Ross K. - Interim Commercial Executive

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London, United Kingdom

Experience

Oct 2020 - Present

5 years 3 months

Hybrid

Interim Commercial Executive

RSKelly Ltd.

Provide commercial expertise to international businesses, collaborations and public agencies
Establish collaboration/joint venture agreements and facilitate their implementation
Streamline business processes to resolve complex commercial challenges
Drive business improvements to foster growth
Support to complex tenders, contracts, offset requirements including negotiations
Deliver commercial expertise during peak workloads or for specific tasks

Jul 2018 - Sep 2020

2 years 3 months

Milan, Italy

Vice President - International Business Development

Leonardo Helicopters & Corporate

Spearheaded the increase in sales orders for major high value international government programs
Closed €6 billion in contracts during the initial period, enhancing the company's market position
Secured the first Prime Contract with Government of USA
Secured the second USA FMS & FMF export contract
Optimised the target win rate for major high value programs through a new probability to win based process
Negotiated and implemented strategic plans with industrial collaborators and partners
Oversaw governance of winning new business and its execution

Sep 2015 - Jun 2018

2 years 10 months

Milan, Italy

Vice President - Business Management

AgustaWestland / Leonardo Helicopters

Revamped the sales forecasting accuracy from 25% to 80%, capturing a 50% increase in forecast sales due to the improved system
Led cross-cultural and cross-functional teams to achieve order intake and revenue targets
Enhanced business planning for standard products
Streamlined tender and contract approvals ensuring optimal pricing strategies for new business
Directed the business team for strategic planning, collaborations, tender management, contract negotiations, and contract administration

Sep 2013 - Aug 2015

2 years

Ankara, Turkey

Head of Region Turkiye

AgustaWestland

Managed business development, sales and marketing activities, achieving €50M of sales for logistic support and services
Expanded relationships within Turkish Government Agencies, major industries, and SMEs for industrial offset projects
Provided business support to new and existing programs

Oct 2012 - Aug 2013

11 months

Melbourne, United States

Vice President - Special Government Programmes

AgustaWestland at Northrop Grumman

Directed a major new global collaborative with a focus on the USA
Saved the company circa €2M of spend by convincing top management to 'no-bid' on two major US programs based on very low probability to win evaluation
Initiated development activities for two major US Army/Air Force programs, with one successfully awarded in 2018

Sep 2007 - Sep 2012

5 years 1 month

Farnborough, United Kingdom

Bidding & Pricing Executive

AgustaWestland

Led and coordinated a new international business unit across UK, Italy, Poland and US operations
Championed and secured €2b contract for industrial and business collaboration with the Turkish government and industries
Enhanced efficiency of the bidding process by resolving conflicts among senior management and introducing a standardised platform to govern all proposals and new bids
Supervised the management of numerous bids, setting 'Price to Win' targets

Oct 2004 - Sep 2007

3 years

Milan, Italy

On-site

Head of Bids and Proposals

AgustaWestland

May 1993 - Sep 2004

11 years 5 months

United Kingdom

Project Engineer

EH Industries

May 1993 - Sep 2004

11 years 5 months

United Kingdom

On-site

Commercial Project Manager

EH Industries

Jan 1991 - Apr 1993

2 years 4 months

United Kingdom

On-site

Project Engineer

British Aerospace

Nov 1977 - Dec 1990

13 years 2 months

United Kingdom

On-site

Avionic Engineer

Royal Air Force

Summary

Dynamic Interim Commercial Executive with over 25 years of progressive experience in international business development and management. Demonstrated success in closing €6 billion contracts and enhancing market positions for major government projects. Proficient in establishing strategic collaborations, driving business improvements, and managing complex tender processes.

Proven ability to lead cross-functional and cross-cultural teams and maximise sales forecasting accuracy. Ready to leverage extensive skill set to deliver exceptional commercial results and support growth in future ventures.