Ross Kelly

ross kelly

Independent Business Consultant with 30+ years Aerospace and Defence experience

Turkey

Bio Summary

I am a self-motivated person with a global mind set. I have a vast commercial and technical experience, and knowledge of international aerospace and defence business developed over many years. Particular expertise with leading complex tenders and international collaborations establishing and managing the technology transfer, worksahre agreements, contractual and organisational structures.

This includes working with and leading people of various cultures to work together, negotiating with internal and external teams and stakeholders to achieve objectives within deadlines, with thorough organisational skills.

I have a degree in Management, Technology and Change. A Higher National Certificate in Electronics and certificates for Commercial Negotiation, Contract Management and Finance for Non-Finance Managers.

Employment History

RSKELLY Ltd

Independent Commercial Consultant

RSKELLY Ltd

July 2022 - present

London, UK

Available to provide commercial strategy and expertise to any business and public agency as required. • Commercial business growth. • Major tenders, international collaborations and offset. • Business winning impro ...see more
Leonardo S.p.A.

Vice President - International Business Development

Leonardo S.p.A.

June 2018 - September 2020

Milan, Metropolitan City of Milan, Italy

Introduction of a lean business process to manage the evolution of new business from international market research to identify viable propositions, win strategies and achieving the contracts. • 5 major contracts for a tota ...see more
Leonardo S.p.A.

Vice President - International Business Development

Leonardo S.p.A.

September 2015 - July 2018

Milan, Metropolitan City of Milan, Italy

Introduction of a much-improved sales forecasting process with 80% accuracy from 25% for standard products, with a 50% increase in forecast sales in 2017. • Achievement of annual sales of up to €1.6B and milestone achiev ...see more

Selected Project Experience

Project Description:
Various major new business projects.

Industry: Aerospace & Defense

Topic(s): Business Acumen, Commercial Management, Agile Project Management, Collaboration, Adaptive Leadership

Project Description:
Joint Development Program between the Government of Italy and UK. Development of the EH101 helicopter by Agusta helicopters and Westland Helicopters. Facilitate the joint work share across design, development, production, logistic support and training. Development of specific procedures for the 2 companies, each with an assembly line, to work together seamlessly. Develop the data exchange rules for design, production and logistic support. Manage the exchange of design data and hardware for the prototype helicopters. Resolve conflicts to keep the program moving forward.

Industry: Aerospace & Defense

Topic(s): Cross-Functional Collaboration, Project Collaboration, Culture Transformation, Agile Management, Cross-Functional Team Leadership

Project Description:
Licensed Production in Japan Tender and project management for the transfer of final assembly of AW101 helicopter to Kawasaki Heavy Industries. Contract and License Agreement; Transfer of Technology - technical data, services and training; Workshare Agreement and Statement of Work; Software change capability; Production kits; Pricing and approvals.

Industry: Aerospace & Defense

Topic(s): Technology Transfer, Project Collaboration, Interdisciplinary Collaboration, Agile Leadership, Commercial Focus

Project Description:
New Helicopter Program Collaboration between Italy and Turkiye for the creation of a new Turkish helicopter with Turkish Government Procurement Agency, Turkish Aerospace Industries and Aselsan. Contract and Collaboration Agreements; Transfer of Technology - technical data, services and training; Workshare Agreement and Statement of Work; Workshare & kits; Pricing and approvals.

Industry: Aerospace & Defense

Topic(s): Collaboration, Agile Leadership, Technology Transfer, Commercial Focus

Project Description:
Establish New Business Management Team Following a reorganisation, establish a new team to manage international Government tenders, bids and pricing for all AgustaWestland products and services across Italy, UK, Poland and USA sites. New team of 30 staff created; Managed the update to existing procedures to simplify processes and approvals to be more efficient and responsive to the external and internal stakeholders

Industry: Aerospace & Defense

Topic(s): Cross-Functional Integration, General Sales Practices, Adaptive Leadership, Distributed Team Management, Commercial Focus

Project Description:
Improve Sales Forecasting Improve the sales forecasting from 25% accuracy to greater than 75%. Introduced a sales pipeline through survey of the sales team, sales reporting and a one-off worldwide strategic planning exercise with the sales team. Created a 'Probability to Win' process to evaluate the top opportunities for specific management. Achieved greater than 80% sales forecasting and improved order intake by more than 50% in the first year.

Industry: Aerospace & Defense

Topic(s): Client-Specific Sales, Cross Product, Cross-Functional Coordination, Commercial Focus, Competitive Sales

Project Description:
Increase Sales Orders for Major High Value Government Programs Improve win rate to 1-2 major programs wins from zero in previous years. Introduce a lean business process to manage the evolution of major new business opportunities. Performed strategic planning and international market research to identify viable propositions, win strategies and achieving the contracts. Introduced a 3 gate process to identify specific investment required to obtain budget approval. This enabled the objective of 1-2 major contracts per year to be achieved.

Industry: Aerospace & Defense

Topic(s): Cross-Functional Collaboration, Competitive Sales, Closing (Sales), Complex Sales, Business Leadership

Project Description:
First Prime Contract with Government of USA Tender for US Navy Requirement for Training Helicopters. Commercial Management for the tender at the USA facility, with integration back into Europe. Obtained advance provisioning budget to achieve the delivery requirements. Developed the 'Small Business Plan' to increase US content. Managed the overall process for competitiveness and alignment with internal procedures. Contract was awarded.

Industry: Aerospace & Defense

Topic(s): Competitive Sales, Commercial Focus, Cross-Functional Coordination, Business Leadership, Client-Specific Sales

Project Description:
Foreign Military Sale (FMS) & Foreign Military Financing Sale (FMF) Requirement for training helicopters, simulators and performance based logistic support, in collaboration with an in-country local company . Completed the FMS contract and negotiations with the US Army. Completed the FMF pricing audit with the US Defence Contract Management Agency (DCMA) with adjustment only for inflation factors.

Industry: Aerospace & Defense

Topic(s): Foreign Military Sales, Client-Specific Sales, Cross-Functional Integration, Agile Leadership, Business Leadership

Education

Bachelors

The Open University

1991

Language Skills

Country Experience

Brunei Darussalam Italy Japan United States South Korea United Kingdom Turkey

Skills

Media and Writing

Content Management

Physical and Inherent Abilities

Adaptive Leadership

Business

Commercial Focus,

Cross-Functional Collaboration,

Cross-Functional Coordination,

Cross-Functional Team Leadership,

Business Management,

Contract Finalization

Information Technology

Cross-Functional Integration

Sales

Client-Specific Sales,

Closing (Sales)

Industry Experience