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CHIP MANNING

3432 South River Terrace * Edgewater, MD 21037


H: 443.321.3672 * cme5123c@westpost.net * C: 202.316.5758

VP SALES & OPERATIONS


* Increased annual sales more than 500% by expanding product offerings and sales
channels. *
* Spearheaded sales programs that exceeded 30% in gross profit margin. *
* Drove startup business to $15M in annual revenues. *
Dynamic, profit-driven, and visionary VP of Sales, Corporate Development, and Op
erations with exceptional history of leading startup and established companies t
o record-breaking levels of profit, market share, and revenue growth. Achieve mu
ltimillion-dollar sales through identification, negotiation, and management of k
ey regional and national accounts. Apply business acumen, superior speaking skil
ls, and product expertise to expand client base, develop multiple income streams
, customize products and services, and create effective marketing vehicles. More
than 15 years' experience accomplishing new business development, distributor e
xpansion, technology innovation, and process refinement and improvement. Increas
e sales through design of customer-focused solutions and contribute technical kn
owledge in developing products for commercial, government, DoD, and consumer mar
kets. Motivating leader adept at hiring and mentoring high-performing beginner s
ales reps while retaining and developing top producers. Change agent, adept at i
nitiating growth strategies in response to client needs, market trends, and chal
lenging and competitive economic environments.
Demonstrate broad-based experience and accomplishments in:
* Strategic Planning
* Profit Optimization
* P&L and Budget Oversight
* Contract Negotiations
* Relationship Building
* Staff Supervision
* Competitive Intelligence
* Market Share Growth
* Process Improvement
* Solutions Selling
* Product Introduction
* Client Education
PROFESSIONAL EXPERIENCE
ULTRA ELECTRONICS CRITICOM / UCD, LLC
2009 - 2010
Manufacturer of secure switching systems for secure Federal / DoD Video Conferen
cing networks. Reseller/Integrator of video conferencing solutions from Cisco/T
andberg, Polycom and Radvision. Provider of custom A/V solutions. UCD - New dis
tribution company to promote and distribute Criticom and other Unified Communica
tions products to resellers.
Director - Strategic Programs / Vice President - General Manager of UCD, LLC
Directed implementation of several major DoD video conferencing programs, larges
t and most complex in Criticoms history. Proposed to Criticom and Ultra Electro
nics Corporate a new distribution strategy for the Criticom products to improve
market share and eliminate competition. Successfully launched Unified Communicat
ions Distribution(UCD) providing new revenue stream for Criticom and better expo
sure and sales of the Criticom manufactured products.
* Successfully implemented several multi million dollar programs for DoD custome
rs including US ARMY (101st Airborne, US Army Germany) and US AIR FORCE (AFMOA).
These programs were completed on schedule and on budget.
* Managed a multi year 20 Million Dollar program for the US ARMY Battle Command
Training Centers
* Recommended expansion of video conferencing product offerings to include Polyc
om and Radvision resulting in increased sales, better market penetration and inc
reased sales opportunities for Criticom manufactured products.
* Proposed a dramatic new business strategy for the distribution of the Criticom
ISEC Switching products. This proposal was both approved locally and by the Bo
ard of Director of Ultra Electronics. By expanding into selective distribution
of the ISEC product line, this would increase the sales of Criticoms most profit
able products by 300%.
* Selected to create and run a new LLC (UCD- Unified Communications Distribution
), owned by Criticom, to increase sales of the ISEC product line and other new t
echnologies.
* The new business start up included responsibility for creation of all policies
, procedures, inventory tracking, accounting, reseller agreements, help desk, au
tomated telephone system integration and website creation.
* Secured reseller relationships with CDW, CDWG and Target distributing within 1
20 days of incorporation.
* Generated $250K in new sales with 20% margins during the first 120 days of UCD
operation.

FIBERPLEX, INC., Annapolis Junction, MD 2001 - 2008


Designer, developer, and manufacturer of fiber optic devices and equipment using
leading-edge technology to solve security, noise, and distance problems for gov
ernment and commercial applications in secure and TEMPEST areas.
Vice President - Corporate Development
Directed business development, sales, and marketing of custom-designed fiber opt
ic communication products. Spearheaded the aggressive pursuit of new domestic an
d international customers while building sales with existing accounts and govern
ment contractors. Expanded market share by ensuring the design and manufacture o
f products to TEMPEST standards. Opened new markets by developing lower-cost com
mercial version of selected company products.
* Generated sales in excess of $5M by presenting existing company products to ne
w customers, uncovering new requirements and developing new products with existi
ng accounts, and finding new applications for fiber optic products in areas not
currently serviced by the company.
* Personally produced one quarter of company's revenues by fostering loyal clien
t relationships and maintaining ongoing dialogue to identify and respond to tech
nology needs.
* Initiated development of new products and components that delivered margins 25
% higher than core products.
* Streamlined design concept for next generation of core products into single ag
gregated product line with decreased use of engineering and design resources.
* Added $750,000 in new recurring annual revenue by developing major relationshi
p with video teleconferencing company that resulted in six new products designed
as components for secure video conferencing solution.
* Created price structure that provided value to customers while ensuring excell
ent margins for FiberPlex.
FREBON INTERNATIONAL CORPORATION/NET2000, Mclean, VA 1991 - 2001
Startup company that marketed video conferencing systems, networks, and integrat
ion.
Senior Vice President, Sales and Operations
Generated initial revenue and grew business by establishing relationships, intro
ducing products and services, and securing contracts with major commercial and g
overnment accounts. Eventually recruited, hired, trained, and developed 75-membe
r national sales and operations teams to perform sales, administration, customer
training, help desk support, service, and installation. Provided leadership and
mentoring to nationwide sales organization including lead generation, prospect
qualification, proposal development, consultative sales, contract closure, and i
nstallation oversight. Developed profitable relationships with vendors, manufact
urers, and prime contractors. Continued hiring and expansion to include managers
for each functional area. Improved negotiations with suppliers and facilitated
strategic planning for continued expansion and profitability.
* Personally sold the first systems and networks, including $1M VTC network to I
BM for Resolution Trust Corp.
* Secured and managed six statewide video conferencing contracts for MD, DE, NY,
GA, MO, and FL.
* Closed and managed major accounts such as FAA, RTC, Cable and Wireless, and Un
iversity of Maryland.
* Directed the self-funded growth of company from startup to $15M annually.
* As senior member of staff, provided indispensable assistance to company's owne
rs, contributed to strategic planning and P&L tracking, and held complete author
ity for total, day-to-day operations.
* Significantly enhanced efficiency by streamlining processes for proposals, ord
er generation and tracking, installation, training, and service.
* Maintained gross profit margins at more than 30%; boosted new and recurring re
venues through network implementation and maintenance programs.
* Led company to recognition as FAA Small Business Contractor of the Year.
* Managed seamless and successful integration of FreBon into Net2000 following a
cquisition in 2000.
* Played key role in building company into appealing business that sold for $28M
.
Prior experience includes President of ENVIRONMENTAL PRODUCTS OF AMERICA, Vice P
resident of Sales and Operations SQUIRES COMMUNICATIONS and General Sales Manage
r with TELEPHONE CORPORATION OF AMERICA
EDUCATION & CREDENTIALS
UNIVERSITY OF MARYLAND, College Park, MD
Bachelor of Science in Industrial Education
Affiliations: The Armed Forces Communications and Electronics Association (AFCEA
)
Gerson Lehrman Group Council Member (Technology Media and Telecom Group)

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