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
Laurel, MD (Remote/CA)
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
Simi Valley, CA
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
Fremont, CA
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
Chatsworth, CA
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