Mathieu Lauga

FuelCell Energy is a global leader in fuel cell technology with the mission to enable a world empowered by clean energy.
FuelCell Energy's ambition is to deliver a more sustainable future by decarbonizing power and producing hydrogen around the world. The company's platforms can help businesses and communities with power generation, water production, carbon capture and green hydrogen production.

Responsibilities:

• Spearheading the company's expansion efforts in the Middle East and Southern Africa
• Developing a BD strategy for Molten Carbonate Fuel Cell, Solid Oxide Fuel Cell (SOFC) and Solid Oxide Electrolyzer (SOEC)
• Developing high level relationships with C-level executives, governing bodies, and all the national champions to build a strong pipeline of opportunities
• Establishing strategic partnerships for maximum market penetration
• Driving growth through strategic initiatives and market expansion
• Structuring multi-million dollar deals
• Representing the company at conferences, exhibitions and with various organizations and establishing a strong presence of the company regionally
• Maintaining awareness of market trends and competitive landscape

TotalEnergies Renewables DG is part of the Gas, Renewables & Power division of TotalEnergies, the biggest French market capitalization and one of the largest energy companies worldwide.

Responsibilities:

• Leading Solar Distributed Generation with Business Development, Sales in the UAE
• Extending and maintaining a network of partners, co-developers, consultants, EPC companies
• Identifying trends and gathering market intelligence to improve hub’s strategy
• Targeting strategic clients and projects and establishing long-term relationships
• Managing proposals and tenders from pre-qualification to award for large size DG projects (rooftops, carparks)
• Negotiating PPA / lease agreement with clients
• Preparing presentations to top management for approvals on project investment(s) / acquisitions(s)
• Acting as the key interface between the client and all departments (technical, legal, project, finance, compliance, etc..)

Achievements:

• Closed 25+ MWp of projects in 3 years with local and international key accounts such as DHL, Seven Seas Group, Nakheel, etc..
• Awarded a 13+ MWp project (largest DG project in the UAE since 2020) to be closed by the end of 2021
• Exceeded targets by 140% on average in 3 years
• Converted to wins 30% of the tenders submitted

Eversendai Offshore, part of the Eversendai Group (Malaysia), is an EPC contractor specializing in complex steel fabrication projects in the fields of Oil & Gas / Energy in the Middle East.

Responsibilities:

Business Development

• Led BD activities for Oil and Gas (Jackets, Topsides, Modules), Marine (Drilling jackup rigs, Self-propelled jackup barges / Liftboats) and Renewables (Offshore Wind, Solar, Waste-To-Energy)
• Built up enquiries for bid submissions ($2 billion+ tender book)
• Supervised the pre-qualification process with Operators, IOC’s, NOC’s, EPC’s that were essential to the future success of the company (Pre-qualified with Saudi Aramco (#9COM), ADNOC, QP, Petrofac…)
• Established and built relationship with existing and prospective clients
• Sought agents, partners to increase business opportunities
• Supported business development activities of Vahana Offshore (Eversendai Offshore's sister company) with her first self-propelled jackup, Vahana Aryan

Market Intelligence

• Presented to CEO / COO business trends / opportunities (geographical, sectorial) to formulate strategies to position the company
• Maintained a thorough knowledge of current market, trends, new developments, competitor and prospect activity
• Kept track of expansion plans and strategies of clients
• Carried out comprehensive market research to gauge client requirements

Marketing

• Prepared and attended industry functions such as exhibitions, events, conferences, fabrication yard visits to promote the company
• Led the marketing / communication activities with email campaigns, newsletters, interviews…
• Performed SWOT analysis, interpreted data and made recommendations

DFT has three strategic business units: Hazardous Area, Fluid and Ultraviolet technologies. DFT provides high quality products & systems, including off the shelf and bespoke solutions, which are supported and serviced worldwide from the UAE-based service centre.

Responsibilities:

• Gathered intelligence on the offshore drilling jackup market in the Middle East
• Assessed the market and communicated key trends, changes to the management to influence the direction of the company
• Nurtured key accounts (drilling contractors) and visited potential clients
• Developed a network of contacts within the Oil&Gas arena
• Represented the company at relevant events, conferences, trade fairs
• Developed awareness of DFT products, solutions capability and value proposition for hazardous area lighting (Hadar) and helideck lighting solutions & aids to navigation (Orga)

As a subsidiary of the VINCI group, Nymphea Environnement (Nymphea Middle East in Dubai) has 3 core activities:
- Design and construction of marine drones (RSV)
- Exploration and production of submarine springs of freshwater
- Prevention and management of pollution at sea

Responsibilities:

• Set up the branch office in DMCC free zone (JLT)
• Strongly involved in developing the company strategy in the Middle East
• Took responsibility for marketing initiatives to create brand awareness
• Represented the company at relevant events and trade fairs
• Planned calls and meetings with potential customers (Marine Survey and Oil & Gas companies) to create and develop excellent customer relationships and generate enquiries
• Liaised with reliable suppliers and negotiated the best prices

AED 1.1 million revenues within 6 months after the company was set up

Gerflor is a specialist and a world leader in vinyl and luxury vinyl tiles (LVT) flooring solutions. The group creates, manufactures and markets eco-responsible solutions for flooring and interiors finishes. Gerflor is a multi-specialist with proven ability to meet the specialised flooring needs of diverse markets including healthcare, education, hospitality, retail, offices and sports (partner of the Olympic Games).

Responsibilities:

• Gathered market intelligence, conducted competitor analysis
• Developed the brand and a new flooring range in the UAE
• Assisted and Managed distributors
• Specified flooring to consultants, specifiers and UAE governments
• Analyzed tenders for construction projects
• Established good relationship with new and existing clients
• Provided the best customer service and support to the distributors and clients

Citroën Chambourcy (Priod Group, 5th largest French automotive distributor)

• Sold over 15 new cars per month to individuals and companies
• Offered and prepared financing solutions (credit, leasing)

Surpassed targets by 35% and rewarded for finishing 2nd best “junior sales advisor” Citroën Paris and area in Q4 2010

• Ensured quarterly/yearly distributors’ targets were met
• Developed and updated monthly commercial reports on distributors’ performance
• Managed a commercial incentive program (Porsche challenge, 40k€ budget)
• Produced monthly reports for higher management higher management

• Researched and summarized general and financial news
• Created financial forecast models and company valuations
• Produced company reports