Tina Hochstetler
Glenwood,MD
Summary
Resourceful senior leader with extensive experience in business intelligence and operations management. Demonstrated success in developing and implementing optimized solutions. Versatile leader driving results in a collaborative, inclusive manner.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Vice President, Line of Business
Leonardo DRS
Frederick, MD, And Melbourne, FL
01.2019 - Current
- Responsible for leading the line of businesses (LOBs) program management function, including full life cycle management (development, production, and sustainment) of the LOBs.
- Developed processes for identifying, assessing, monitoring and mitigating risk throughout the program/product life cycle
- Developed Five Year Operating Plan with a focus on strategic planning, including identifying investments/markets to support year over year growth.
- Focused on driving down COGS to improve the business' profitability to include managing supply chain negotiations, establishment of long term pricing agreements and design to cost initiatives within engineering
- Responsible for Engineering and Operations organizations and alignment with New Market opportunities
- Managed inventory effectively with a focus on decreasing working capital, increasing profitability of the business
- Managed all external and internal research and development programs within LOBs
- Established Program Management team development plan to include coaching, teaching, retaining, attracting, and mentoring for all programs
- Lead monthly program reviews and conducted program reviews that identify root cause and corrective action as well as continuous improvement and financial performance
- Reporting monthly financials to Corporate team including COO, CFO and CEO.
- Directed business development initiatives, including acquisitions and joint venture agreements.
- Formulated policies that improved operational efficiency and productivity.
- Managed financial operations, overseeing budgeting, forecasting and financial analysis activities.
- Oversaw human resources functions such as recruitment, employee relations, training and benefits administration.
- Established performance standards for staff members in order to drive productivity levels up.
- Organized special projects such as corporate events or marketing campaigns.
- Implemented process improvement procedures that resulted in cost savings across the board.
- Cultivated a culture of collaboration among department heads to facilitate cross-functional project execution.
- Analyzed market trends to identify opportunities for growth within existing markets or new ones.
- Executed on-time, under-budget project management to adhere to project road map.
Senior Director, Line of Business and Programs
DRS Technologies
Germantown, MD
01.2016 - 01.2019
- Responsible for leading the line of business (LOB) program management function including full life cycle management (development, production, and sustainment) of the LOB
- Developed processes for identifying, assessing, monitoring and mitigating risk throughout the program/product life cycle
- Ensured proper methods are followed to track program cost, schedules and performance across LOB against established program milestones; reporting the status to management stakeholders on a regular basis
- Develop and implement recovery plans for yellow and red programs
- Worked closely with existing customers, and obtained feedback on the company's performance
- Worked closely with business development, marketing and sales to enhance the business portfolio and provide future opportunities for existing customers and solutions for new customers
- Lead all meetings and the integrated product team (kick-off through project clo
- Managed all external and internal research and development programs within LOB
- Established Program Management team development plan to include coaching, teaching, retaining, attracting, and mentoring for all programs
- Lead monthly program reviews and conducted program reviews that identify root cause and corrective action as well as continuous improvement and financial performance
- Provided methodologies that all program managers could apply with leading verses lagging indicators.
Senior Director, Sales and Business Development
DRS Technologies
Germantown, MD
01.2016 - 01.2019
- Increased Company bookings by 50% over 3 year period
- Increase pipeline of opportunities by 200%
- Managing a large salesforce to include Sales Managers, Account Managers, Inside Sales and Marketing/Communications Team
- Established compensation plans for sales team, tactical and strategic capture plans for five year operating period
- Assisted in closing multiple strategic opportunities, resulting in adjacent market wins for phased array radars, leading to multi-year awards
- Leveraged core products business to capture development of new areas of traditional SIGINT/EW systems, RFDs
- Assisted in developing product roadmap strategy for the Corporate team
- Managed forecasts for sales team and implemented plan for stronger CRM tool usage
- Developed risk mitigation plan for bookings target
- Developed five year forecast plan to support product development programs
- Collaborate with different functional areas of the business to include Engineering, Operations and Finance to determine yearly financial targets.
Manager, International and Domestic Sales
DRS Technologies
01.2011 - 01.2016
- Increased international sales by 20% in two consecutive years as manager of all international sales and domestic territories
- Increased product spotlight internationally and promoted new product sales into larger programs of record worldwide
- Created a large network of in country representatives, resellers and consultants to aid the support and marketing of DRS products
- Managed State Department guidelines on exportability of legacy and new products released into the domestic and international market.
- Established teaming arrangements with domestic partners to target program opportunities in domestic and international markets
- Managed an increasing salesforce and planned numerous marketing campaigns to capture competitors' footprint in legacy programs
- Maintained accurate forecasting to enable quarterly targets for sales bookings and revenue
- Lead ongoing pursuits in advanced programs to leverage and integrate technologies from multiple divisions within DRS, e.g., SIGINT Payloads to include COMINT/DF and Tactical Systems
- Lead and coordinated technical responses in the pursuit of RFI/RFP solicitations with white paper and proposal responses for various agencies, primes, and commercial customers
- Present and demonstrate a wide array of products and systems in house, at trade shows and customer sites, e.g., Analog Tuners, Software Defined Radios (SDRs), narrow and wide band digital tuners covering the HF/VHF/UHF/Microwave bands, Direction Finding, Geolocation systems
- Manage yearly sales and marketing meetings for DRS sales team and domestic/international community
- Train fellow sales team members on new product launches and guidance on system level integration ideas to target different customer bases
- Develop up-to-date marketing and sales presentations for the sales team
- Assisted in the development of strategic planning roadmaps to present to DRS Corporate audience.
Business Development Engineer
DRS Technologies
01.2009 - 01.2011
- Developed trusting relationships with new and inherited customer bases
- Targeted and won new product insertion on several key programs of record.
- Met and exceeded yearly sales quota, closing over $18,000,000 in contracts, accounting for 90% of all new customer wins.
- Prospected U.S prime companies, and government agency contacts on a monthly basis
- Developed and managed relationships with new customer contacts for referrals and new sales
- Exercised proper internal procedures enabling quick results for customer satisfaction on return and repair of products
- Developed key company relationships to insure customer base was being supported satisfactorily
- Provided new business development opportunities to fellow sales account managers
- Aided in forming internal strategic roadmaps and justification of IR&D for next generation SIGINT products by communicating with the existing customer base and researching competitor products
- Managed accurate forecasting targets on a quarterly basis.
Applications Engineer
DRS Technologies
01.2007 - 01.2009
- Self-trained on all legacy and new products to include future product development with no prior knowledge on the DRS RF product line
- Extensive worldwide travel, developing key relationships with commercial and government customers.
- Marketing to domestic and international customer base and providing technical information on all upcoming new products that were approved for export and sold into future upgrades on deployed SIGINT systems.
- Attended Export Compliance Training and Seminars to gain knowledge on ITAR regulations for commerce and export controlled products
- Worked closely with Trade Compliance on TAAs, marketing and demo licenses for all Signal Solutions products to be exported worldwide
- Developed internal and external guidelines to maintain assurance of proper ITAR compliance on all technical data and hardware exports
- Assisted the International Sales Manager in doubling his yearly sales goal
- Increased International Business by over 8%, overall 16% of total business sales.
Electrical Engineer
TES Engineering
Westlake, OH
01.2006 - 01.2007
- Project Engineer lead on multiple contracts throughout legacy customer base
- Lead Electrical Engineer designer internally assigned projects
- Designed and assembled electrical drawings and/or schematics
- Developed conceptual designs for new capture projects
- Developed marketing and pricing strategies in a competitive environment
- Traveled extensively to support customer design meetings and offer technical support.
Education
Master of Business Administration (MBA) - Finance and Management
The George Washington University
Washington D.C.01.2017
BS Electrical & Computer Engineering -
The Ohio State University
Columbus, OH01.2003
Skills
- Strategic planning
- Risk management
- Supply chain negotiations
- Design to cost initiatives
- Program management
- Financial reporting
- Coaching and mentoring
- Continuous improvement
- Lean and process improvement
- Sales management
- Business development
- Forecasting
- CRM tool usage
- International sales
- Marketing campaigns
- Teaming arrangements
- Proposal responses
- Product demonstrations
- Customer relationship management
- Sales account management
- Applications engineering
- Export compliance
Clearance
Active Top Secret Clearance
Certification
- Graduate of CSIS Fellowship program
Timeline
Vice President, Line of Business
Leonardo DRS
01.2019 - Current
Senior Director, Line of Business and Programs
DRS Technologies
01.2016 - 01.2019
Senior Director, Sales and Business Development
DRS Technologies
01.2016 - 01.2019
Manager, International and Domestic Sales
DRS Technologies
01.2011 - 01.2016
Business Development Engineer
DRS Technologies
01.2009 - 01.2011
Applications Engineer
DRS Technologies
01.2007 - 01.2009
Electrical Engineer
TES Engineering
01.2006 - 01.2007
Master of Business Administration (MBA) - Finance and Management
The George Washington University
BS Electrical & Computer Engineering -
The Ohio State University
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