Robert Brusco
Medford,USA
Summary
Professional Capture Management expert with significant experience in leading teams and driving successful project outcomes. Known for strategic planning, negotiation, and proposal development skills, ensuring optimal results in competitive environments. Strong focus on collaboration, adaptability, and meeting changing demands to achieve mission-critical objectives. Trusted by peers and stakeholders for dependable and results-driven execution.
Overview
31
31
years of professional experience
1
1
Certificate
Work History
Strategic Advisor
Force Group
09.2023 - Current
- Market Positioning: Analyzed and utilized market intelligence and competitive analysis to effectively guide business decisions and enhance the company's positioning in its target market
- Capture Strategy: Led the development and implementation of capture strategies, including bid approaches and teaming arrangements, resulting in an increased win rate and enhanced business growth
- Pricing Strategy: Spearheaded the development of pricing strategies that improved the company's competitive edge and contributed to increased profitability
- Pipeline Development: Oversaw the continuous and strategic development of the company's pipeline, ensuring a consistent influx of high-quality business opportunities aligned with organizational goals
Vice President Business Development & Capture
EmpowerAI
11.2022 - 07.2023
- Strategic Partnerships: Established and maintained strategic alliances with industry partners to enhance the company's competitive positioning and broaden the range of solutions offered to clients
- Client Relationship Management: Built and nurtured lasting relationships with key decision-makers, enabling proactive forecasting of acquisition trends and influencing client buying strategies
- Revenue Acceleration: Collaborated with solution architects to develop and present innovative technological solutions that addressed clients' specific needs and captured emerging opportunities, resulting in accelerated revenue growth
- New Business Opportunities: Identified and unlocked high-value IT services new business opportunities through targeted relationship-building, ensuring a consistent pipeline of prospects and contributing to the company's overall growth
Business Development & Operations Consultant
RJB Consulting
07.2016 - 11.2022
- Specialized Defense Consulting: Provided expert operations & business development services in the defense sector, concentrating on areas such as Aviation, Armaments, C4ISR, IT Services, Radar, Shipboard Systems, and Range & Infrastructure
- Strategic Planning and Capture Management: Championed the development of top-notch business strategies, focusing on target identification, market analysis, opportunity exploration, and the careful execution of pursuit activities
- Program Management: Initiated and implemented process improvements to enhance client positioning and strengthen overall competitiveness within the defense industry
- Leadership and Team Collaboration: Played a pivotal role in overseeing cross-functional teams, providing valuable guidance throughout various project stages, and ensuring the quality and coherence of deliverables
Director Strategy & Business Development
Lockheed Martin Information Systems & Global Solutions (IS&GS)
01.2008 - 06.2016
- Led business development efforts for Aviation, C4ISR & Ground Systems, IT Support Services, and Navy, Range, & Infrastructure programs, playing a critical role in achieving over 500M in new bookings
- Team Leadership: Oversaw a highly skilled team and provided mentorship and guidance to build a cohesive and effective unit. Implemented best practices and professional development initiatives that significantly improved team performance, collaboration, and overall effectiveness
- New Business Acquisition: Strengthened Lockheed Martin’s market position by leading the successful capture and win of a $987M contract, resulting in a 50% increase in orders within two years
- Strategic Planning: Developed and implemented a comprehensive plan to optimize the division's indefinite delivery/indefinite quantity (IDIQ) and government-wide acquisition contract (GWAC) portfolio, ensuring a strong and sustainable growth trajectory over the next 1-2 years. This entailed a thorough evaluation of current contracts, identification of growth areas, and the formulation of targeted strategies for enhanced competitiveness and contract utilization
- Contract Development: Supported and directed the formulation of high-impact bid strategies, pricing approaches, and teaming arrangements that resulted in a remarkable 60% win rate, reflecting the division’s superior competitive positioning and proposal execution
- Client Engagement: Fostered relationships with new customers and markets to establish the division as a leading provider of mission-critical solutions and services
Senior Capture Manager
Lockheed Martin Information & Technology Services (I&TS)
01.2004 - 12.2007
- Business Development: Initiated and developed relationships with key partners and customers, supporting the growth of the company's market presence and revenue streams
- Capture Management: Guided and led capture positioning activities, offer designs, milestone reviews, senior management reporting, bid decision recommendations, bid and proposal (B&P) budget management, and evaluation of proposal content
- Proposal Development: Led the end-to-end proposal development process, collaborating with cross-functional teams to create compelling, high-impact proposals and presentations for prospective clients
- Cross-Functional Collaboration: Collaborated with technical, financial, and legal teams to develop comprehensive and compelling capture strategies, integrating diverse expertise for successful pursuits
Senior Business Development Manager
Lockheed Martin Integrated Systems
01.2000 - 12.2003
- Strategic Partnerships: Cultivated and managed strategic partnerships with key industry players, expanding the network and opening doors for large-scale collaborations
- Market Research: Conducted in-depth market research and analysis to identify emerging trends and potential areas of growth, informing the organization's business development and expansion strategies
- Client Relationship Management: Developed and maintained an exceptional relationship with customers and was honored with an award from the Government R2CSR PMO for dedication and service to the program
- Team Collaboration: Worked closely with internal teams, including sales, marketing, and product development, to align business development efforts with overall corporate objectives and drive collaborative success
Program Director (P&L)
Lockheed Martin Naval Systems Services
06.1994 - 12.1999
- Project Management: Led and directed all phases of operations and sustainment services for multiple contracts totaling over $200 million in annual value
- On Contract Growth: Realized a 20% increase in orders within two years through stellar performance and targeted business development efforts
Education
Bachelor of Arts - Business Administration And Management
Glassboro State College
Glassboro, NJSkills
- Customer relationship management
- Project management
- Business development
- Business intelligence and analysis
- Excellent communication
- Relationship building
- Strategic planning
- Marketing strategy
- Proposal development
- Industry networking
- Competitive analysis
- Pipeline management
Certification
- Lean Six Sigma Green Belt Certification (LSSGB)
- Executive Leadership Program Emory University Goizueta Business School
- Certified Professional Logistician, Society of Logistics Engineers
- Certified Level IV Capture Manager
Timeline
Strategic Advisor
Force Group
09.2023 - Current
Vice President Business Development & Capture
EmpowerAI
11.2022 - 07.2023
Business Development & Operations Consultant
RJB Consulting
07.2016 - 11.2022
Director Strategy & Business Development
Lockheed Martin Information Systems & Global Solutions (IS&GS)
01.2008 - 06.2016
Senior Capture Manager
Lockheed Martin Information & Technology Services (I&TS)
01.2004 - 12.2007
Senior Business Development Manager
Lockheed Martin Integrated Systems
01.2000 - 12.2003
Program Director (P&L)
Lockheed Martin Naval Systems Services
06.1994 - 12.1999
Bachelor of Arts - Business Administration And Management
Glassboro State College
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