EXECUTIVE SUMMARY: Extensive management and
professional experience in national/international marketing, business
development, product sales management and strategic planning of sophisticated
hardware/software technology, engineered systems and components complemented by
engineering and program management assignments with major companies such as:
Westinghouse Electric Corp. (Industrial and Power Systems), Westinghouse
Defense, General Dynamics, Teledyne Ryan Aeronautical (currently Northrop
Grumman), Maxwell Laboratories and AT&T Government/Global Markets.
In addition, a consultant (Cobianchi & Associates) in a technical
marketing/business development and management consulting business with
experience in the defense and commercial markets in national and international
business markets. As an innovative leader and manager with a
record of consistent achievement in exceeding objectives in the generation of
over one billion dollars in
business.
ACHIEVEMENT HIGHLIGHTS:
LEADERSHIP and MANAGEMENT:
1. As a senior strategic new business development manager, developed new business opportunities through strong leadership and sound management practices.
2. Acquired an Apple re-seller distributorship through discussions and agreement with Apple Corporate Management.
3. As a consultant for Cherokee Data, established re-seller agreements with Dell Computer, ViewSonic and Samsung.
4. As a consultant for Orincon, developed and implemented a strategic marketing plan for a software development company that increased business by 39%.
5. As a consultant for Maxwell Labs, developed and implemented business environment analysis, strategic and operational marketing planning.
6. As a consultant for Maxwell Labs, integrated company technology and product objectives with business development plans.
7. As a consultant for Maxwell Labs, developed a marketing plan that integrates with engineering, product management, and finance and customer service objectives.
8. Developed a business development process to match funded customer technical requirements with the company’s core competency for Elbit Systems of America C4I Solutions.
9. Developed and implemented internal and external marketing strategy and analysis to define potential revenue stream, SWOT and GAP analysis for electronic systems and products for Elbit Systems of America C4I Solutions.
10. Developed corporate marketing mission statement that defines pricing, product development, promotion (Business development and MARCOM) and place (distribution channels).
11. As Westinghouse Electric Corporation Program Manager, held corporate power of attorney and established joint venture agreement with Allis-Chalmers, Mitsubishi Electric (Japan) and Argentina/Paraguay governments and licensing agreement with Siam Di Tella (Argentina) for major hydro-electric project (Yacyreta Apipe).
MARKETING:
1. As a consultant for Maxwell Labs, established a position as sub-contractor on the Pratt-Whitney and Lockheed-Martin F-22 program.
2. As the General Dynamics lead, established GTE as a sun-contractor on the Air Defense Initiative program.
3. As a consultant for Maxwell Labs, established the marketing and career development-training seminar for engineers and program managers.
4. Developed the Director of CECOM operations plan and strategy for representing Elbit Systems of America C4I Solutions with the US Army at Fort Monmouth, NJ related to electronic systems and components.
INDUSTRY and ELECTRONICS SYSTEMS:
1. Established technical position Navy/SPAWAR “IT” 21 Strategic Plan communication (electronic systems) team.
2. As a consultant for Titan Electronics (currently L-3) initiated the business, marketing, technology and manufacturing initiative for the VME/MULTIBUS computer circuit board electronics market.
3. As a Westinghouse Sales Engineer for the Small motor Division, documented the step-by-step manufacturing process, including manufacturing equipment capacity, for fractional HP motors designed and manufactured for the domestic and international commercial OEM markets.
SALES:
1. 113% of 2000 plan (Gold Club Award – AT&T Government Markets/Defense Sales).
2. Number One in performance in 2000 for AT&T Government Markets/Defense Sales.
3. As Proposal Manager, initiated deal strategy and developed/implemented proposal process for MGM/Mirage (projected value $15mil/year; proposed 3 year contract with 2 one year options).
4. Established the first Westinghouse Small Motor Div contract with York Division/Borg Warner (OEM).
5. Westinghouse Inner Circle Club (top 5 % company-wide performance in sales).
6. As corporate team leader, awarded AT&T’s first major national wireless contracts with Kinko's ($2.1 Mil.) and Pacific Life (Global Markets) ($800K).
GLOBAL BUSINESS:
1. Captured first contract with Egypt for 20,000 motors, future potential $50 Million.
2. Sold the first Westinghouse people mover system to Gatwick Airport, UK.
3. Developed Westinghouse Power generation plan for Argentina.
4. Westinghouse lead on Air Force C3 electronic systems for Foreign Military Sales (FMS).
TECHNICAL and ENGINEERING:
1. Developed the General Dynamics Electric Division C3 Engineering Plan for electronics systems.
2. Westinghouse technical liaison for the US Navy on the West Coast.
3. As a consultant for Teledyne Cast/PICCO (foundry), managed the process on manufacturing aluminum and magnesium castings for Hughes Aircraft, McDonnell Douglas/Boeing and Allison Engines.
PROFESSIONAL EXPERIENCE:
COBIANCHI & ASSOCIATES, California; Florida; Oklahoma - 1989-1999 / 2007-Present
A technical marketing/business development and management consulting business with experience in the defense and commercial markets in national and international business markets. List of clients as follows:
AT&T Corporation - 1999-2002
1. AT&T Global Markets, Irvine, CA; Client Business Manager (CBM)
2. AT&T Global Markets – Acquisition, Las Vegas, NV; technical business manager (Business Development)
3. AT&T Government Markets, Colorado Springs, Co; Las Vegas, NV; and San Diego, CA; CBM
4. Initiated Global Network Architecture Educational Seminar (paradigm shift) for Air Force Space Command
5. Initiated Voice over Internet Protocol (Vo/IP) Technical Seminar for Air Force Space Command
COBIANCHI & ASSOCIATES, California; Florida; Oklahoma - 1989-1999 / 2002-2007
Elbit Systems of America (ESA) Solutions, C4I (formally Talla-Tech/TallaCom) Tallahassee, FL (Client)
1. Manager, Strategic Initiatives/Strategic Planning and ESA Corporate Marketing Team
2. Manager, Business Development and Marketing Strategy
3. Developed strategic contacts and key business relationships
4. Developed sales/marketing strategy tailored to win/loss capture plan
5. Lead person on the merger and acquisition team
6. Responsible for all internal and external marketing research
CHEROKEE DATA (Electronic Data Storage and PC/Apple Products), Oklahoma City, OK (Client)
Executive Vice President, Strategic Alliances
1. Acquired a Dell Computer distributorship through discussions with Dell Computer Headquarters
2. Initiated an agreement with Dell Computer, Samsung and ViewSonic for resale products.
ORINCON CORP., San Diego, CA; Vice President, Corporate Development (Client)
MAXWELL LABORATORIES/S-CUBED DIV., San Diego, CA (Client)
Vice President, Strategic Planning and Program Development
TELEDYNE RYAN AERONAUTICAL, San Diego, CA; Director, Market Analysis and Planning; Director Business Development/RPV Programs
1. Developed/implemented marketing plan and strategy to capture Remotely Piloted Vehicles (RPVs) international business opportunities (Foreign Military Sales – FMS).
2. Developed relationship and implemented agreement with TRW to enter into a teaming agreement to capture the Long Range Conventional Standoff Weapons (LRCSOW) program business (Navy).
3. Supported marketing effort on Mid-range UAV Program, $59 Mil. 1st stage award (Navy).
GENERAL DYNAMICS, ELECTRONICS DIV., San Diego CA - 1986-1989
Acting Director, Advanced programs; Engineering Manager, C3 Programs
1. Developed/implemented division strategy, infrastructure, and engineering plan to capture Command, Control, and Communications (C3) program opportunities.
2. Recruited key consultant and provided liaison to the Army leading to the GDE SINCGARS tactical radio program award, $28 Million 1st stage award with $3 Billion potential.
WESTINGHOUSE ELECTRIC CORP., DEFENSE PRODUCTS, Wash. DC - 1982-1986
Director of Marketing, Air Force and Foreign Military Sales
WESTINGHOUSE ELECTRIC CORP., Pittsburgh, PA - Prior to 1982
EDUCATION:DBA (Doctorate) – Alliant International Univ./ US International College of Business (formally USIU), San Diego, CAMBA - Finance - Monmouth University, West Long Branch, NJBS – Economics and Business Management - Monmouth University, West Long Branch, NJ
Electrical Engineering - Clemson University, Clemson, SC
CLEARANCES: Current (issued 02/2008) SECRET, Inactive TS/SCI, SSBI (issued 9/1995)
PROFESSIONAL TRAINING and CERTIFICATION: Executive Development (Graduate) Program - The Wharton School of Finance, Philadelphia, PAWestinghouse Corporate/Harvard University International Business Course, Pittsburgh, PAWestinghouse Corporate Business Management Course, Pittsburgh, PAAT&T Lead with IP Certification Training Program (Certification) (01/15/01)
PAST and PRESENT ASSOCIATIONS:Armed Forces Communications & Electronics Association (AFCEA)Air Force Association (AFA)Navy League (NL)Association of Unmanned Vehicles Systems (AUVS)Association of Old Crows (AOC)Princeton Club of San Diego and Washington, D.C.
ACADEMIC AFFILATIONS:Instructor, Towson State University Adjunct Faculty, Penn State UniversityGuest Lecturer, Monmouth University for MBA ProgramGuest panelist for BS and MBA Programs, George Washington UniversityAdjunct Professor, University of Phoenix Guest Lecturer, Alliant International University/U.S. International School of Business (formally USIU)Business Advisory Council, U.S. International University (USIU)
PUBLICATIONS:“Relationship Among Strategic Alliance factors and Strategic Alliance Success,” D.B.A. (Doctorate)Dissertation, Alliant International University/U.S. International School of Business, San Diego, California, 1994. “Marketing System for Applying Business development techniques/Tools and Analysis of a Typical Government CustomerStructure and Business Environment for a typical Aerospace/Electronics Company,” San Diego, California, January 1993. “AFCEA/USIU Career Transition Seminar,” San Diego, California, July 1993.
ACHIEVEMENT HIGHLIGHTS:
LEADERSHIP and MANAGEMENT:
1. As a senior strategic new business development manager, developed new business opportunities through strong leadership and sound management practices.
2. Acquired an Apple re-seller distributorship through discussions and agreement with Apple Corporate Management.
3. As a consultant for Cherokee Data, established re-seller agreements with Dell Computer, ViewSonic and Samsung.
4. As a consultant for Orincon, developed and implemented a strategic marketing plan for a software development company that increased business by 39%.
5. As a consultant for Maxwell Labs, developed and implemented business environment analysis, strategic and operational marketing planning.
6. As a consultant for Maxwell Labs, integrated company technology and product objectives with business development plans.
7. As a consultant for Maxwell Labs, developed a marketing plan that integrates with engineering, product management, and finance and customer service objectives.
8. Developed a business development process to match funded customer technical requirements with the company’s core competency for Elbit Systems of America C4I Solutions.
9. Developed and implemented internal and external marketing strategy and analysis to define potential revenue stream, SWOT and GAP analysis for electronic systems and products for Elbit Systems of America C4I Solutions.
10. Developed corporate marketing mission statement that defines pricing, product development, promotion (Business development and MARCOM) and place (distribution channels).
11. As Westinghouse Electric Corporation Program Manager, held corporate power of attorney and established joint venture agreement with Allis-Chalmers, Mitsubishi Electric (Japan) and Argentina/Paraguay governments and licensing agreement with Siam Di Tella (Argentina) for major hydro-electric project (Yacyreta Apipe).
MARKETING:
1. As a consultant for Maxwell Labs, established a position as sub-contractor on the Pratt-Whitney and Lockheed-Martin F-22 program.
2. As the General Dynamics lead, established GTE as a sun-contractor on the Air Defense Initiative program.
3. As a consultant for Maxwell Labs, established the marketing and career development-training seminar for engineers and program managers.
4. Developed the Director of CECOM operations plan and strategy for representing Elbit Systems of America C4I Solutions with the US Army at Fort Monmouth, NJ related to electronic systems and components.
INDUSTRY and ELECTRONICS SYSTEMS:
1. Established technical position Navy/SPAWAR “IT” 21 Strategic Plan communication (electronic systems) team.
2. As a consultant for Titan Electronics (currently L-3) initiated the business, marketing, technology and manufacturing initiative for the VME/MULTIBUS computer circuit board electronics market.
3. As a Westinghouse Sales Engineer for the Small motor Division, documented the step-by-step manufacturing process, including manufacturing equipment capacity, for fractional HP motors designed and manufactured for the domestic and international commercial OEM markets.
SALES:
1. 113% of 2000 plan (Gold Club Award – AT&T Government Markets/Defense Sales).
2. Number One in performance in 2000 for AT&T Government Markets/Defense Sales.
3. As Proposal Manager, initiated deal strategy and developed/implemented proposal process for MGM/Mirage (projected value $15mil/year; proposed 3 year contract with 2 one year options).
4. Established the first Westinghouse Small Motor Div contract with York Division/Borg Warner (OEM).
5. Westinghouse Inner Circle Club (top 5 % company-wide performance in sales).
6. As corporate team leader, awarded AT&T’s first major national wireless contracts with Kinko's ($2.1 Mil.) and Pacific Life (Global Markets) ($800K).
GLOBAL BUSINESS:
1. Captured first contract with Egypt for 20,000 motors, future potential $50 Million.
2. Sold the first Westinghouse people mover system to Gatwick Airport, UK.
3. Developed Westinghouse Power generation plan for Argentina.
4. Westinghouse lead on Air Force C3 electronic systems for Foreign Military Sales (FMS).
TECHNICAL and ENGINEERING:
1. Developed the General Dynamics Electric Division C3 Engineering Plan for electronics systems.
2. Westinghouse technical liaison for the US Navy on the West Coast.
3. As a consultant for Teledyne Cast/PICCO (foundry), managed the process on manufacturing aluminum and magnesium castings for Hughes Aircraft, McDonnell Douglas/Boeing and Allison Engines.
PROFESSIONAL EXPERIENCE:
COBIANCHI & ASSOCIATES, California; Florida; Oklahoma - 1989-1999 / 2007-Present
A technical marketing/business development and management consulting business with experience in the defense and commercial markets in national and international business markets. List of clients as follows:
- M/A Com Power Semiconductor
- Titan Corporation/Electronics Div.
- Orincon Corporation (SPAWAR and NR&D)
- World Wide Technologies/LightRays Ltd.
- Maxwell Technologies (formally Maxwell Labs)
- Removable Media Solutions, Inc. (RMSI)
- Teledyne Ryan Aeronautical and Cast/PICCO (foundry)
- Cherokee Data
- Time Warner Telecom
- Elbit Systems of America C4I Solutions (formally Talla-Tech/Talla-Com)
AT&T Corporation - 1999-2002
1. AT&T Global Markets, Irvine, CA; Client Business Manager (CBM)
2. AT&T Global Markets – Acquisition, Las Vegas, NV; technical business manager (Business Development)
3. AT&T Government Markets, Colorado Springs, Co; Las Vegas, NV; and San Diego, CA; CBM
4. Initiated Global Network Architecture Educational Seminar (paradigm shift) for Air Force Space Command
5. Initiated Voice over Internet Protocol (Vo/IP) Technical Seminar for Air Force Space Command
COBIANCHI & ASSOCIATES, California; Florida; Oklahoma - 1989-1999 / 2002-2007
Elbit Systems of America (ESA) Solutions, C4I (formally Talla-Tech/TallaCom) Tallahassee, FL (Client)
1. Manager, Strategic Initiatives/Strategic Planning and ESA Corporate Marketing Team
2. Manager, Business Development and Marketing Strategy
3. Developed strategic contacts and key business relationships
4. Developed sales/marketing strategy tailored to win/loss capture plan
5. Lead person on the merger and acquisition team
6. Responsible for all internal and external marketing research
CHEROKEE DATA (Electronic Data Storage and PC/Apple Products), Oklahoma City, OK (Client)
Executive Vice President, Strategic Alliances
1. Acquired a Dell Computer distributorship through discussions with Dell Computer Headquarters
2. Initiated an agreement with Dell Computer, Samsung and ViewSonic for resale products.
ORINCON CORP., San Diego, CA; Vice President, Corporate Development (Client)
- Recruited Marketing Director, which positioned company in Intelligence Market.
- Institutionalized a marketing culture focused on customer requirements
- Developed/implemented new opportunities with non-traditional Army customer (CECOM/ARL).
MAXWELL LABORATORIES/S-CUBED DIV., San Diego, CA (Client)
Vice President, Strategic Planning and Program Development
- Developed Maxwell strategic marketing plan increasing business with NASA by 40%.
- Developed and implemented Maxwell contact stratification plan resulting in first key contract on the F-22 Advanced Tactical Fighter program resulting in a major contract ($500K).
TELEDYNE RYAN AERONAUTICAL, San Diego, CA; Director, Market Analysis and Planning; Director Business Development/RPV Programs
1. Developed/implemented marketing plan and strategy to capture Remotely Piloted Vehicles (RPVs) international business opportunities (Foreign Military Sales – FMS).
2. Developed relationship and implemented agreement with TRW to enter into a teaming agreement to capture the Long Range Conventional Standoff Weapons (LRCSOW) program business (Navy).
3. Supported marketing effort on Mid-range UAV Program, $59 Mil. 1st stage award (Navy).
GENERAL DYNAMICS, ELECTRONICS DIV., San Diego CA - 1986-1989
Acting Director, Advanced programs; Engineering Manager, C3 Programs
1. Developed/implemented division strategy, infrastructure, and engineering plan to capture Command, Control, and Communications (C3) program opportunities.
2. Recruited key consultant and provided liaison to the Army leading to the GDE SINCGARS tactical radio program award, $28 Million 1st stage award with $3 Billion potential.
WESTINGHOUSE ELECTRIC CORP., DEFENSE PRODUCTS, Wash. DC - 1982-1986
Director of Marketing, Air Force and Foreign Military Sales
- Developed/implemented marketing strategies and Pentagon liaison leading to USAF and Foreign Military Sales (FMS) contract awards in excess of $900 Million.
- Creator and author of AFCEA Career Transition Seminar program and guide for DoD personnel.
- AFCEA Meritorious Service Award and AFCEA Appreciation Award.
WESTINGHOUSE ELECTRIC CORP., Pittsburgh, PA - Prior to 1982
- International Sales Manager, Transportation Division (Europe)
- Business Development and Product Sales Manager, Residential Heating and Cooling Division
- Program Manager, Power Generation Business Unit, International Operations (South America)
- Senior International Sales Engineer, Industrial Products and Small Motor Division (Iraq, Iran, Egypt)
- Sales Engineer, Industrial Products
EDUCATION:DBA (Doctorate) – Alliant International Univ./ US International College of Business (formally USIU), San Diego, CAMBA - Finance - Monmouth University, West Long Branch, NJBS – Economics and Business Management - Monmouth University, West Long Branch, NJ
Electrical Engineering - Clemson University, Clemson, SC
CLEARANCES: Current (issued 02/2008) SECRET, Inactive TS/SCI, SSBI (issued 9/1995)
PROFESSIONAL TRAINING and CERTIFICATION: Executive Development (Graduate) Program - The Wharton School of Finance, Philadelphia, PAWestinghouse Corporate/Harvard University International Business Course, Pittsburgh, PAWestinghouse Corporate Business Management Course, Pittsburgh, PAAT&T Lead with IP Certification Training Program (Certification) (01/15/01)
PAST and PRESENT ASSOCIATIONS:Armed Forces Communications & Electronics Association (AFCEA)Air Force Association (AFA)Navy League (NL)Association of Unmanned Vehicles Systems (AUVS)Association of Old Crows (AOC)Princeton Club of San Diego and Washington, D.C.
ACADEMIC AFFILATIONS:Instructor, Towson State University Adjunct Faculty, Penn State UniversityGuest Lecturer, Monmouth University for MBA ProgramGuest panelist for BS and MBA Programs, George Washington UniversityAdjunct Professor, University of Phoenix Guest Lecturer, Alliant International University/U.S. International School of Business (formally USIU)Business Advisory Council, U.S. International University (USIU)
PUBLICATIONS:“Relationship Among Strategic Alliance factors and Strategic Alliance Success,” D.B.A. (Doctorate)Dissertation, Alliant International University/U.S. International School of Business, San Diego, California, 1994. “Marketing System for Applying Business development techniques/Tools and Analysis of a Typical Government CustomerStructure and Business Environment for a typical Aerospace/Electronics Company,” San Diego, California, January 1993. “AFCEA/USIU Career Transition Seminar,” San Diego, California, July 1993.