Lindsey Knudson
Aurora,CO
Summary
Professional with a history of success in leading large-scale business operations, product development, and sales functions to support organizational growth and success. Develops high-performing teams and strong partnerships using motivational communication skills, while infusing consistency and accountability.
Successfully managed up to 17 direct and 115 indirect reports. Responsible for budgets up to $12M and portfolios up to $400M in annual revenue, while increasing market awareness of products and capabilities domestically and internationally.
Overview
25
25
years of professional experience
1
1
Certification
Work History
Senior Capture Manager & Business Development Manager
NORTHROP GRUMMAN
04.2023 - Current
- Develops cross-functional teams, strategic partners, and customers to develop emerging technologies that fulfill customer requirements and needs.
- Effectively manages a portfolio of 10-15 competitive captures ($20-130M each), including personnel, budget, technology, and solution creation, to align with customer objectives.
- Prepares winning proposal strategies based on client needs, competitive intelligence and market trends.
- Successfully manages internal budgets while supporting proposal efforts to turn in compliant, price-competitive proposals to increase win rate.
- Leads sales planning, development, and account management to grow existing accounts and establish new sales accounts.
Division Digital Transformation Lead & Agile Coach
NORTHROP GRUMMAN
08.2021 - 04.2023
- Lead for a 7,000-person division to identify, connect, and implement digital approaches to decrease cost, enhance quality, and improve efficacy on programs.
- Worked between Business Units, Divisions, and Sectors to connect programs to solutions, as well as educate teams on what's available to support current and future business.
- Increased the use of Model Based Systems Engineering integrated tools (+10 new programs onboarded), DevOps (+12 programs onboarded).
- Advised teams on how to optimize their workflow using techniques like pair programming, continuous integration, and test-driven development to decrease costs by an average of 15%.
- Created strategies for transitioning from traditional project management approaches to agile practices.
Sr. Principal Continuous Improvement Analyst
NORTHROP GRUMMAN
10.2019 - 08.2021
- Coached, mentored, and implemented Lean-Agile mindset and with appropriate methods (Agile, Kanban, Scrum ban) across 7 programs and 500+ personnel.
- Served in Coach, Product Owner, and Scrum Master roles for 9 various programs while utilizing Lean, Agile, and DevOps, Model-Based Systems Engineering principles to train and enhance performance.
- Developed strategic plans and policies to ensure organizational goals are met.
- Managed the development of long-term objectives for the organization's growth and success.
Business Process Consultant
BUSINESS PROCESS CONSULTANT- CONTRACT
01.2015 - 01.2020
- Created project plans and timelines to streamline operations while meeting customer requirements.
- Successfully implemented new processes using Six Sigma, Lean, and Agile methodologies for sales, product, service, and project management functions to increase efficiencies up to 50% while developing audit functions.
- Developed and implemented process improvement plans to reduce costs up to 23%, improve customer service, and increase productivity.
- Analyzed current business processes to identify inefficiencies, redundancies, and bottlenecks.
Chief Client Office for Crawford Claims Solutions/VP of Sales and Business Development
CRAWFORD & COMPANY
10.2017 - 04.2019
- Responsible for a $138M portfolio, a $4.5M budget, and 11% YOY growth.
- Developed and launched 5 SaaS products, while training and supporting a team of 17 account managers and sales personnel.
- Worked with North American, European, and International Fortune 100 companies to implement and leverage our risk management solutions.
- Led team of sales professionals in all aspects of customer relationship management including prospecting, qualifying, negotiating, closing, pricing and account management.
- Implemented innovative solutions to streamline processes related to lead generation, opportunity qualification, proposal creation, deal closure and post-sale follow up.
Regional Operations Manager, Regulatory Services
PEARSON VUE
05.2015 - 10.2017
- Oversaw all aspects of systems implementation, process improvement, and government contract fulfillment.
- Managed portfolio of 7 government contracts, $3M budget, and a $75M+ portfolio of programs across the US.
- Monitored performance metrics of regional operations teams, identified areas for improvement, and developed strategies to maximize productivity.
Associate Director, Personal Lines Claims Division
NATIONWIDE MUTUAL INSURANCE COMPANY
12.2012 - 05.2015
- Led all aspects of operations and delivery for an 11-state region, including a $12M division budget, 45-70 employees, a $150M portfolio, and regulatory and risk management solutions.
- Monitored budgeting, forecasting, planning and reporting activities of the department.
- Identified opportunities for improvement in processes, procedures, systems, and services to reduce annual expenditures by $730K over 2 years.
- Developed and launched 2 products focused on agricultural risk to expand market by $25-30M annually.
Southeast Regional Manager, Commercial Division
NATIONWIDE MUTUAL INSURANCE COMPANY
04.2010 - 12.2012
- Lead operational and development activities for 5 states region and portfolio of $200M.
- Increased agribusiness penetration by 18%, and retention by 22% due to customer engagement enhancements and training.
- Awarded 2011 Top Manager for Employee Engagement and team Quality out of 30 team nationally.
- Collaborated with other departments such as finance, HR, IT, legal to reduce litigation as well as increase the number of cases which went to court by 36%.
Commercial Property Claims Representative, National Catastrophe Team
NATIONWIDE MUTUAL INSURANCE COMPANY
08.2006 - 09.2008
- Oversaw large commercial reconstruction projects for orchards, small businesses and manufacturing companies in catastrophic areas.
- Interpreted legal documents such as contracts or court orders when evaluating claims for payment.
Commercial / Personal Lines Representative
ST. PAUL TRAVELERS INSURANCE
04.2005 - 08.2006
- Interacted regularly with external agents to build relationships and promote new offerings.
- Worked closely with Spanish-speaking clientele to outline the process, local laws, and next steps.
- Coordinated $1-5M reconstruction projects after catastrophic events to help businesses resume business quickly, while maintaining customer base.
Logistics Manager
UNITED STATES ARMY
02.2000 - 05.2006
- Developed and managed logistics strategies to improve the efficiency of operations for a 5,000-personnel division.
- Planned and executed deployments for 1,000+ personnel to the Balkans and Middle East.
- Worked with local militaries to coordinate logistics cross-training for NATO forces.
- Implemented cost-saving measures such as route optimization for shipments.
Education
MBA - International Business
Escuela de Administración y Empresas
Barcelona, SpainBA - International Affairs and Latin American Studies
University of Colorado at Boulder
Skills
- Business Development
- Staff Training and Development
- Communication Skills
- Revenue Growth
- Client Relationship Management
- Strategic Planning & Execution
- Financial controls implementation
- Organizational Development
- Product & Program Management
- Process Improvement
- Product Line Development & Launch
- Sales strategy development
- Sales Enablement
- Cost-reduction strategies
Certification
- PMP Certified
- SAFe Program Consultant
- SAFe 4.6 & 5.0, 6.0 Certified
- Disciplined Agile Trained
- Six Sigma Green Belt
- Negotiations Training Seminar
- ITIL Certified
- Miller-Heiman: Consultative Selling
- Stanford Design Thinking Certified Trainer
- Consultative Skills: Rice & Associates
Accomplishments
- Increased YOY Sales by double digits. Leveraged internal reporting and performance metrics to upsell and cross-sell current customers for a market gain of 5% domestically and internationally. Simplification of capabilities and focus on pitch decks helped grow the portfolio from $125M to $138M, net growth of 11%.
- Increase Pipeline funnel by 20%. As VP of Sales, collaborated with teams to vet and qualify opportunities as well as develop progressive approach. Leveraged strategic partnerships to develop new products focused on value delivery and integration.
- Developed process improvement incentives. Worked with Six Sigma Corporate Group to pull in ideas, quantify with baseline metrics, and awards teams annually for cost and time savings. Increased process development within the company and saved $5-8 million annually.
- Playbook development increased customer engagement., Worked with technical leads and Program Management teams to develop playbooks which clearly outlined solutions, benefits, users and differentiators. Improved our Voice of Customer ratings from 35 to 47, which helped us win JD Power and Associates 2nd place award nationally.
Clearances
- Active TS/SCI
- Secret
Languages
Spanish
Professional
Timeline
Senior Capture Manager & Business Development Manager
NORTHROP GRUMMAN
04.2023 - Current
Division Digital Transformation Lead & Agile Coach
NORTHROP GRUMMAN
08.2021 - 04.2023
Sr. Principal Continuous Improvement Analyst
NORTHROP GRUMMAN
10.2019 - 08.2021
Chief Client Office for Crawford Claims Solutions/VP of Sales and Business Development
CRAWFORD & COMPANY
10.2017 - 04.2019
Regional Operations Manager, Regulatory Services
PEARSON VUE
05.2015 - 10.2017
Business Process Consultant
BUSINESS PROCESS CONSULTANT- CONTRACT
01.2015 - 01.2020
Associate Director, Personal Lines Claims Division
NATIONWIDE MUTUAL INSURANCE COMPANY
12.2012 - 05.2015
Southeast Regional Manager, Commercial Division
NATIONWIDE MUTUAL INSURANCE COMPANY
04.2010 - 12.2012
Commercial Property Claims Representative, National Catastrophe Team
NATIONWIDE MUTUAL INSURANCE COMPANY
08.2006 - 09.2008
Commercial / Personal Lines Representative
ST. PAUL TRAVELERS INSURANCE
04.2005 - 08.2006
Logistics Manager
UNITED STATES ARMY
02.2000 - 05.2006
- PMP Certified
- SAFe Program Consultant
- SAFe 4.6 & 5.0, 6.0 Certified
- Disciplined Agile Trained
- Six Sigma Green Belt
- Negotiations Training Seminar
- ITIL Certified
- Miller-Heiman: Consultative Selling
- Stanford Design Thinking Certified Trainer
- Consultative Skills: Rice & Associates
MBA - International Business
Escuela de Administración y Empresas
BA - International Affairs and Latin American Studies
University of Colorado at Boulder
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