Zawora Cellular (540) 760 4373 Fredericksburg, VA 22406 email@example.com Residence (540) 752-1742 PROFESSIONAL PROFILE: Highly-successful business development executive specializing in Government accounts, with ten plus years of proven success in new account development selling professional IT services and solutions to the federal market. Extensive knowledge of federal FARS and DFARS rules as well as specific contract vehicle requirements used by the Intel community such as the NSA and CyberCommand, DoD, and various civilian departments and agencies within the federal arena. Extensive experience positioning for strategic selling utilizing social and professional organizations such as the Wounded Warrior Committee, Air Traffic Controllers Association, and the Fort Meade and Aberdeen Business Alliances. Ambitious opportunity hunter with the ability to obtain C+ level prospects in order to develop strategic needs and solution plans. Extensive experience dealing with the extended selling cycle of the federal government and with extensive knowledge and expertise in federal procurement policies and practices, techniques for marketing and selling in the federal space, capture planning, and proposal development in response to government RFPs. Proven organizational manager who utilizes a participative management style, combined with seasoned inter-personal skills to manage, mentor, and motivate high-performance teams to consistently surpass company and customer expectations. Areas of Expertise: Proposal Development • Capture Management • Business Development • IT Consulting Management • Business Plans • Change Management • Channel Development • P&L Management Contract Negotiations • Joint Venture Formation • Operational Streamlining Team Leadership & Motivation • Process Re-engineering • Staff Management • Strategic Planning PROFESSIONAL EXPERIENCE Regulus Group, LLC Woodstock, VA • Apr 2012-Present Woman owned IT services corporation serving the Federal government with primary emphasis on the Federal Aviation Administration. Business Development Manager brought in to establish a GOV-wide formal marketing and strategic selling arm for a systems engineering company providing proprietary servicesonly to the DoD and Federal Aviation Administration (FAA). Established new BD processes and functions for the company. This included establishing a secured proposal library, and expansion of customer base to include DISA, NSA and other civilian and department. Headed company-wide QMS team to establish ISO 9001:2008 compliant records keeping and operational procedures in anticipation of ISO 9001 certification. Obtained FAA eFAST Small Business IDIQ contract in effect from 2013 through Sept 2019 with a five year option through September 2024. Anticipated revenue through 2019 is $ 10 M. Also brought in a $ 6M FAA contract with Regulus serving as prime in a Navigation Evaluation and testing project at the FAA Technical Center, the company’s first contract ever with that facility. Developed first Regulus informational trifold brochure for the market tying it back to the website with QR technology. Also had Regulus vetted and accepted for the NSA PISA program for small businesses. Also opened DoD market at Fort Meade Maryland by bringing Regulus into the Fort Meade Business Alliance and personally serving on the Wounded Warrior Committee. Lynchester Consulting Group, Fredericksburg, VA • 2007-2010 Strategic management consulting partnership focused on advising companies on business development strategy initiatives including capture planning, sales training, and government proposal development. Continued… John A. Zawora Sr. Consultant Member of a strategic management consulting partnership focused on advising companies on business development strategy initiatives including capture planning, sales training, and government proposal development. Consulted with Presidents, CEOs, CFOs, and other senior executives to resolve core operating issues, implement growth strategies, and drive revenue and profit growth. Knowlogy Corp., Falls Church, VA • Aug 2008-May 2009 Privately held global company providing technical training solutions to businesses ranging from smaller, privately-owned business to large corporations, public institutions and government agencies. Directed led IT Consulting Services & Technical Training groups of up to 30 IT training and consulting professionals. Orchestrated, led, and managed all RFP responses, proposal development, and capture activities including the development of marketing strategies and business plans. Gained internal commitments and support on capture initiatives by working directly with line management, business development, program management, information technology, procurement, and pricing personnel. Won highly-competitive five year Government IDIQ contract with value of $10 Million in projected revenue. Established new supply chain market of on-going, on-site technical training with United Nations Forces in Lebanon valued at more than $150,000 per year projected for five years. Wrote Education & Health sections of RFP resulting in $11 Million Army contract in Kuwait. ETR Associates Scott Valley, Ca. Sept 2009 – Feb 2010 Led consulting engagement for national healthcare publications leader ETR Associates to develop and implement strategies for entering the federal, state, and local government markets. Spearheaded the development and presentation of in-depth B2B sales training program. Diversified International Sciences Corporation Lanham, Maryland • Jun 2009-Mar 2012 Woman owned IT services corporation serving the Federal government with primary emphasis on the Federal Aviation Administration and the Department of Defense. Director of Business Development Member of the senior management team and personally responsible for returning this company to profitability. This is being done through aggressive capture management, strategic alliances, and targeted business development in other Federal Agencies such as DISA, the National Security Agency and SPAWAR. Thomson Peterson’s, Lawrenceville, NJ • 2006-2007 National leader in educational resource training including SAT and PSAT training publications. National Government Account Executive Recruited to grow federal and state government business from niche market to become a major source of revenue. Utilized extensive senior government agency contacts and experience in winning major government contracts to dramatically increase the level of government business for the company. Opened new markets with DOD hospitals, VA hospitals, DODEA, National Guard units, Homeland Security, and various state agencies including Departments of Correction. Continued… John A. Zawora Staywell, Yardley, PA • 2002-2006 Creating and offering publications, educational materials, training programs, and web-based services that enable health care providers, hospitals, employers, managed care organizations to reach consumers at multiple touch points National Government Accounts Manager Senior responsibility for developing and managing a national sales plan for marketing full corporate product line of consumer health information and communications to federal, state, and local government agencies. Propelled sales by creating integrated enterprise solutions exclusively for DOD hospitals, Tricare, VA hospitals, public health clinics, non-profits, and federal, state, and local government agencies. Further increased market penetration by combining print and electronic publishing products into fully integrated solutions. Increased market share by 13% in highly-competitive market. Delivered $1 Million in sales to the Veteran's Administration in the first year. Won $3 Million in sales to Tricare. Sold $1.7 Million to NYC Health & Hospitals Corporation. Education ~ MBA, Finance, Manhattan College, Riverdale, NY ~ BA Psychology, Villanova University, Villanova, PA
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