Regional Sales Manager
W.R. GRACE- FCC & ART Hydro-processing
Total years of experience :20 years, 7 Months
Designation Chronology:
• 2019 - Present: Regional Sales Manager, Refining Technologies, Middle East & Africa - Catalyst FCC & Hydro-processing / Chemicals Sales & Business Development
• 2014 - 2019: Technical Services & Sales Manager, Refining Technologies, FCC, Middle East
Accomplishments:
• Joined the organization as Technical Services & Sales Manager and moved up the career trajectories to merit promotion to the position of Regional Sales Manager.
• Boosted sales and achieved $85 million in yearly sales, capturing a remarkable 100% market share in the GCC countries, and bagged a huge contract worth $250 million.
• Orchestrated the assembly of a supercharged team, spanning Technical Support, Logistics, Supply Chain, Manufacturing, Budgeting, Marketing, and Research, to deliver unprecedented results
• Ignited sales rockets and soared past sales targets, leading a team of sales and technical team to expand to new market territories. Owned P&L accountability, sales targets, and aggressive company objectives.
Key Responsibilities - Regional Sales Manager, Refining Technologies, Middle East & Africa - Catalyst FCC & Hydro-processing / Chemicals Sales & Business Development:
• Handpicked to lead and expand the business, and prepare compelling Marketing material that influences customers into the company's offerings. and inspired /trained personnel, transforming them into a sales force of refinery champions.
• Establishing technical mastery, bestowing support, and consulting expertise to Middle East Refineries on catalysts, and unit operations including start-up and shut-down, optimization, and troubleshooting.
• Collaborating with the Senior Director, VP Marketing, and Development team to set the pace of explosive growth throughout the region
• Unlocking approvals for Technical and Commercial offers, navigating through compelling presentations and competitive offerings.
• Partnering with IMEA Senior Director to develop aggressive business plans and forge synergetic relationships with customers, expanding the company's influence beyond the Middle East & Africa.
• Mastering the art of building and maintaining strong bonds with customers, adhering to the ancient principle that "people buy from people."
• Contributing to preparing budgetary realms, shaping prices, crafting business proposals, EBITDA and margin growth plans and devising strategies to capture markets far and wide. Streamlining CRM and Sales Force reporting, ensuring absolute order in company data.
• Exploring the depths of FCC & Hydro-processing units, deciphering the industry to develop mystical value-adding products, and imparting transformative wisdom to refiners.
• Offering professional advice and providing incredible solutions to maximize Refinery profitability while maintaining a balance between customers' technical and commercial needs, structuring processes pertinent to logistics, payment flows, and strategy implementation alongside the Supply Chain.
• Unearthing new business opportunities, discovering uncharted territories, negotiating and securing new contracts. Representing the company in Workshops and Conferences.
Key Responsibilities - Technical Services & Sales Manager, Refining Technologies, FCC, Middle East:
• Propelled growth by expanding horizontally (increasing the number of customers) and vertically (enhancing sales in new territories).
• Deployed strategic plans to advance the company's objectives; secured new contracts prepared and submitted Technical and Commercial offers, built the pipeline, and promoted company products/operations in addition to developing forecasts for both volumes and revenue, contributing to demand plan, following-up payments to be on time
• Driving force behind heightened business performance by timely identification of new business opportunities and coordinated efforts with the Regional Manager, Marketing, and D
Key Responsibilities -Pre-commissioning, commissioning, start-up, and stabilization phase:
• Developed method statements for pre-commissioning and commissioning activities; provided advice to contractors and subcontractors during preparation and execution
• Inspected and approved main equipment and civil construction for plant acceptance; executed mechanical run tests for rotating equipment and ensured safe and effective final commissioning and start-up operations.
• Assisted in facility handover acceptance requirements
• Provided vendor support during initial operations, generated punch lists during walk-downs, and witnessed commissioning test procedures as well as verified completion of Master P&ID
• Coordinated activities during pre-mechanical completion; planned attendance for pre-commissioning and commissioning activities and participated in operation recruitment campaigns.
Key Responsibilities -Post-commissioning phase:
• Coordinated pre-startup, startup, shutdown, and emergency shutdown activities; streamlined operation procedures for specific processes and validated correct application of procedures on-site
• Led and supervised FCCU and UGP unit activities, ensured safe and efficient facility operations, including control room operations, and approved work permits for maintenance and construction activities.
• Interfaced with other departments involved in the production process and coordinated and trained subordinate personnel and local apprentices.
Accomplishments & Key Responsibilities:
• Responsible for monitoring natural gas production from wells; training operators on well startup procedures and handling of surface facilities, equipment, and gas dehydration plants.
• Prepared comprehensive reports on production activities, including monthly and annual gas volume forecasts and planning. Collaborated with other departments such as maintenance and sales for seamless operations.
• Maintained and supervised the upkeep of surface facilities, measurement systems, and scanners.
• Oversaw the construction and commissioning of surface facilities, including heaters, separators, and gas dehydration units. Ensured subcontractors adhered to safety regulations during their activities.
• Section Head at Fluid Catalytic Cracking (FCC) side by side Unit (UOP license) and Gas Concentration-Merox-Gas fractionation plant.
• Responsible for start-up, operation, shut down, and emergency shut down of the unit.
• Supervised daily process parameters and quality analysis. Coordinated environment protection and workplace safety regulations. Conducted revisions, overhauling, and Add : leading a team of 50 people.
Nov 2005 - Jul 2007: Plant Head
• Plant Head at Gas Concentration-Merox-Gas Fractionation plant. Managed production activities, material balance, and parameter control.
• Coordinated start-up, shut-down, and emergency procedures. Checked supplies, maintenance, and safety measures.
Jun 2005 - Nov 2005: Plant Head
• Plant Head at Naphtha Hydrotreating Unit NHT with H2 and Exomer solution.
• Developed operating procedures and instructions.
Oct 2003 - Jun 2005: Shift Supervisor, Control room DCS operator
• Shift Supervisor and Control Room DCS Operator at Gas Concentration-Merox-Gas fractionation plant.
• Assisted in plant start-up, commissioning, and operations. Coordinated commissioning procedures and equipment testing.
MBA (Master of Business Administration) essentials, London School of Economics and Political Science (2019 – 2020)
Master of Science - Specialization: The Modern Processing Technologies of Oil & Gas and Petrochemistry, Oil and Gas” University from Ploiesti. The Faculty of Oil & Gas Processing Technology and Petrochemistry (2005)
Chemical Engineering, Oil and Gas” University from Ploiesti, Romania (1998 – 2005)
Bachelor’s Degree- Diplomate Engineer - Specialization: The Processing Technology of Oil & Gas and Petrochemistry. Chemical Engineer, Oil and Gas” University from Ploiesti. The Faculty of Oil & Gas Processing Technology and Petrochemistry (2003)