Sally Hirsh
Melbourne,FL
Summary
Dynamic contracts management professional with a focus on team leadership and compliance. Proven expertise in negotiating contracts and mitigating risks, driving successful project outcomes through effective management and process improvement.
Overview
36
36
years of professional experience
1
1
Certification
Work History
Manager, Contracts Management
Lockheed Martin Corporation
10.2021 - 10.2023
- Managed direct reports through recruitment, training, and performance assessment while aligning work assignments with contract management activities
- Provide business guidance to cross-functional teams, including program management, finance, and legal, to support contract management and compliance
- Represented company by building relationships with customers and managing contracts to ensure compliance with laws and regulations
- Resolved contractual issues and customer concerns while supporting special project initiatives
- Lead and support audits to verify compliance with laws and regulations
- Support program reporting, briefings, and technical meetings to ensure successful contract management and execution
- Space Systems
Senior Contracts Administrator. Full Time Remote
General Electric Company
10.2021 - 10.2023
- Administer contracts from proposal to execution, negotiation, and closure
- Managed and mitigated contractual risks, resolving issues with internal and external customers
- Coordinate program kickoffs, contract closures, and annual audit reviews
- Participate in proposal teams, review and submit proposals, and respond to audit inquiries
- Engaged in initiatives enhancing efficiency and effectiveness while providing peer support to Government Ops team
- Supported ad-hoc projects and initiatives to enhance contract management processes and drive positive business outcomes
- GE Research, GE Aerospace, Niskayuna, NY
Contracts Negotiator, Stf.
Lockheed Martin Corporation
10.2019 - 10.2021
- Administered contracts from proposal through execution and negotiation to closure, ensuring compliance and stakeholder satisfaction
- Offer expertise to manage and mitigate contractual risks, and resolve issues with internal and external customers
- Coordinate program kickoffs, contract closures, and annual audit reviews
- Lead for FBM proposal teams, review and submit proposals, and respond to audit inquiries
- Engaged in initiatives to improve operational efficiency and effectiveness, providing support to Government Ops team
- Executed ad-hoc projects and initiatives to streamline contract management processes and enhance business outcomes.
- Managed space systems projects to ensure alignment with organizational goals.
Subcontract Program Manager, Sr.
Lockheed Martin Corporation
Orlando, FL
12.2017 - 10.2019
- Led and managed subcontract programs for IRAD missile development, overseeing proposal preparation, contract execution, and performance management to meet project objectives
- Prepared and coordinated proposals, aligned Statements of Work, and negotiated terms and conditions with subcontractors to ensure compliance and project alignment
- Evaluate subcontractor bids, negotiate and execute subcontracts, and manage purchase orders and amendments
- Lead weekly subcontractor meetings, coordinate with program management teams, and participate in customer program reviews to ensure timely contract performance and reporting
- Mentor new hires, conduct peer reviews, and assist in planning and coordination for subcontractor support
- Supported program areas through planning and coordination activities, ensuring successful execution and performance of contracts
- Supported missile systems development projects
Subcontract Administrator, Sr.
Rotary and Mission Systems
Syracuse, NY
01.2009 - 01.2017
- Support new RFPs, evaluate and analyze proposals, negotiate subcontract provisions, and coordinate with the Legal department
- Coordinated proposal efforts by managing RFI/RFP requirements, conducting specification reviews, and developing statements of work for assigned programs to enhance proposal quality
- Coordinated weekly subcontractor meetings and collaborated with Program teams to manage subcontract efforts, participating in program meetings to ensure timely execution of subcontract activities
- Provided primary subcontract support for multiple IRAD programs, including MEADs, US Securities, and Radio Map, and functional EPDM Capital Project to ensure alignment with project goals
- Supported the RMS Sourcing team by preparing Cost and Pricing Analysis (CAPA) reports and conducting IAR reviews.
Financial Analyst, Sr.
Rotary and Mission Systems
Owego, NY
01.2006 - 01.2007
- Led financial analysis and planning for Ground Based Long Range Radar programs and EPDM Capital Project, ensuring accurate budget management and resource allocation
- Monitor and report on program costs, earned value management, and forecasts, including monthly and long-term projections
- Provided special management reports and analysis, including cost performance, customer reporting, and forecasting.
- Aligned program cost structure with financial tools and systems, including COBRA, to enhance reporting accuracy and compliance
- Provided expertise in financial tools, such as COBRA, guiding analysts in program startup and supporting comprehensive financial analysis
Manager Financial Planning & Analysis
United Technologies - Carrier Corporation
Syracuse, NY
01.1999 - 01.2006
- Managed financial forecasting and closing process for Staff Support Division, ensuring timely and accurate reporting
- Coordinated annual planning and established expense control processes, managing budgets and monitoring accumulated expense account activity for financial integrity
- Developed and implemented a centralized process for collecting monthly forecasts and annual plans, resulting in increased forecast accuracy
- Utilized Hyperion Enterprise System to streamline financial planning and analysis processes
- Improved annual fixed entry process and enhanced communication of annual allocations, implementing effective methods for managing internal rent, general insurance, and group insurance
Cash Control Supervisor
United Technologies - Carrier Corporation
Syracuse, NY
01.1996 - 01.1999
- Managed daily cash requirements and performed cash forecasting for North American Division and World Headquarters accounts, ensuring accurate cash flow management
- Supervised cash control office for payroll and accounts payable check distribution, maintaining compliance with financial policies
- Streamlined cash reporting processes, including journal entries and forecasting
- Built and maintained key relationships with bank partners and internal stakeholders through active participation in cross-functional teams, enhancing collaboration and communication
- Responded to external and internal inquiries regarding cash management, facilitating timely resolution of customer requests
Sr Credit Analyst
United Technologies - Carrier Corporation
Syracuse, NY
01.1993 - 01.1996
- Conducted credit reviews and analysis for commercial accounts in Midwest and Central regions, managing accounts to minimize delinquency and initiating credit actions to resolve issues
- Initiated changes to increase credit approval authority and streamlined lien waiver documentation, reducing processing time and clarifying credit representative responsibilities
- Introduced new processes and training programs that contributed to decreased Days Sales Outstanding (DSO) and improved overall credit management efficiency
- Developed and implemented a pilot training system for regional headquarters, which was later rolled out to all domestic locations, improving system knowledge and field collection participation
Export Credit Analyst
United Technologies - Carrier Corporation
Syracuse, NY
01.1989 - 01.1993
- Managed intercompany credit and collections for Europe, Latin America, and Middle East regions, ensuring timely cash flow and effective risk management
- Oversaw monthly closing process and customer intercompany reconciliation for Export Division, enhancing accuracy and reporting efficiency
- Managed monthly Foreign Exchange (FX) clearing process for UTC intercompany netting settlements, facilitating streamlined financial operations
- Conducted credit reviews, established lines of credit, and coordinated credit policy for International Sales Division, including Sales Staff
- Implemented credit account reserves and write-offs, resulting in a significant reduction in Days Sales Outstanding (DSO) from 53 to 39 days, and improved the overall credit approval process
Intermediate Accountant - Accounts Receivable
United Technologies - Carrier Corporation
Syracuse, NY
02.1988 - 01.1989
- Reconciled monthly accounts receivable and cash receipts to ensure accurate financial reporting and prepared journal entries for timely month-end closings.
- Managed monthly financial statements and reconciled accounts for accurate reporting.
- Assisted in budgeting processes and monitored expense variances for departmental needs.
- Prepared tax filings and ensured compliance with local, state, and federal regulations.
Education
FAR Boot Camp -
Federal Acquisition Regulation
10-2020
Intro Program Management -
Lockheed Martin
05-2002
Lessons in Leadership -
Dimension of High Five Leadership
Syracuse, NY01-2001
Modern Financial Analysis -
NCEE
Atlanta, GA07-2000
MBA - General Management Finance
University of Phoenix
Phoenix, AZBBA - Accounting
University of Michigan
Flint, MIAAS - Accounting
Onondaga Community College
Syracuse, NYSkills
- Contract Lifecycle Management
- Electronic Contracting System (ECS)
- Compliance Management
- Procurement Management
- Supplier Management
- Oracle
- ERP Systems
- Hyperion Financial Management
- Hyperion Planning
- Hyperion Enterprise
- Data Management
- Document Management
- Microsoft Office tools
- EVM certification
- Stakeholder Engagement
- FAR/DFARs
Professional Accomplishments
Global Supply Chain - Tactical Missiles - Employee of the Month, 11/01/18
Certification
- Intro Program Management, Lockheed Martin, 05/01/02
- Lessons in Leadership, Dimension of High Five Leadership, Syracuse, NY, 01/01/01
- Modern Financial Analysis, NCEE Atlanta, GA, 07/01/00
- FAR Boot Camp, Federal Acquisition Regulation, 10/01/20
Other Qualifications
- Oracle
- 1Db
- Box
- Electronic Contracting System (ECS)
- Serena
- Hyperion Enterprise
- Microsoft Office tools
- Hyperion Financial Management
- Hyperion Planning
- Winsight & SAP
- COBRA
- Earned Value Management (EVM) Certification
- Exostar
- P2P system
- Web briefing
- FAR/DFARs
Security Clearance
Top Secret
Communication Skills
- Global Supply Chain (GSC) - served as 2019 Executive Summit Strike Systems Division, Co-Leader.
- GSC Tenet Lead for Affordability, 2018
- Emerald Palms Homeowners Association, Board member serving as Vice President/Treasurer, 2019 to Present
- Toastmasters International, District 65 Area 13 Governor, 06/01/00 - 06/01/01, Competent Leader Award - June 2001, Competent Toastmaster Award - March 1998
- UTC Carrier Corporation, Co-project leader for check outsourcing project implementation, 07/01/98
- JP Morgan Chase, Key note presenter for UTC Outsourcing Strategy and Implementation, 04/01/88, Breakers, Palm Beach, FL
Timeline
Manager, Contracts Management
Lockheed Martin Corporation
10.2021 - 10.2023
Senior Contracts Administrator. Full Time Remote
General Electric Company
10.2021 - 10.2023
Contracts Negotiator, Stf.
Lockheed Martin Corporation
10.2019 - 10.2021
Subcontract Program Manager, Sr.
Lockheed Martin Corporation
12.2017 - 10.2019
Subcontract Administrator, Sr.
Rotary and Mission Systems
01.2009 - 01.2017
Financial Analyst, Sr.
Rotary and Mission Systems
01.2006 - 01.2007
Manager Financial Planning & Analysis
United Technologies - Carrier Corporation
01.1999 - 01.2006
Cash Control Supervisor
United Technologies - Carrier Corporation
01.1996 - 01.1999
Sr Credit Analyst
United Technologies - Carrier Corporation
01.1993 - 01.1996
Export Credit Analyst
United Technologies - Carrier Corporation
01.1989 - 01.1993
Intermediate Accountant - Accounts Receivable
United Technologies - Carrier Corporation
02.1988 - 01.1989
FAR Boot Camp -
Federal Acquisition Regulation
Intro Program Management -
Lockheed Martin
Lessons in Leadership -
Dimension of High Five Leadership
Modern Financial Analysis -
NCEE
MBA - General Management Finance
University of Phoenix
BBA - Accounting
University of Michigan
AAS - Accounting
Onondaga Community College