Christopher Murrell

Trailblazing business executive with 15 years of experience leading profitable program execution and revenue growth in highly competitive global technology, aerospace, and defense markets (United States, Asia Pacific, Middle East). 

Experienced General Manager Successful at Managing Profit and Loss: Strong financial acumen with extensive experience managing the day-to-day operations of technology and services businesses. Currently managing 170+ team members and generating $25M+ USD in annual revenues. Respected for taking ownership of results and empowering team members with the information and resources required to exceed annual financial goals and manage execution risk.

Renowned for Global Market Expansion: Unparalleled international business acumen with extensive experience in leading teams to open greenfield markets and win new projects. Secured more than $315M+ USD in new international orders including Japan ($97M USD), South Korea ($87M USD), Taiwan ($32M USD), Brunei ($22M USD), Singapore ($60M USD), Indonesia ($10M USD), Thailand ($5M USD), and Oman ($5M USD). 

Proven Program Manager Capable of Exceeding Profit Goals: Generated $47M USD in profit from 2015-2023. Exceeded profit projections by more than 10%, with 100% of new programs achieving planned profitability. Known as a bottom-line focused leader who grows profits by taking ownership of cost baselines, successfully developing client relationships, and leading transparent collaborations across departments (engineering, integrated supply chain, contracts, and finance.)   

Cubic Corporation w San Diego, CA, Tokyo, Japan & Singapore w 2008 - Present

$1.5B USD World leader in developing/delivering aerospace, defense, and public transportation systems

General Manager, Cubic Technologies Singapore and Regional Director APAC (2021-Present w Singapore)

• Operations Management: Accountable for financial planning and day-to-day decisions of Cubic Technologies Singapore, an engineering and services company of 170 team members, generating $30M+ USD in annual revenues.
• Profit and Loss: Responsible for full profit and loss of 13 ongoing operations and sustainment service contracts and four design and build engineering programs. Met or exceeded profit goals in each of the last three years.
• Winning New Business: Directly responsible for managing a $1B USD pipeline of new business opportunities across 10 Asia-Pacific countries. Led cross-functional teams of business development, engineering, manufacturing, contracts, and cost-estimating to bid on and win more than $100M USD in new programs since 2021.  

Notable Contributions:

• Increased year-over-year profits by 30% through initiatives to reduce overhead and operations costs. Reduced overhead costs by cutting the size of the office footprint. Reduced operating costs by leading initiatives to implement cross-training of employees, introducing part-time on-call working options, and tightly controlling material spend. 
• Grew year-over-year revenue by 30% by winning new projects in Brunei ($22M USD), Oman ($5M USD) and Singapore ($50M USD). Led cross-functional teams of business development, engineering, manufacturing, contracts, and cost-estimating to bid and win new programs. Directly responsible for seeking bid approval from the Board of Directors.
• Improved employee retention and company performance by leading change management across the company.
• Successfully transitioned-out prior General Manager (company founder) with zero impact on financial performance.  
• Introduced and implemented companywide retirement and internal promotion policies to build future leaders.  
• Sponsored a companywide recognition program to ensure high performers were recognized. 
• Hired new employees from outside the organization to strengthen key technical and operational gaps. 

Director, Operations (2019-2021 w Tokyo, Japan)

• Operations Management: Responsible for the day-to-day tactical operational support provided to customers across Northeast Asia (Japan, Korea, Taiwan). Ensured customer issues were immediately addressed and resolved. 
• Program Management: Oversaw the execution of regional programs in Korea ($85M USD), Taiwan ($27M USD) and Japan ($10M USD). Responsible for on-time and on-budget project delivery. Met 100% of on-time delivery goals.
• Pipeline Expansion: Increased Cubic’s pipeline by 500% in Northeast Asia, spearheading the development of sales agent, reseller, and local industry partnerships.       

Notable Contributions:

• Unlocked the Korean market by serving as the driving force behind Cubic’s successful 6-year long capture of the Republic of Korea Air Force’s (ROKAF) $84M air combat training program. Award culminated in unseating the incumbent and unlocking a $100M+ future pipeline. 
• Led a cross-functional, remotely dispersed team of Customer Service, Engineering, Business Development, Quality, Finance, Cost Estimating, Contracts, Legal, and Supply Chain experts to submit $200M+ USD in annual proposals. Proposed solutions from across 5 different business units specializing in: satellite communications; tactical datalinks; command and control communications; live and virtual training; and operations services.
• Transformed how the company actions new proposals by collaborating across the organization to introduce an improved proposal kick-off process. By increasing transparency early and mandating a standard proposal process, response times decreased by 2+ weeks.     

Director, Business Development (2018-2019 w Tokyo, Japan)

• Business Development: Responsible for annual orders pipeline of $20M USD in Northeast Asia. 
• Capture Manager: Led efforts to identify and capture new business across all five of Cubic’s business units: Simulation and Training, Global Solutions, Autonomous Systems, Communications and Computing, and Digital Intelligence.  
• Pipeline Management: Directly responsible for managing a multi-year pipeline valued at more than $500M USD. Led all new business development activities to ensure proper progression of opportunities from Identification to Contract Award.
• Strategy: Developed winning business strategies by leveraging unmatched customer, culture, and product knowledge to identify customer needs, shape requirements, influence acquisition models, and develop price to win analysis.    
• Discretionary Spend Management: Responsible for planning and oversight of discretionary funding to support proposals, demonstrations, and contract negotiations. Annual budget valued at $1M USD.    

Notable Contributions:

• Booked $20M USD in new orders across Northeast Asia: Japanese Defense Force, Korea Air Force, and Taiwan Army. 
• Led the development of more than $140M USD in new proposals. Delivered to clients within the Japanese Air Self Defense Force, Republic of Korea Air Force, and Taiwan Army and Navy.   
• Planned and conducted in-country demonstrations of Cubic’s latest generation hardware and software solutions.  

Senior Manager, Business Development (2015-2018 w Tokyo, Japan)

• New Pipeline Development: Led cross-functional team of Engineers and Program Managers to develop customer engagement strategies and product demonstrations culminating in a pipeline of $100M USD in qualified opportunities.
• Capture Manager: Performed Business Development best practices by using Sales Force and Altify to track and evaluate future opportunities. Conducted regular opportunity gate reviews to move opportunities through the pipeline.
• Customer Facing: Developed strong relationships with end-users and acquisition agencies to influence customer planning budgets, timelines, and requirements. Responsible for articulating customer needs to align internal stakeholders.

Notable Contributions:

• Built and led a ‘best in class’ network of local partners, sales agents, and resellers across Northeast Asia to pursue multiple simultaneous opportunities, engage with clients, and gain critical market intelligence.    
• Awarded more than $30M USD for new orders in Japan by the Japanese Ministry of Defense. Solidified Cubic’s position in the market by ensuring unmatched post-delivery support.    
• Awarded $30M USD design & build and technical transfer contract by the National Chung Shan Institute of Science and Technology (Taiwan). Opened a greenfield market for Cubic that resulted in $30M+ USD in new orders.   
• Established cooperative relationships and pursued technical transfer opportunities with local partners to position Cubic as a preferred supplier for various programs. Partnerships include Mitsubishi Electric, Kawasaki Heavy Industries, Korea Aerospace Industries, and the National Chung Shan Institute of Science and Technology (NCSIST).   

Manager, Business Development (2014-2015 w San Diego, California)

• Capture Manager: Responsible for $15M USD annual bookings across multiple U.S. and international opportunities. 
• Customer Engagement: Responsible for engaging with prospective customers and industry contractors at meetings, conferences, and industry days. Respected for clearly articulating the voice of customer in all internal meetings.  
• Discretionary Management: Responsible to manage $2M USD in annual Selling Expense and Bid and Proposal spending.  
• Strategy Development: Participated in strategic and capture planning including the development of pricing and win strategies, identifying teaming decisions, and leading the capture process. 

Notable Contributions:

• Led the creation of $15M USD in winning proposals for the company’s next-generation C4ISR and training solutions. 
• Generated and presented 50+ technical and program briefings to potential clients to promote company capabilities, cultivate relationships, validate opportunities, and transmit strategic messages. 
• Planned and executed three major U.S. trade shows representing $1M+ USD in investment. Directly supported customer engagements by delivering live demonstrations of Cubic’s technologies. 

Senior Representative, Business Development (2013-2014 w San Diego, California)

• Annual Bookings Management: Collaborated with Program Managers and Senior Executives to identify new programs and customers supporting $100M+ USD in annual product line bookings. 
• Client Engagement: Represented Cubic at customer meetings, industry associations, industry days, and trade shows to acquire detailed knowledge of the market, customer requirements, and to shape Cubic offerings and investments.
• Proposal Writer: Responsible as lead author for various sections of U.S. government technical and management proposals.  
• Technology Roadmaps: Administered $5M USD in product line internal research and development investment. Partnered with engineers, senior leaders, and users to create and present technology roadmaps that aligned investment to market needs. 

Notable Contributions:

• Negotiated contracts for more than $10M USD for new programs with the United States Air Force, United Arab Emirates (UAE) Air Force, and the Polish Air Force.  
• Planned and executed product demonstrations to customers worldwide including the United States, Oman, Qatar, UAE, Japan, and Australia. Able to provide expert-level demonstrations of complex software and hardware.   

Representative, Business Development (2010-2013 w San Diego, California)

• Annual Bookings: Booked more than $20M USD in new orders for the company’s next-generation training systems. 
• Capture Manager: Managed capture and proposal gate reviews for new pursuits within the U.S. Department of Defense and international customers in Germany, Egypt, Italy, and Indonesia. 
• Mergers & Acquisitions: Managed merger and acquisition activities including target identification, due diligence, and valuation. Presented valuation models, risk assessments, and market analysis to the executive leadership team.  

Notable Contributions:

• Authored significant technical and management portions of successful United States Army proposals valued at more than $100M USD. Company expert on the assessment and presentation of product Technical Readiness Levels.   
• Supported the successful acquisition of three small businesses valued at more than $60M USD.

Analyst, Business Strategy & Marketing Research (2009-2010 w San Diego, California)

• Market Intelligence: Created market and competitor intelligence research supporting a business unit generating $400M USD in annual revenues. 
• Capital Allocation: Developed business cases and financial models to support senior management with strategic capital allocation decisions valued at more than $50M USD. 
• Mergers and Acquisitions: Responsible for the identification, screening, and evaluation of potential merger and acquisition candidates. Supported pre and post offer due diligence for acquisitions valued at $250m+ USD. 

Notable Contributions:

• Delivered monthly Competitor Notebook to senior leaders, capturing changes in market dynamics, summaries of competitor financial and program performance, and customer intelligence. 
• Developed bookings and revenue “waterfalls” to evaluate acquisition targets for growth potential and strategic fit.
• Increased the company’s probability of win on new proposals by 15% by developing price to win analysis and leading “Black Hat” reviews to assess the relative strengths and weaknesses of the competition. 

Intern, Strategy and Business Development (2008-2009 w San Diego, California)

• Market Research: Collaborated with senior leadership to identify and strategize new business opportunities across the U.S. Department of Defense program officers and engineering laboratories. 
• Marketing Effectiveness: Analyzed the corporate marketing strategy and advocated for a shift to digital media including a focus on creating and delivering new digital content such as videos, whitepapers, and on-line and infographics.  

Notable Contributions:

• Presented original research to senior leadership including business cases for new investments and financial modeling calculating return on investment (ROI). 
• Initiated a digital media campaign that doubled the amount of on-line marketing content developed by the company.  

US Airways (now American Airlines) w San Diego, CA, w 2007 - 2008

$17.3B USD Annual Revenue - Publicly Traded Major International Airline 

Passenger Service Representative (2007-2008 w San Diego, California)

• Engaged with 4,000+ passengers daily providing customer service at ticket counters, gates, and baggage service areas. 
• Served customers by providing check-in, aircraft boarding and deplaning, ticketing, baggage service, and rebooking. 
• Knowledgeable in all airline safety and security procedures to ensure smooth operation and customer satisfaction. 

Notable Contributions:

• Demonstrated ability to work under time constraints with minimal supervision and meeting on-time performance. 
• Demonstrated an ability to regularly handle unruly, angry, and upset passengers by developing creative solutions.  
• Recognized for empathetic approach to assisting ill, handicapped, elderly, injured, and small children passengers. 

Master of Business Administration (MBA), Finance, University of San Diego, 2010

Bachelor of Arts, Political Science,Willamette University, 2005