STEVEN W.

WHITE
20624 73rd Avenue Court East, Spanaway, Washington
98387 * 253-846-747 * sw1018a2a@westpost.net

DIRECTOR OF BUSINESS DEVELOPMENT & SALES

Customer-focused and highly influential strategist in
contract service and manufacturing enterprises,
applying 13 years of experience to exceptional team
performance, relationship management, and profits.
Available for business travel.
* Demonstrate expertise in business development,
operations direction, process improvement, program
and project management, marketing, sales, fiscal
oversight, quality assurance, and customer
satisfaction.
* Specialize in aerospace, environmental, and
contracting enterprises with focus on U.S. Department
of Defense.
* Provide product management through development,
prospecting, presentations, needs assessments,
customized solutions, pricing, contract management,
deal closing, account management, and channel
management.
* Secure consistently outstanding sales numbers in
highly competitive markets.
* Foster and maximize high-value business
relationships.
* Train, direct, and focus teams to outperform
corporate targets.
* Organize and advance complex agendas in demanding
settings.
* Identify and seize opportunities to expand volume
of business, catapult revenue, and outperform
competitors.

KEY COMPETENCIES
* Corporate Leadership
* Strategic & Tactical Planning
* Business Partnering
* Market & Account Expansions
* Consultative Sales
* World-Class Customer Service
* Technical Initiatives
* B2B
* Continuous Improvement
* Revenue Generation & Savings
* Analysis
* Forecasting
* Ethics & Policy Enforcement
* Compliance
* Reporting
* Talent Development
* Goal Setting
* Performance Management
* Benchmarking
* Client Acquisition & Retention
* Communications
* Presentations
* Negotiations
* Consensus Building
* Problem Solving

PROFESSIONAL EXPERIENCE
KELLOGG, BROWN & ROOT, Baghdad & Mosul, Iraq * 2003 -
2005 and 2008 - Present
Engineering, construction, and military contracting
company.
Quality Technician & Operations Coordinator (2008 -
Present)
Realize exceptional performance as member of team
meeting multi-million dollar contract for provision
of quality assurance for basic life support services
to U.S. military deployed in Mosul, Iraq. Provided
operational command of compliance inspection team
evaluating more than 100 contractual disciplines
throughout Central and Northern Iraq.
* Performed 20 monthly contractual and regulatory inspections
to ISO 9000 standards, resulting in operational
readiness, as well as optimal efficiency,
profitability, and cost containment.
* Received 2 Certificates of Achievement from senior
management for project performance and customer
service.
Operations Specialist & Area Supervisor (2003 - 2005)
Achieved excellence through contractual support and
tracking of U.S. Department of Defense contractors in
Iraq theater of operation to include supervision of 5
operators. Drafted standard operating procedures and
training standards for future operations teams, and
acted as liaison to U.S. military and contractor
personnel.
* Boosted contractor visibility from 1,500 to more
than 30,000 in first year.
MODERN MACHINE COMPANY, Seattle, Washington * 2008
Aerospace manufacturing company.
Director of Sales & Business Development
Provided outstanding engagement in branch of company
targeting U.S. Department of Defense through
marketing, relationship building, new business
development, fulfillment of International Traffic in
Arms requirements, and timely customer project
deliveries. Drafted department's AS 9100 process and procedures.
Created high-impact marketing campaign, as well as pricing and sales
plans for U.S. Department of Defense.
* Secured first contract with U.S. Department of
Defense, resulting in facilitation of additional
government contracts.
Additional career highlights include the following:
Director of Sales in 2008 with Universal Aerospace,
aerospace interiors manufacturer. Achieved
breakthrough business development with direction of
sales, account development and management, and
customer service. Drafted ISO 9001-2000 and AS 9100
process and procedures for sales, and negotiated
long-term contracts with first-tier aerospace
manufacturer. Catapulted sales from $3.3M to $6.4M in
first quarter of 2008.
Assistant Vice President of Sales & Military Business
Development from 2005 - 2007 with Hydro USA,
manufacturer of aerospace ground support equipment.
Innovated sales strategy to penetrate U.S. Department
of Defense aerospace market. Participated in
development of department's AS 9100 process and procedures,
and created International Traffic in Arms Technology Control
Plan. Escalated OEM sales to U.S. Department of Defense from 1
potential account to more than 20 accounts generating
more than $1.5M in 1 year. Increased annual sales by
more than $2M.
Deputy Director, Military Division from 1997 - 2003
with Inland Technology Inc., manufacturer of
environmental products. Guided new business
development and oversaw customer service while
leading R&D project team developing solutions for
U.S. military weapons systems. Participated in field
operations team optimizing performance of U.S.
military accounts to include personal control of more
than 100 accounts in U.S. Department of Defense.
Elevated revenue to more than $2.2M after second
year.
Additional positions with U.S. Army.
Earned multiple Commendation, achievements and awards
EDUCATION
Bachelor of Science, Technical Management &
Marketing, cum laude
DeVry University, Federal Way, Washington
Studies toward Master of Project Management
Keller Graduate School of Management, Federal Way,
Washington
PROFESSIONAL TRAINING
Lean Six Sigma Yellow Belt * Six Sigma Concepts &
Procedures * ISO 9000
Introduction to Lean Enterprise Concepts * Lean Six
Sigma for Manufacturing
Defense Acquisition University * International
Traffic in Arms Regulations
TECHNICAL SKILLS
Microsoft Office
ADDITIONAL INFORMATION
Inactive Secret Security Clearance