1. Michael P. Coulter
757.621.0253  mp_coulter@yahoo.com
BUSINESS DEVELOPMENT PROFESSIONAL
A technically savvy, results-oriented visionary leader with strong business acumen seeks to
employ expertise in business development and operations management. Coordinates and
collaborates with US and international leaders to solve their complex problems. Highly effective
leader of people and processes, creating rapport with customers at all levels.
Former USAF Officer/Aviator and highly decorated veteran.
Core Competencies:
 Corporate Sales Management  Training & Development  Budget Management
 Business Development  Operations Management  Presentations / Briefings
 Performance Turnaround  Policy Formulation  Risk Management
PROFESSIONAL EXPERIENCE
Pro Concepts LLC, Virginia Beach,VA, 2015 to Present
Business Development Manager
 Provide Business Development strategies for Pro-Concepts Risk Management Products through the
identification of potential market trends and generate revenue by means of new key account
development and management.
 Directly responsible for the identification of long-term organizational strategic goals, building key
customer relationships, identifying business opportunities, and negotiating and closing business deals
by coordinating contract requirements with business operations.
Intelligent Software Solutions (ISS), Colorado Springs, CO, 2009 to 2013
Systems Analyst / Training Specialist (2009 to 2013)
 Corporate representative to customers and associated partners, assisted decision-makers with strategic
planning, funding, etc. in order to meet corporate goals, and internal user advocate.
 Directly supported US and Coalition operations and ISS software products CIDNE, WebTAS,
INDURE, ExerTAS, and ACUMEN. Traveled frequently including to remote locations worldwide.
 Trained command and control plus intelligence applications for theater reporting and helped automate
data mining, visualization, and inferential reasoning for government customers.
 Additional tasks included, but not limited to, developing training materials and requirements for system
enhancements as well as providing classroom and on the job instruction.
Infiltrator Systems, Old Saybrook, CT, 2006 to 2009
Regional Sales Manager,NewEngland
 Selected to reorganize operations in the New England territory. Rapidly attained highest levels of
financial solvency and overall effectiveness during a challenging economic landscape.
 Oversaw successfullaunch of 3 new products, secured new contracts, and expanded existing client base
quickly growing territory by 15% in a market contracting by 29%.
 Attained over $5M in sales in one year, greatly exceeding corporate goal.

2. PROFESSIONAL EXPERIENCE (continued)
Surface Technology Corporation, Baltimore, MD, 2004 to 2006
Marketing Manager, Connecticut (2005 to 2006)
 Orchestrated start-up from sustaining full P&L responsibility, managing all day-to-day business
operations, and locating and putting in place resources to developing business pipeline.
 Identified and negotiated terms for facility, built infrastructure and client base.
 Developed business plan establishing criteria and policies for all functions (operations, project
management, marketing, sales, accounting, customer service, regulatory compliance).
 Generated $1M+ in sales the 1st
year and a contract with nation’s leading luxury home builder.
Regional Sales Manager (2004 to 2005)
 In charge of new sales and servicing of existing accounts with builders throughout the region.
 Converted leads into sales by conducting client meetings emphasizing product attributes and
characteristics within a team environment to carry out a full range of marketing functions.
 Established product selection, pricing, and programs and added revenues by up selling.
 Created strong sales pipeline and increased sales 50% with first year.
MILITARY SERVICE
United States Air Force, Officer and Aviator
“Instructor of the Year” and “Top in Flight Class”
OVERVIEW OF ASSIGNMENTS
Deployable Air Operations Center, Hickam AFB, HI: Chief of Joint Guidance, Air Apportionment &
Targeting. Planned and executed operational capability of Pacific Command $154M Air Operations
Center. Ensured global mission readiness, coordinated aircraft movement, developed operating
procedures, training programs, and airfield inspection, and authored personnel instructions and mobility
training plan. In charge of a $1M budget.
50th Airlift Squadron, Little Rock AFB, AR: Director of Operations and Chief Navigator. Assisted in
flying operations for 200+ aircrew members, scheduled daily missions, and ensured personnel were
qualified and prepared for worldwide deployments. Mentored new Aviators/Navigators, pioneered
indoctrination plan, championed upgrade training, Instructor, and implemented performance standards.
Squadron named “Best Airlift” for two years.
JFACC Commander’s Course, Hurlburt Field, FL: Academic Director conducting training to joint
service personnel (colonels, general officers). Developed, reviewed, organized curriculum and materials,
worked with Navy, Marines, Army, and Air Force to assemble briefings, rewrote lesson plans to
emphasize modern techniques. Provided training to over 7K personnel annually (8 courses, advanced
computer systems/distributed technology), fabricated, furnished first ever real-time response training.
“Outstanding Contributions and Training” award recipient.
EDUCATION
Master’s Degree, Management and Leadership, Webster University, FL

3. Bachelor of Science Degree, Troy University, AL
Graduate, Action Selling Program, The Sales Board, Inc., USAF Academic Instructor Training