Big Sky Partners, LLC

Advisory and Consulting firm dedicated to providing excellent guidance and services to its clients in the Tolling and Intelligent Transportation industry verticals. To date Big Sky Partners’ clients have realized more than $350M in wins in just the past four years.

Managing Partner

Kyra Solutions, Inc.

SVP, Transportation Practice

Q-Free ASA

Managing Director

-  Responsible for developing and implementing business development/capture plan 
-  Work closely with business development, technology and project management staff to improve  
    customer acquisition and retention by building and managing client relationships
-  Lead proposal development, capture and price to win processes
-  Lead product demonstrations and oral presentations
-  Negotiate and close opportunities
-  Coordinate project startups and transition to delivery/project management teams
-  Collaborate with technology and solution leadership in defining market requirements and 
    opportunities for new products, solutions and innovations
-  Work closely with financial and program management staff to facilitate budget planning, resource 
    loading and reporting including pipelines and projections

Vice President, Business Development

TransCore

- Responsible for customer research, analysis, business development of the Mid-Atlantic Region, including Virginia Dept of Transportation (VDOT), Delaware Dept of Transportation (DelDOT), and all other regional tolling authorities.
- Review/Write/Edit Customer Service Center and Violations Processing Center Proposals for submittal to various agencies, including: Transportation Corridor Agencies (TCA), Oklahoma Turnpike Authority, Richmond Metropolitan Transportation Authority (RMTA).
- Supported counterparts in design/development/procurement of toll systems for projects such as: Harris County Toll Road Authority (HCTRA); Orlando-Orange County Expressway Authority (OOCEA); Massachusetts Department of Transportation (MassDOT); Transportation Corridor Agencies (TCA), Dulles-Greenway Toll Road; North Texas Tollway Authority (NTTA).
- Relationships with management within the following authorities: TCA, Dulles-Greenway, NTTA, Port Authority NY/NJ.
- Relationships with major transportation consulting firms including: Atkins, Alvarez & Marsal, CDM Smith, CH2M HILL, FTI Consulting, HNTB, C&M Associates, Inc., HDR Engineering, Inc.  
- Responsible for managing all aspects of the government procurement (RFP/Proposal) process, from acquisition of the opportunity, to researching, writing and delivery of the proposal, to implementation and execution of the different elements once the award had been made.

Director of Operations and Business Development

- Direct/manage all aspects of AutoExpreso (Puerto Rico), a $53M electronic toll collection operation which serves the Puerto Rico Highways & Transportation Authority & the roadway concessionaire, Metropistas, a subsidiary of Abertis..
- Instrumental in developing new revenue streams from projects such as the Dynamic Toll Lane/Bus Rapid Transit (DTL/BRT) projects ($7M); Electronic Vehicle Registration (EVR, $20M); Parking solution for Aerostar (Airport Concessionaire for San Juan Luis Munoz Marin International Airport) and other traffic management solutions.
- Lead team of 3 Business Development Managers with responsibilities covering Latin America & Caribbean region.  Through channel partners, we have secured 8 of the 9 concessionaires’ electronic toll collection (ETC) business in Buenos Aires, Argentina, totaling $9M; secured two pilot programs in Cali and Medellin, Colombia ($1.5M); and pursuing the Corredor Norte and Corredor Sur ETC operations in Panama (est. value of $18M annually).

Director, Operations and Business Development

Lutheran College Washington Semester

Reported to the Dean.  Conceived and developed three business courses for undergraduate studies (Junior/Senior level).
Courses instruct students in analysis and understanding of the dynamic aspects surrounding business in a global economy.  

Topics of study:
-Business in multi-cultural environments
-The pitfalls of cultural ignorance
-Conducting successful negotiations in Europe, Latin America, &amp; Asia
-How to operate effectively in foreign countries (travel, security, business meeting protocols)
-Keys to successful negotiations through analysis and understanding of verbal and non-verbal cues

Business Education Consultant

Arrow Electronics

Established & managed P&L ($51M) for large contract manufacturer and OEM accounts in Automotive and Commercial Vehicle space.  Negotiated multi-million dollar annual contracts with suppliers (Delphi, Molex) and customers that build for GM, Chrysler, Ford, Caterpillar, Volvo-Mack.
-Increased sales in southwest territory by 11% (in market down 35%) by managing activities between the supply chain; account management; and engineering teams in order to provide clients with end-to-end solutions.
-Responsible for managing all aspects of the RFP process, from acquisition of the opportunity, to researching, writing and delivery of the proposal, to implementation and execution of the different elements once the award had been made.
-Instrumental in signing additional suppliers (Amphenol, Yazaki, Tyco) through the collection, analysis, and interpretation of marketplace data.  Forecasted growth for 2009 with these new suppliers is $20M.
-Retained $13M customer and increased overall account profitability by 2%.  Closely aligned with finance and logistics management, developed and analyzed Return on Working Capital and other financial models (ROI, TCO).
-Increased exposure to new opportunities by 30% within Arrow through collaborative effort in design and implementation of CRM database.
-Increased hit rate by 8% on opportunities with smaller customers (<$50K in annual sales) by instructing Inside Account Managers on best practices for obtaining opportunities, establishing and nurturing relationships, managing difficult clients and closing small, medium and large opportunities.
-Collaborated with customers, Arrow accounts receivable team and field sales to improve compliance with net payment terms in order to prevent disruption of product flow to each respective customer.

Business Development Executive/Supply Chain

Molex

Global Account Manager

Quality Screw & Nut

Sr. Account Manager

Hispanic Sports Marketing

Executive Producer

ABC Sports/ESPN Radio

Coordinating Producer

Global Operations and Business Development Executive, bilingual, multi-cultural with experience living and working in United States, Latin America, Europe and Asia.  Successful track record of increasing revenues, reducing costs, and improving customer satisfaction through innovative solutions.

Extensive experience with:
-Strategic Planning and Execution, Business Intelligence, Customer Relationship Management (CRM), Supply Chain Management, Financial Analysis and Program Management.
-Lead in negotiating multi-million dollar global contracts with customers, distributors and suppliers.
-Training, managing, and motivating highly effective teams. 
-Relationships with leaders in diverse industries, including:
Education, Federal Government, Telecommunications, Transportation, Data Storage (mid-range, enterprise), Medical Devices, Consumer Electronics.

Specialties: Clearance:  Secret (Active)

Languages:  

Spanish - Near Fluent; 
Portuguese (Brasilian) - Conversational;  
Mandarin - Beginner;  
French - Beginner

e-mail: cmelton31@aol.com

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