Rafi Kazorian
Granada Hills,CA
Summary
Experienced Sales professional with a track record of increasing business and building relationships to support business strategies. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. A team player with willingness to take on added responsibilities to meet team goals.
Overview
22
22
years of professional experience
Work History
Key Account Manager
Antenna Research Associates
04.2022 - Current
- Identify and capture new business in identified strategic markets - Milcom, SATCOM, and EW markets
- Keep up to date monthly forecasts and pursuits.
- Develop and manage contacts and relationships
- Respond to RFI/RFQ/RFP's.
- Develop thorough understanding of key clients' needs and requirements to prepare customized solutions
- Develop new business relationships through regular communications and effective account management.
- Interface with customers to, discuss and ascertain needs, tailor solutions, follow up on proposals and close deals.
- On track to exceeding fiscal year annual booking and revenue goals. Booked $1.8M in first 6 months and tracking $14M active opportunities with potential to book in balance of current fiscal year.
Business Development Manager
L3Harris - Datron Advanced Technologies
03.2018 - 08.2021
- Identified and captured new business, from engineered SATCOM antenna solutions, in DoD/Primes community.
- Provided input to market strategy, competitive data gathering, and market assessment
- Evaluated and responded to RFI/RFQ/RFP's.
- Qualified and presented business cases and strategy for new pursuits.
- Maintained and updated three year rolling forecast for assigned business area
- Reached out to potential customers via telephone, email and in-person inquiries
- Performed client research and identified opportunities for account growth, account penetration and market expansion
- Grew aftermarket system upgrades and technology insertion business to exceed $10MM/year average.
Sales/Business Development
CPI Antenna Systems Division, Western US
Camarillo , CA
04.2014 - 03.2018
- Developed business DoD primes and customer, promoting Data Link, TT&C, airborne, shipboard and tactical antenna solutions
- Managed business from several key strategic accounts amounting to 65% of total division bookings.
- Engaged with customers to build rapport and loyalty
- Evaluated new opportunities and presented strategy options and recommendations to stakeholders.
- Led functional teams to develop compliant proposals in response to RFI/RFQ/RFP
- Consistently increased business from TCDL product line by expanding existing business and capturing new customers for existing solutions.
- Led Business Development activities to design-in UGDT product line with two major DoD integrators
Sr. Marketing & Sales Manager
TECOM Industries, Inc
Thousand Oaks , CA
09.2008 - 04.2014
- Developed new business through Direct and indirect sales of engineered antenna systems for Datalink, EW, and ISR applications to DoD communities and primes.
- Maintained sales forecast for assigned markets
- Led multi functional teams to create and submit compliant proposals
- Consistently exceeded personal goals and uncovered new opportunities and won over new customers
- Captured several multi-million dollar contract awards with various DoD primes and integrators.
- Consistently exceeded annual goals and objectives.
- Won $3M/year, multi-year contract for specialized airborne ISR systems for USAF RC-135 aircraft.
- Captured $6.7M shipboard antenna system development contract with Lockheed Martin for USN valued at $6.7M initially, with production follow-on in out years.
- Protected and grew revenue stream for build-to-print missile conformal antennas for Raytheon amounting to average of $7M annually.
Product Line Manager
Oplink Communications
04.2007 - 09.2008
- Managed OC1 to OC48, 10/100/1000 Ethernet E/O commercial Transceivers, and military grade customized product lines from concept to end of life
- Developed and executed go to market plans for new products.
Product Line Manager
Canoga Perkins, Inc
01.1999 - 06.2006
- Managed Fiber Optic Ethernet and Modem (FOM) product lines from concept to end of life. Product portfolio contributed to greater 70% of revenues.
- Led multi-functional teams to develop new products
- Wrote MCD/MRD/PRD, presented to management for funding.
- Planned and executed product launches.
- Trained VARs and distribution channels on new products, features/benefits
Education
Sales Advantage -
Dale Carnegie
Woodland Hills, CA2006
BSEE -
California State University of Los Angeles
Los Angeles, CA1990
Skills
- Consultative Selling of Engineered Solutions
- Rapport Building
- Problem solving
- Evaluating and Responding to RFI/RFQ/RFP
- Follow-Through and Close
- Organized, Collaborative, dependable
Timeline
Key Account Manager
Antenna Research Associates
04.2022 - Current
Business Development Manager
L3Harris - Datron Advanced Technologies
03.2018 - 08.2021
Sales/Business Development
CPI Antenna Systems Division, Western US
04.2014 - 03.2018
Sr. Marketing & Sales Manager
TECOM Industries, Inc
09.2008 - 04.2014
Product Line Manager
Oplink Communications
04.2007 - 09.2008
Product Line Manager
Canoga Perkins, Inc
01.1999 - 06.2006
Sales Advantage -
Dale Carnegie
BSEE -
California State University of Los Angeles
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