Executive Global Sales and Commercial Director
Baker Hughes
Total years of experience :27 years, 1 Months
Directed global enterprise-wide opportunities for all onshore Flexible Pipe Systems (FPS .
Directed stage gate and portfolio from pursuit (opportunity) to execution (operations).
Leading worldwide team of sales professionals in a matrix structure. Directing commercial operations for all tenders & leading commercial operations team.
Collaborating with regions, product lines, partners, and third parties to deliver winning strategies & drive success. Providing leadership for negotiations with customers and third parties.
Evaluating and recommending strategic alliance partnerships for third party services; developing & supporting joint ventures. Developing & executing on disruptive commercial models and structures.
Developing global market intelligence and segmentation. Building & supporting organic and inorganic growth strategies across teams, regions, adjacent industries & key accounts.
Departed due to company restructuring
Managed multi-million commercial interface between Baker Hughes and Aramco for MENA region.
Optimization of logistic solution providing cost saving up to 20% on overall total costs
Increased overall revenue by over 15% per quarter. Completion of successful Pilot for ADNOC
Responsible for Sales & Marketing leadership, strategic planning and for managing Business Development performance across Americas (USA, Mexico, Chile, Columbia, Peru) for Oil and Gas and Mining Asset Management, MMO solutions, Engineering and asset integrity onshore and offshore. Regional leadership for Target Account Management, Business Development strategy, Opportunity and Proposal management, Strategic Business Planning Process, Implementation Business Pursuit procedures. P&L regional responsibility and forecast for revenue of 10 million. Evaluate potential acquisitions (M&A). Restructure team for interregional collaboration.
• 200% increase in tendering activities: over 30% increase of regional backlog.
• Transforming regional revenue from loss to profit within 12 months, a first in over 10 years
• Opening office in Colombia, resulting largest revenue for the region
Responsible for Sales & Marketing leadership, strategic planning and for managing Business Development performance across Americas (USA, Mexico, Chile, Columbia, Peru) for Oil and Gas and Mining Asset Management, MMO solutions, Engineering and asset integrity onshore and offshore. Regional leadership for Target Account Management, Business Development strategy, Opportunity and Proposal management, Strategic Business Planning Process, Implementation Business Pursuit procedures. Responsible for delivering revenue targets, contract and price negotiating. Work directly with EVP to develop and implement the business strategy. Member of Global Executive Leadership Team (ELT) and Manage wider Americas RLT. Preparing, supporting and stewardship of budgets including forecast preparation in accordance with global/regional requirements. Prepare and Manage Annual budget that defines the level of business to be won, the gross margins to be achieved. Evaluate potential acquisitions (M&A).
• Restructure team for interregional collaboration
• Stimulate BD, Engineering and Latin America leadership resulting in tendering activities tripling in only a few months with immediate impact in short term and long-term contracts awards - 20% increase of regional backlog.
Direct commercial business acquisitions for Oil and Gas Asset Management, Aerial and UAS pipeline Patrol and energy services. Research and develop economical solutions to technical problems in support of development of growth opportunities. Designs comprehensive product service launch plans, including market analysis and technical solutions; develops strategic technical proposals in collaboration with estimating and technical teams for upstream production budgeting and planning. Maintains strong collaborative relationships with internal, external commercial, and technical stakeholders. Manages sales execution and proposal development. Implemented Salesforce and sales monitoring processes. Establishing groundwork for new alliances with active clients.
Managed commercial expansion from Canada to USA
Evaluates potential Oil and gas acquisitions and partnerships while restructured sales and streamlined business development department signing MSA and winning work with several midstream operators and utility companies led to revenue created 100% of USA revenues.
Identified and captured opportunities for offshore and subsea EPC projects value from 20 millions to 1.5 Billion at an early stage; performed competitor analysis; established winning technical and commercial execution strategies, including identification of technical and engineering requirements, selections of assets, vessels and personnel; and, advised tender team and senior executives. Manage interfaces between legal, financial, engineering, operations, SCM and technical teams. Monitored performance with current alliance partners and recommended actions targeting continuous customer service improvement.
Establish new region entrance plans for Latin America, the Caribbean, and Africa and new accounts and relationships for over 14 IOC & NOC (Petrobras, PEMEX, Repsol, BG, Total (Americas), BHP, EOG, etc.) led to an uptick in revenue of over 100 millions.
B2B sales management led to identification of over 100 opportunities, valued $20 million to $2 billion, portfolio exceeding $8 billion, largest in the company. increased regional revenue by 20%.
Developed partnerships and negotiate joint ventures with industry leaders such as GE and Odenbrecht for project potentials exceeding 1.5 Billion.
Managed preparation of proposals for Oil and Gas EPIC subsea projects valued over $1 billion. Prepared and reviewed contracts, and approved proposals. Communicated technical and commercial qualifications to client and internal Public Relations team. Reduced risk involving project supply chain. Review, prepare, negotiate and administer contracts and subcontracts including vessel importation, equipment, materials and subcontractors. Revised purchasing and procurement policies and procedures. Developed business strategies and objectives with senior management. Managed Dredging and Directional drilling campaigns.
Successfully executed contract in excess of $250 million. Had P&L responsibility for projects operation including final invoices to client and payment, subcontractors, management of assets and supply chain.
Facilitated regional transition and merger interfaces advising and detailing over $20 millions of Goodwill
Supervised claims and project cost controls that led to the recovery of over $100 million.
Designed tax optimization plan that led to cost savings of over $20 million.
Heading department for preparation of proposals and proposal team for Oil and Gas EPIC projects and vessel charters including pipelay vessels, accommodations, AHTS for projects throughout Africa. Developed and implemented corporate commercial policy and strategy. Analyzed and direct business proposals, and commercial risk and liability. Establish partnership for international collaborations train and develop team.
Improved inter-department collaboration for better tendering strategy
Performed estimating for tenders, including P&L, to help win several contracts that increased revenue by over $100 million.
Versatility allowed inter departmental interface management and optimization for project engineering, proposal, project and operations management for offshore EPC Oil and Gas project. Improved P&L cycle management including invoice and cost control management, review and prepare contracts including managing and negotiate with subcontractors allowing cost and risk reduction; Managed assets, personal supply chain and offshore operations for fleet value of 1 million per day. Functioned as Technical and Estimating Advisor for executive decisions. Directed purchasing and procurement policies and procedures. Managed with Operations Manager maintenance of all local assets and facilities. Reviewed fleet capabilities and managed interface Operations & HSE. Managed Dredging and Directional drilling campaigns.
Promoted from senior engineer to deputy operation manager to proposal leader
Successful complete first regional (Camarupim) managing Shore Approach, trenching and offshore operations and assets as deputy operations manager turning around lost to small profit of a 200 million project.
Lead the transformation of pipelay vessels Iroquois to comply with HSE & local authorities
Headed Tendering Department for preparation of proposals for large EPIC projects. Won a contract valued at $150 million in Brazil including HDD shore approach, dredging / trenching and pipe lay for 10 different lines.
Engineering and project management support of marine operations division; Development of procedures for installation of subsea equipment for deepwater projects including conductor and manifold templates using AHV. Prepare equipment list for project. Select Port Base. Prepare welding scope of work and select welding contractor. Prepare HAZID meeting.
Rio de Janeiro, Vitoria Brazil and Houston Texas
Client Representative at Shell/Repsol
Client Representative and Quality Control Supervisor, including H&S aspects, on Offshore Geotechnical Investigation at four Jack-up locations, four drilling platform locations, four flare platform locations, SPM (PLEM and four anchor locations for SPM) and at the pipeline landfall route, in the South Pars field, offshore Iran.
Project Manager / Team Leader / Senior Geotechnical Engineer
at Noble Denton / Horizon Survey
Project planning and team leader for offshore geotechnical site investigations. Management/supervision of field activities including drilling operations, lab testing, in-situ sampling and testing (including PCPT). Prepare DPR and liaise with Clients. Produce and review safety documents. Review of pile design analysis and bearing capacity analysis. Assist in preparing proposals. Perform penetration analysis for jack-up rig. Select and supervise Laboratory Testing. Establish working procedures. Maintain design database & establish design and working standards. Develop spreadsheet and engineering graphs. Develop gINT (Geotechnical software and database used to present borehole logs, engineering graphs and lab results). Develop PCPT processing and interpretation spreadsheets. Writing reports and recommendations. Participate in projects located offshore Qatar and offshore Iran. Dubai and Sharjah, United Arab Emirates
Sole geotechnical specialist of a marine contractor specialised in the installation of offshore pipelines and communication cables. Liaise between engineering department and the commercial department and assist in preparing proposals. Review of geotechnical, geological and geophysical data. Evaluate soil conditions of proposed route alignments. Select adequate trenching equipment (ploughing and jetting fleet). Determine trenching risks, limitations, rates vs. depth, required number of passes and bull pollard tow forces when applicable. Review of trenching performances at completion of projects. Review and modify trenching models. Review of fleet capabilities. Produce and review safety documentation. Writing reports and recommendations. Darlington, United Kingdom
Undertake and manage contracts. Prepare proposals. Weight relative costs. Managing & supervising site resources including site supervisors & drilling/grouting crews. Determine equipment, material and other resources needed for project at tender stage and during project planning. Supervise and select subcontractors. Prepare production control. Produce and review safety documentation. Review and implement quality and environmental control procedures. Design of ground engineering works. Responsible for planning and execution of piling and ground engineering work such as mini piles, deep and large diameter piles, grouting, soil and rock anchors for major construction projects. Dam foundation remedial & consolidation works using chemical grouting & Tubes-A-Manchettes (Wales). Site reestablishment. Grouting & consolidation of chalk dissolution Features & Coal Mining Works for residential & commercial Properties. Liaise with client. Writing reports and recommendations.
Responsible for planning and execution of site work, interpretation of site data, preparing investigation reports and recommendations for railway renewal work. Establish railtrack possessions and site access with Network Rail. Managing & supervising site ad office resources, engineers, site supervisors & drilling crews, field and laboratory Technician & administrative assistants. Produce trackbed design and renewal recommendations reports. Review, develop and implement safety, & quality document & procedures. Quality control. Production control. Ensure completion of project. Accompany and assist commercial manager during commercial meeting. Assist in preparing proposals. Liaise with client. Undertake and manage contracts. Teaching others. Motivating, developing, and directing people as they work. York, United Kingdom
Project planning and site supervision. Safety review. International and offshore (including deepwater) projects. Foundation for offshore structures and pipelines, drilling and lab work supervision, soil investigation. Rig moves, supervision of offshore site investigations, pile design analysis, bearing capacity analysis for mud mat designs and the generation of the associated reports. Performing penetration analysis for jack-up rig and rig moves. Performed and supervised in-situ testing such as: rock coring, CPT, seismic CPT, in-situ vane. Participated in a research on suction caisson. Liaise with Clients. Writing reports and recommendations.
Responsible for preparing proposals, planning and execution of site work, interpretation of site data, preparing investigation reports, lab work and drilling supervision and on-site coordination for geotechnical and geophysical projects and forensic investigations. Work included foundations for high-rise and low-rise buildings, road and highway work, airports, cell tower and water treatment plants. Performed geotechnical construction monitoring, soil compaction, caisson inspection, rock and excavation qualification/quantification, surveying, and Phase I environmental assessment. Geophysical investigation experience includes seismic refraction, ground penetration radar, blasting monitoring and pile integration testing for cell towers.
1 year of experience with private companies before graduating. Experiences included geotechnical engineering for construction of a 170-meter hydroelectric earth dam, coordinating and performing dam assessments for over 300 locations and performing exploration geology in the Amazonian forest. Duties included the supervision of rock foundation injection; grouting, bolting; performing synthesizing analyses and seismic measures of quarry blasting; coordinating and performing geological and geotechnical mapping and surveying; and supervising geochemistry sampling and drilling campaigns.
Bachelor in geological engineering, B. Eng., Coop program, orientation: geotechnics, civil, and hydrogeology Master degree course in Foundations, Hydrogeology, and Geotechnics. Bachelor’s degree thesis: Grout injection for dam foundation.
Activities and Societies: President of Geological Engineering Student committee Orientation: Civil Engineering Thesis on Dam Grout injection Master Level classes in Hydrogeology and Geotechnical engineering
Diploma in Pure and Applied sciences (Technical degree).
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