915 Fostoria Drive
Melbourne, FL 32940
MICHAEL OPHEIM
817.243.9232
mike_opheim@yahoo.com
SENIOR SALES & BUSINESS DEVELOPMENT PROFESSIONAL
Sales Team Training & Leadership / Key Account Relationship Management / International Business
Senior Sales and Business Development leader with proven success in creating programs, developing strategies,
leading teams, establishing partners, cultivating relationships, and generating millions of dollars in annual revenue.
Combines expert strategic planning, business planning, and leadership competencies with a track-record of delivering
strong financial results and profitable growth. Highly productive performer able to personally driving new business
while developing and mentoring experienced salespeople. Strong presentation, negotiation, and closing skills.
Expertise includes:
Business Development
Account & Territory Management
Sales Forecasting / Product Marketing
Team Training & Development
Business Aviation Products & Services
Sales Cycle Management
Market Analysis
Channel & Partner Development
Strategic Planning
PROFESSIONAL EXPERIENCE
Satcom Direct, Satellite Beach, FL
2011 to 2012
Privately held company founded in 1997 that provides global satellite communications to business aviation, military aviation,
general aviation, land mobile, and maritime customers.
Vice President, Dealer Development (2012) / Vice President, Business Aviation Sales (2011-2012)
Successful 17-month tenure with the organization. Hired to lead outside/inside sales team and manage Program
Manager while personally driving new OEM business and managing key account relationships. As VP, Dealer
Development, established a Dealer Network to promote company products/services.
 Created and led partner/dealer program to generate long-term growth. Directed mobile application program
development, established hardware sales channel, and developed/cultivated key OEM relationships; secured
10 new dealers in 3-month period (14 after 6 months; achieved 50% of 3-year goal in first 6 months).
 Exceeded personal revenue target of $21M by 6% while leading sales team to consistently achieved/surpass
sales goals. Successfully hired, trained, developed, and mentored sales team.
 Directed Program Manager to facilitate organizational goals and business objectives. Increased efficiencies and
improved customer tracking by working in cooperation with Engineering to establish dealer portal.
MarathonNorco Corporation, Waco, TX
2009 to 2011
Division of TransDigm (NYSE: TDG); Company develops, distributes, and manufactures commercial and military aerospace
components – More than 2,300 employees, approximately $800M in 2010 revenue.
Director of Sales and Marketing
Recruited by the organization to lead a 10-person sales and marketing team (inside/outside sales reps and
product line managers) to drive US and international business; sold Aircraft battery products to distributors and
airlines. Personally established and cultivated major account relationships.
 Directed team to achieve record revenue production in 2010 (exceeded $52M target by 4.2%; ontrack to exceed 2011 revenue goal); provided strong leadership that boosted morale and improved performance.
 Managed complex, high-dollar sales process, from initial client consultation through all phases of negotiation to
final sales closing. Utilized a consultative sales approach to cultivate key client/partner relationships.
 Created a high-impact, high-yield cross-training sales program for inside reps to accelerate immediate and longterm growth.
 Developed, and implemented strategic programs and initiatives (marketing, e-commerce, etc.) that increased
organizational efficiency, reduced expenses, and generated significant revenue growth.
MICHAEL OPHEIM
Page 2
mike_opheim@yahoo.com
Rockwell Collins, Fort Worth, TX / Wichita, KS / Cedar Rapids, IA
1985 to 2009
(NYSE: COL) Large US-based international company that provides avionics and IT systems and services to governmental agencies
and aircraft manufacturers – S&P 500 Company with approximately 20,000 employees.
Director of Sales, Eastern U.S. and Latin America, Fort Worth, TX (2004 – 2009)
Dealer Sales Manager, Fort Worth, TX (2002 – 2004)
Regional Sales Manager, Fort Worth, TX (1999 – 2002)
Central Region Sales Manager, Wichita, KS (1994 –1999)
Regional Airline Marketing Manager, Cedar Rapids, IA (1991 – 1994)
Flight Dispatcher, Cedar Rapids, IA (1985 – 1991)
Promoted through a series of increasingly responsible leadership positions based on strong performance.
Earlier career responsibilities included developing annual budgets, ensuring pilot safety, creating sales and dispatch
programs, collaborating with cross-functional employees, leading sales team throughout a 12-state region
(included 3 OEM’s, 4 major regional airline accounts, 60+ dealers/distributors, 3,000+ corporate flight departments),
and more. As Regional Sales Manager (1992-2002), selected to re-locate to newly created OEM (Galaxy Aircraft Co.);
cultivated key account relationships while concurrently leading sales team. As Dealer Sales Manager (newly created
role), responsible for Latin American sales, key OEM’s and Regional Airlines, and the company’s largest dealer
network customer (Garrett Aviation). Final promotion in 2004; responsible for 7 Regional Sales Managers
and all Aftermarket cockpit and cabin installation Sales ($40M annual sales). Extensive international travel.
 Led Regional Sales Managers to exceed revenue targets (21% within first 12-months; 13% overall growth
rate) while personally cultivating account relationships throughout the Mexico territory; team won major
pursuits such as FAA $30M, C-12 $30M, and C-12R $20M.
 Exceeded $6M personal revenue target by 40% and 8% in 2003 and 2004, respectively, and was awarded
“Aftermarket Sales Manager of the Year” (10 Sales Managers eligible) in 2003; sold first High Speed Data
installation and secured installation of 10 each FDS-2000 Systems for Mexican Air Force PC-7.
 Utilized a solutions-based, consultative sales approach to successfully land new Program business with key clients;
ranked #1 Regional Sales Manager from 2000 to 2002. Won Program with Galaxy that made Rockwell
Collins Flight Management systems standard equipment on the G-2000.
 Worked in cooperation with dealers to promote the FDS-2000 system. Secured the only 5 display retrofit for the
Hawker 700.
 Trained, mentored, and led sales team and support engineers to deliver strong and sustainable results
throughout competitive regions; consistently achieved/exceeded $20M+ annual target (1994-1999).
 Won standard position of Proline 21 on the Cessna CJ1 (first Proline 21 win in company’s history; currently the
standard on CJ line of airplanes).
EDUCATION / AFFILIATIONS / TECHNOLOGY
UNIVERSITY OF DUBUQUE, Dubuque, IA
BA in Aviation Management and Business Administration
(Obtained pilots license as a curriculum requirement)
FORMER ADVISORY BOARD MEMBER: Kansas State University Aviation
Proficient in Microsoft Word, Excel, PowerPoint