Ross Kelly
Commercial Consultant
London & Izmir,United Kingdom
Summary
Commercial Consultant Many years success as a strategic professional with extensive leadership experience and business acumen gained through leading and transforming international business operations. A self-motivated person with a global mind set. Vast commercial and technical experience, and knowledge of international aerospace and defence business. Particular expertise with leading complex tenders and international collaborations, establishing and managing the technology transfer, workshare agreements, contractual and organisational structures. This includes working with and leading people of various cultures to work together, negotiating with internal and external teams and stakeholders to achieve objectives within deadlines, with thorough organisational skills. Versatile Commercial Manager with advanced knowledge of financial, business development and operational areas. Steps into new areas with adaptable approach. Practiced project manager and problem-solver with 30+ years of experience in Aerospace and Defence.
Overview
30
30
years of professional experience
Work History
Commercial Consultant
RSKelly Ltd.
London & Izmir, United Kingdom
10.2020 - Current
- Available to provide commercial and offset expertise to any international business and public agency
- International collaborations, work sharing, tenders, contracts, offset and negotiations
- Offset solutions for international organisations to satisfy trade obligations
- Business winning improvements for commercial business growth
- Constructed business case models and identified credible value-based calculations
- Advise on capture strategy, solutions and costing and pricing deals
- Evaluate diverse organizational systems to identify workflow, communication, and resource utilization issues
- Evaluate current processes to develop improvement plans
- Demonstrated leadership skills in managing projects from concept to completion
- Use critical thinking to break down problems, evaluate solutions and make decisions
- Worked flexible hours across night, weekend and holiday shifts
- Work from anywhere, remote, hybrid and on-site.
Vice President - International Business Development
Leonardo Helicopters & Corporate
06.2018 - 09.2020
- Increased company growth through collaboration with sales and marketing departments
- Achieved target win rate of 1-2 major programs wins per year by introducing lean business process to source and manage evolution of major new business opportunities, resulting 5 major contracts for total of €6b during initial period
- First Prime Contract with Government of USA for Training Helicopters
- Foreign Military Sale (FMS) & Foreign Military Financing Sale (FMF)
- Obtained investment from Divisional Board and Corporate Commercial Office for development of major projects with highest probability to achieve best return
- Lead with other Leonardo Divisions for coherent strategy across all products and services
- Negotiate strategic plans with collaborators and potential partners, fostering congenial relationships with customers, industrial partners, and local advisors
- Overall governance of winning new business and its execution.
- Identified opportunities to improve business process flows and productivity
- Hired and managed employees to maximize productivity while training staff on best practices and protocols
- Demonstrated proficient leadership skills to motivate employees and build competent teams
- Led development of strategic marketing plans to raise awareness and drive sales growth
- Collaborated with senior management to develop strategic initiatives and long term goals
- Monitored industry trends, keeping current on latest changes and competition in industry
- Identified and resolved issues between employees, promoting better collaboration and mutual respect
Vice President - Business Management
AgustaWestland / Leonardo Helicopters
01.2015 - 01.2018
- Improved sales forecasting from 25% to 80% and capturing 50% increase in forecast sales due to improved system
- Achieved order intake targets for standard products through improved business planning, allocating budget, managing cross-functional teams, and providing direction to Operations for planning of resources, raw material and supply chain to support on time contract product deliveries and logistic support availability services
- Enabled efficient Board level decision-making by simplifying processes and tender approvals to be responsive to external and internal stakeholders, including optimal price to win for new business to balance with profitability
- Leading the Business team for tender management, contract negotiations, strategic plans, and with potential partners.
Head of Region Turkey
AgustaWestland (AW)
01.2013 - 01.2015
- Business development, sales and marketing activities - €50M of sales for logistic support and services
- Expanding relationships within Turkish Government Agencies and major Industries, and with SMEs for industrial offset projects
- Developed and maintained courteous and effective working relationships
- Self-motivated, with a strong sense of personal responsibility
- Proven ability to learn quickly and adapt to new situations
- Adaptable and proficient in learning new concepts quickly and efficiently
- Exercised leadership capabilities by successfully motivating and inspiring others
- Strengthened communication skills through regular interactions with others
- Demonstrated strong organizational and time management skills while managing multiple projects
- Demonstrated respect, friendliness and willingness to help wherever needed
Vice President - Special Government Programmes
AgustaWestland
01.2012 - 01.2013
- Directed major new collaborative programs worldwide, and particularly in USA
- Saved company circa €2M of spend by convincing top management to ‘no-bid’ on two major US Programs based upon very low Pwin result from evaluation and analysis
- Initiated development activities for two major US Army / Air Force Programs, 1 of which has been successful with contract award in 2018.
Bidding & Pricing Executive
AgustaWestland
01.2007 - 01.2012
- Lead and coordinate new business unit across UK, Italian, Poland and US operations
- Spearheaded and secured €2b contract for industrial and business collaboration with another NATO country
- Increased efficiency of bidding process by resolving conflicts between senior management and introducing standardised platform to govern all proposals and new bids
- Supervised management of numerous bids, in each case setting ‘Price to Win’ targets with sales team.
Education
BA, Management, Technology & Systems - BA Management, Technology And Systems
Skills
Relationship Building
undefinedExpertise And Projects
- International Collaboration Programmes
- Tender/Bid & Contract Management
- International Sales & Marketing Initiatives
- Industrial Participation/Offset Solutions
- Contract Negotiations
- Performance Based Contracting
- Joint UK and Italy EH101 Helicopter Program
- Licence Production in Japan
- New Turkish Helicopter Program
- Established Business Management Team
- First Prime Contract with US Government
- FMS/FMF Sale
Career Experience
- Independent Commercial Consultant, 10/2020 - Present, Available to provide commercial and offset expertise to any international business and public agency. International collaborations, worksharing, tenders, contracts, offset and negotiations. Offset solutions for international organisations to satisfy trade obligations. Business winning improvements for commercial business growth. Work from anywhere, remote, hybrid and on-site.
- Vice President - International Business Development, 06/2018 - 09/2020, Leonardo Helicopters & Corporate, UK/Italy/USA - Increased sales orders for major high value Government programs. Achieved the target win rate of 1-2 major programs wins per year by introducing a lean business process to source and manage the evolution of major new business opportunities, resulting 5 major contracts for a total of €6b during the initial period. First Prime Contract with Government of USA for Training Helicopters. Foreign Military Sale (FMS) & Foreign Military Financing Sale (FMF). Obtained investment from the Divisional Board and Corporate Commercial Office for the development of major projects with the highest probability to achieve the best return. Lead with other Leonardo Divisions for a coherent strategy across all products and services. Negotiate strategic plans with collaborators and potential partners, fostering congenial relationships with customers, industrial partners, and local advisors. Overall governance of winning new business and its execution.
- Vice President - Business Management, 2015 - 2018, AgustaWestland / Leonardo Helicopters, UK/Italy/USA - Improved the sales forecasting from 25% to 80% and capturing a 50% increase in forecast sales due to the improved system. Achieved order intake targets for standard products through improved business planning, allocating budget, managing cross-functional teams, and providing direction to Operations for the planning of resources, raw material and the supply chain to support on time contract product deliveries and the logistic support availability services. Enabled efficient Board level decision-making by simplifying processes and tender approvals to be responsive to the external and internal stakeholders, including optimal price to win for new business to balance with profitability. Leading the Business team for tender management, contract negotiations, strategic plans, and with potential partners.
- Head of Region Turkey, 2013 - 2015, AgustaWestland (AW), Ankara, Turkey - Business development, sales and marketing activities - €50M of sales for logistic support and services. Expanding relationships within Turkish Government Agencies and major Industries, and with SMEs for industrial offset projects
- Vice President - Special Government Programmes, 2012 - 2013, AgustaWestland, USA - Directed major new collaborative programmes worldwide, and particularly in the USA. Saved the company circa €2M of spend by convincing top management to ‘no-bid’ on two major US Programs based upon very low Pwin result from evaluation and analysis. Initiated the development activities for two major US Army / Air Force Programs, 1 of which has been successful with contract award in 2018. Bidding & Pricing Executive (2007 to 2012) AgustaWestland, Farnborough, UK/Italy/USA - Lead and coordinate a new business unit across UK, Italian, Poland and US operations. Spearheaded and secured €2b contract for industrial and business collaboration with another NATO country. Increased efficiency of bidding process by resolving conflicts between senior management and introducing a standardised platform to govern all proposals and new bids. Supervised the management of numerous bids, in each case setting ‘Price to Win’ targets with the sales team.
Timeline
Commercial Consultant - RSKelly Ltd.
10.2020 - Current
Vice President - International Business Development - Leonardo Helicopters & Corporate
06.2018 - 09.2020
Vice President - Business Management - AgustaWestland / Leonardo Helicopters
01.2015 - 01.2018
Head of Region Turkey - AgustaWestland (AW)
01.2013 - 01.2015
Vice President - Special Government Programmes - AgustaWestland
01.2012 - 01.2013
Bidding & Pricing Executive - AgustaWestland
01.2007 - 01.2012
The Open University - BA, Management, Technology & Systems, BA Management, Technology And Systems