Charles Steven Below

Huntsville, Alabama 35803 Telephone: 256.508.3601

Email: belowsc@att.net

VP/Director of Technical OEM Business Development & Government Contracts Specialist

Specialty Areas
Identifying Niche Sales Opportunities Creating Strategic Partnerships/Alliances Start-up/Turnaround Situations
Client Relationship Management (CRM) Building Client Loyalty Relationship/Solution Selling Conflict Resolution
Bachelors Degreed, VP/Director of technical OEM Business Development & Government Contracts Specialist, with
more than 20+ years of revenue generation experience in identifying strategic avenues that have strengthened new and
existing business initiatives for organizations ranging from $12 million to $850 million in revenue.
Experience encompasses serving as Program and Capture Manager for Analytical Services, Inc. in Huntsville, Alabama,
charged with managing 16 direct reports providing independent evaluation on US Air Force Battlelab programs with an
operational budget of $12 million.

Career Highlights

Developed relationships within government program offices leading to significant input into program requirements
resulting in two direct awards totaling more than $850M.

Designed and developed a custom Graphical User Interface (GUI) for the West Palm Beach Tax Assessors office which
merged information from an Oracle database, a Geographical Information System (GIS), and a Computer Aided Drafting
(CAD) program into an efficient and easily modifiable format, resulting in increased departmental efficiency, elimination
of duplication errors and a significant decrease in training time and costs.

Formed and trained teams at the Engineering Support Directive (ESD), a branch of the Aviation and Missile Research
Development Engineering Command (AMRDEC), to develop standard operating procedures, collect data and document
all internal operations for ISO 9001:2000 certification. Consequently, task was completed successfully on first audit, in
less than 12 months and ESD became the first branch within the RDE command to become ISO certified.

Leveraged past performance and customer relationships to grow divisional Full Time Equivalent (FTE) 30%, resulting in
a 40% increase in revenue over a period 30 months.

Successfully built and lead a highly profitable multi-site division providing independent verification and validation on
emerging technologies for various military organizations. As a result, transformed a single task, single individual level
effort into a profitable and sought after business unit.

Benefit Statement
A convincing and credible communicator with a 20+ year track record of accomplishments in new business development,
client relationship management and forming strategic partnerships/alliances that consistently reduce operational costs while
increasing bottom-line profitability.

Key Areas of Competencies

Sales Leadership by Example

Multiple Program Management
Conducting Client Needs Assessments
Forming & Leveraging Strategic Alliances

New Business Development

Creating a Shared Sales Vision
Support Multiple Business Locations
Ability to Coach, Motivate & Mentor Others

Charles Steven Below

Professional Experience & Accomplishments
AAR, Huntsville, Alabama

(Current employer) 2013 to Present

(Specializing in the manufacture and development of rapidly deployable shelters, shipping/storage containers, and pallet systems for the
armed forces, disaster relief, and peacekeeping forces globally)

Executive Director of Business Development Lead and oversee the development and growth of profitable new
business, develop and maintain effective key agency relationships, create sales and marketing plans and budgets.

Established a Sole Source Provider agreement with the Joint Special Operations Command (JSOC) at FT Bragg resulting
in annual service and maintenance revenue exceeding $750k

Developed relationships within government program offices leading to significant input into program requirements
resulting in two direct awards totaling more than $850M

Negotiated Preferred Vendor status with key businesses and Original Equipment Manufacturers (OEM)

Below the Radar, Huntsville, Alabama

2010 to 2013

(First operational brewpub in the state of Alabama)

Founder and Owner Responsible for hiring managers and staff, coordinating build-out of facility, acquiring all licenses
and certifications, head of brewing operations.

Successfully lobbied Alabama state legislature to modernize brewery laws and regulations

Co-founder of the Alabama Brewers Guild

Pesa Switching Systems, Huntsville, Alabama

2012 to 2013

(Leading provider of audio/video connectivity)

Global Product Manager | Director of Business Development Developed a global strategy for marketing and
sales of three new and innovative product lines.

Initiated a Value Added Reseller (VAR) program to aid in the marketing, sales and distribution of product line

Extended marketing channels into Asia, South America, Central America, Canada and Europe

JBM, Huntsville, Alabama

2006 to 2011

(Industry leader in providing high quality training, diagnostics, and maintenance support for deployed digital systems and tactical
radars)

Director of Business Development and Strategic Partnerships Scope of duties consisted of planning, developing and
implementing effective marketing and business development strategies/policies and developing potential new revenue
opportunities with 3rd parties and other strategic business alliances.

Provided proposal support and subject matter expertise resulting in contract awards totaling more than $120M and a 50%
increase in full time equivalents

Managed sixty Field Service Representatives supporting every Forward Operating Base in Iraq and Afghanistan during
Operation Iraqi Freedom and Operation Enduring Freedom

Developed and implemented corporate marketing strategy

Analytical Services, Inc., Huntsville, Alabama

1994 to 2006

(ASI helps government agencies gain technical insight and predictability, and provides complete engineering analysis to overcome
challenges and minimize risks faced by federal customers)

Director of Business Development | Program Manager Responsibilities included developing comprehensive marketing
plans for government and defense-based organizations, AMCOM Express capture lead, and program manager for the

Charles Steven Below

independent evaluation of Air Force Battlelab programs. Served as technical lead for the US Armys Automatic Diagnostic
Improvement Program.

Worked closely with US Army customer in developing and implementing the Army Diagnostic Improvement Program
(ADIP) resulting in increased operational capability and reduced Mean Time to Repair (MTTR) and Mean Time Between
Failure (MTBF)

Lead team responsible for creating strategy resulting in the successful award of prime contractor in the small business
category of the AMCOM Express omnibus contract vehicle

Implemented and maintained the quality management system

Profitably marketed and transitioned advanced optical technology from a cancelled government program into new and
emerging technologies, thereby saving time in research/development, flight worthiness certification and overall program
costs

Education/Professional Development & Certifications

Electrical/Optical Engineering, Clemson University, Clemson, South Carolina
Electrical Engineering, Rochville University, Gaithersburg, Maryland
Information Management/Technology, University of Phoenix, Phoenix, Arizona
ISO 9001:2008 Lead Internal Auditor and Trainer
CMMI
Shipley Associates: Capturing Federal Business
Shipley Associates: Winning Strategic Business
Shipley Associates: Positioning to Win

Endorsements
Steve's dedication to the team and to the customer proved to be one of our key reasons for obtaining military, NATO, and
commercial orders. His professionalism and insight helped to grow the business, while his outstanding people skills and
concern for the customer contributed greatly to keeping good customers. He will bring a positive attitude and a wealth of
knowledge to any team.
Pat Griffin, Director, PEI
Steve is a highly capable, very likeable and people oriented business developer. He is quick to help where and when it is
needed. He provides superior products on time, never misses deadlines. Steve helped me to complete time sensitive products
on numerous occasions. A quick study, you can turn work over to Steve and be confident it will be completed in a
professional manner.
Lloyd Hamashin, Director Joint IO Programs - JBM
Steve is a consummate professional. BTI has worked closely with Steve on several proposal activities. He is a very detailoriented professional. We look forward to many more opportunities for collaboration with Mr. Below.
Tim Brockwell, President, BTI
Steve has many qualities that make up a good leader. People skills are high on his list and one that sometimes is left out
that is so important. Duty, performance, follow through and vision make up Steve's demeanor.
Yvonne Boyington, VP of Conventions, Huntsville/Madison County CVB