Mark Fenwick

Freelance International Marketer & Field Salesperson

601
Location:Montréal, Quebec, Canada
Profile:https://www.freelanced.com/markfenwick
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MARK H. FENWICK
m.fenwick@fentorre.com +1 514-217-1981 – Montreal, Canada
An experienced international sales and business development manager with quantifiable past performance in top-line B2B growth via multi-million dollar sales contracts. Possessing hands on experience in industrial hi-tech business capture, organic growth strategy design and implementation, focusing on top-line results and RoI generations, accountable for P/L, spearheading the profitable international sales and business development process, notably by;
• Leading A to Z marketing, sales, and business development activities driven and motivated by results
• Being accountable for business capture, top-line results, Return on Investment,
• Bringing products from design to market
• New client capture, and follow-on business capture – has opened many new international markets
• Negotiating and establishing alliances, partnerships, teaming agreements, technology license agreements
• Internal sales team management and agents, dealers and distributor management
• Business capture leadership – bringing together Finance, R&D, engineering to build winning proposals and strategies – proposal management
• Leading and contributing to strategic planning process
• Client relationship management
• Sales force management, development of marketing tools, trade show management
• At all times diplomatic, polished and persistent, building profitable new markets from the ground up
• Culturally attuned to various territories – raised, educated and worked in 5 different countries and travelled globally
• Truly and natively trilingual in English French and Italian – conversant in Spanish – rudimentary German
• Excellent writing and presentation skills – well versed in networking in social and business occasions
Current - Director at Fentorre Systems (freelance)

Formerly
• Director at Canadian Independent Defense Consulting
• Corporate Director at SNC TEC (SNC LAVALIN GROUP)
• Manager, Deloitte & Touche
• Co-founder at CRC INC
Education
• UNIV. LAVAL, QUEBEC CITY, CANADA
• DREW UNIVERSITY, USA
• INSTITUT EUROPEEN DES HAUTES ETUDES INTERNATIONALES, NICE, FRANCE
• Primary/Secondary – ITALY and UNITED KINGDOM
Languages
• Fluent, native, colloquial and business – English, Italian, French – able to conduct business daily as a native, written and spoken
• Conversant – Spanish
RELEVANT EXPERIENCE– Sales and business development in defense manufacturing, hi-tech manufacturing

Experience
Fentorre Systems (freelance) – Montreal, Rome – defense and security marketing and sales advisory
2011 – Present
• Directly accountable for client service
• Spearheads sales and marketing efforts in untapped or under-performing markets
• Designs and implements market penetration and expansion strategies
• Negotiates inter-company agreements for industrial/service collaboration
• Sales compliance assurance - ITAR, FCPA, Marrakech Treaty, Export Licensing, FMS, EU/WTO, off-sets compliance, export compliance, controlled goods compliance
• IRB/Offsets management
• Pre-tender qualification
• RfI/RfP generation and influencing
• Contract management
• Agent and distributor network management
• Senior government and OEM relationship management
Has closed business in the following geographic areas:

USA
Canada
France
Germany
UK
Norway
Italy
Philippines
Sweden
Spain
Netherlands
Bosnia
Serbia
Greece Austria
Australia
New Zealand
Thailand
Egypt
Chile
Czech Republic
Israel
Lithuania
South Africa
Belgium
Republic of Ireland
Brazil
Switzerland

Director, Business Development - Canadian Independent Consulting – Defense/Aerospace marketing and sales agency
2006 – 2011
Responsible for more than $100M in sales - obtained multi-million Euro contracts in new untapped markets
• Reported to the CEO
• Direct DND and PWGSC interaction and sales activities – presentations, demos, etc.
• Responsible for top-line results, pricing and P/L, and budget management
• Directly responsible for client service
• Took client companies from zero sales to multi-million dollar contracts in short span of time in new markets
• Led proposal teams and assigned work-share responsibilities
• Managed area agents and distributors
• Designed business capture plans and tools
• Designed, implemented and executed marketing plans
• Implemented marketing strategy and lead sales efforts in new markets for client companies
• Built RfP teams, assigned responsibilities, took proposal through blue-red- gold team process
• Ensured that RfPs complied with services/products offered
• Directed strategic planning, pricing activities, sales and programme management
• Lead all competitive intelligence/assessment efforts
• Established high level relationships with C level corporate management and military/government officials
• After-bid-award and ACA activities – contract negotiation, performance bond, posting, and delivery schedule negotiations, etc.
• Offset/IRB management
• Responsible for after contract relationship with C level officers and senior government officials
• Managed diplomatic service relationships
• Results – expansion led to x 10 in sales growth in 5 years, to multimillion dollar billing
• Products – Ammunition, small arms, personal and vehicle ballistic protection, military logistics products, night vision products, metal powder technology for small arms.

Corporate Director - SNC TEC (SNC LAVALIN GROUP) –Defense/Aerospace Industrial Manufacturing
2001 – 2006
Contributed to corporate sales growth of 33% in 5 years – built new markets form the ground up
• Reported to the Executive Vice President, Sales, Marketing and Business Development
• Directed all industrial and technology transfer agreements for ammunition/aerospace manufacturing and licensing for the supply of products to DND
• Concluded over 30 international production and teaming agreements with OEMs and suppliers spanning the 5 continents
• Directly accountable for partner company relationships
• Developed new product/service concepts and led them to manufacturing and/or partnering
• Made co-manufacturing and technology transfer a key part of strategic growth plan and obtained international sales and export rights
• Directed and recruited product management group consisting of five product managers
• Established privileged relationships with OEMs in Europe, Africa, Middle East, Asia, and Oceania.
• Relationship management with senior government officials in all continents
• Relationship management
• IRB / Offsets management
• Managed payroll and expense budgets (travel, business development, consultants, agents, etc.)
• In charge of all competitive intelligence activities
• Managed press and government relations
• Result driven – company expansion equaled 33% in organic growth, to over $315M in sales
PREVIOUS
Director, Business Development – DELOITTE & TOUCHE – Strategic Information Research Service
Responsible for over $1.5M in departmental billing and staff of 6
• Reported to the Senior Manager
• Internal aerospace/defense leader
• Responsible for selling and managing aerospace/defence service mandates and client service
• Competitive Assessments – Competitive intelligence
• Market assessments
• Growth strategy design and implementation
• M&A strategies
• Managed team of 5 professionals
• Lead department to multi-million dollar billing
Founder and co-owner - CRC INC.
Established the first Canadian private sector business intelligence firm
• Competitive intelligence investigations
• Mergers & Acquisitions strategies
• Strategic planning
• Growth Strategies for mid-cap industrials and service companies
• Competitive intelligence/business intelligence services in aerospace and defense
Intelligence Analyst - Quebec 2002 Olympic Winter Games Committee
Responsible for competitive intelligence collection, analysis and dissemination

Languages
• Italian (Native), French (Native), English (Native), Spanish (Conversant)
Education
• UNIV. LAVAL, QUEBEC CITY, CANADA
Master's degree studies, International Relations and National Security Studies
• DREW UNIVERSITY, USA
BA (Honours)
• INSTITUT EUROPEEN DES HAUTES ETUDES INTERNATIONALES, NICE, FRANCE
Diploma, International Economics
• WINDSOR BOYS' SCHOOL, WINDSOR, UNITED KINGDOM
A levels
• Primary and secondary education, ITALY
REFERENCES - C Level and senior government references available upon request