- Director of Sales and Marketing - Americas
2018 - maintenant
Responsible for Sales & Marketing leadership and for managing Business Development performance across Americas.
Regional leadership for Target Account Management, Americas Business Development strategy, Opportunity and Proposal management, Americas Strategic Business Planning Process, Implementation Business Pursuit procedures within region, and Responsible for delivering revenue targets across region.
Work directly with EVP to develop and implement the business strategy. Development and implementation of strategic sales & marketing plan in Americas. Grow and develop business and contributes to operational, financial and business growth goals.
Coordinate the development and maintenance of BD processes, in cooperation with corporate sales & marketing. Work with the business units to identify any long term business goals, such as new customers or new services. Manage the interaction with the wider business network in the context of business opportunities for all service lines. Developing and winning profitable contracts.
Manage wider Americas RLT and teams. Coordinate BD activities of all stakeholders, including but not limited to BD team and key regional management. Structure a fit for purpose team within the region. Identify and develop talent within the region. Ensure Business Development personnel have well defined objectives and actively manage their performance.
>> ABOUT PENSPEN <<
With over 60 years experience, Penspen is a truly global company, with offices in Europe and Africa, the Middle East, the Americas and Asia-Pacific & support clients in over 100 countries worldwide by provide a wide range of services to the energy and O&G industries, including engineering, project management, asset management, asset integrity, training services, software and tools.
As a member of the Dar Group, Penspen is part of an international network of engineering firms, comprising over 17,000 staff, serving a wide range of industries.
- Director Business Development
2017 - 2018
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.
IMPACT & ACHIEVEMENTS
► Managed commercial expansion from Canada to USA
► Identify and evaluates potential acquisitions and partnerships while establishing groundwork for new alliances with active clients.
► Restructured sales and streamlined business development department signing MSA and winning work with several midstream operators and utility companies created 100% of USA revenues.
- EXPERTISE HONED -
Team Building & Leadership
Onshore Upstream and Midstream Oil and Gas
>> Reason for leaving <<
Due to strategic changes, the position of corporate business development was eliminated. OpsMobil has partnered with Ranch Energy & is transforming itself into an E&P instead of a service company. Aviation activities (Canada) are being transferred to others. New Focus is in managing 1,500 wells located in Northeast BC, Canada.
OpsMobil was a diverse and complex group of high-quality service offerings includes Production & Asset Management of oil and gas facilities, Production Operations, Industrial Construction, Facility Inspections, Pipeline Surveillance & Integrity, Charter Aviation services and Aerial Spraying.
EMAS Chiyoda Subsea
- Business Development Manager
2013 - 2017
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.
IMPACT & ACHIEVEMENTS
► 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.
- Reason for leaving -
- EXPERTISE HONED -
New region business acquisition
B2B sales management
Subsea and Offshore Deepwater Installation
Rigid and Flexible Pipelay
- Operations Manager / Tendering Manager
2011 - 2013
Managed offshore operations of 250 millions pipeline construction including shore approach and dredging and responsible for offshore fleet and logistics managing ~ 1 million per day. 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 leadership team.
IMPACT & ACHIEVEMENTS
►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.
- Reason for leaving -
End of expat package
- EXPERTISE HONED -
Operations streamlining and optimization
Tender and Estimating Management
Inter-department interface Management
Team Building & Leadership
Shore Approach, Directional Drilling
Marine and subsea offshore installation
Supply Chain Management and subcontract management
Sea Trucks Group, West African Ventures
- Manager of Proposals & Tenders
2010 - 2011
Manager of Proposals & Tenders at Sea Trucks Group, West African Ventures
March 2010 – Present
Managing preparation of proposals and proposal team for Oil and Gas EPIC projects and vessel charters including pipelay vessels, accommodations, AHTS. Performing estimating for tenders. Development and implementation of corporate commercial policy and strategy; Regularly communicate business issues, opportunities and commercial risk and liability to the executive team. Interact with executive, Operations, Legal, Technical, Commercial & Finance Team. Interact with Government agencies, Partners and potential partners, Consultants, Suppliers & Contractors. Work with Executive Team in the development of business strategy. Work closely with management team for achievement of targets and objectives safely and cost-effectively. Planning of resources for Proposal Preparation; Performance management, training and development. Motivate and lead a multi-cultural and diverse team. Hand-over of Proposal info to Project Team; Direct purchasing and procurement policies and procedures. Interface with other disciplines; Supporting Manager Marketing in organizing periodic commercial and/or business planning meetings; Accept or Reject Tenders; Review and prepare contracts. Approve Proposal; Act as sole contact person for during Proposal Phase; Communicate technical and commercial qualifications to client; Business development, Company Public Relations; relationships with clients, Appraise subordinates; Business development for Brazil including meeting clients and begin company registration. Lagos, Nigeria.
Global Industries Offshore (Brazil)
- Senior Engineer / Proposal Manager
2007 - 2010
Senior Engineer / Proposal Leader at Global Industries Offshore (Brazil)
March 2009 – March 2010
Senior Engineer / Proposal Manager
Preparation of Proposals for Large EPIC Projects. Senior technical advisor. Participate in Estimating. Revise and negotiate subcontractors Contracts. Award Northeast Project - Brazil (Value exceeding 150 million) including HDD shore approach, dredging / trenching and pipe lay for 10 different lines. Coordinating proposal for Hybrid Riser for Pre-Salt Project in water depths 2200m. Shell BC-10 Flexible Riser. Manifold installation. Relationships with clients, Development and implementation of corporate commercial policy and strategy; Regularly communicate business issues, opportunities and commercial risk and liability to the executive team. Interact with executive, Operations, Legal, Technical, Commercial & Finance Team. Interact with Government agencies, Partners and potential partners, Consultants, Suppliers & Contractors. Work with Executive Team in the development of business strategy. Planning of resources for Proposal Preparation; Hand-over of Proposal info to Project Team; Interface with other disciplines; Supporting Manager Marketing in organizing periodic commercial and/or business planning meetings; Communicate technical and commercial qualifications to client; Business development for Brazil including meeting clients and begin company registration. Rio de Janeiro, Brazil
July 2007 – February 2009
Senior Project / Operation Engineer
Completed Camarupim Pipeline Project and Mexilhao. Engineering, project and operation management support for EPC contracts. Working as Deputy Operation Manager. Direct, in conjunction with the Operations Manager, the management and maintenance of all local assets and facilities. Review and prepare contracts. Direct purchasing and procurement policies and procedures. Motivate and lead a multi-cultural and diverse team. Work closely with management team for achievement of targets and objectives safely and cost-effectively.
Revise and negotiate subcontractors Contracts. Coordinate offshore operation for pipelay work and port activities. Supervise marine logistic support and port operations. Coordinate restoration of pipelay Iroquois including reposition of helideck and new stinger. Support for pipe laying operations; pipe transportation, vessel and port operations and pipeline survey. Project managing for the horizontal directional drilling (HDD) & trenching scope of works. ROV and diving operations. Shore approach, landfall and dredging. Development of different subcontractors’ scope of work. Subsea installation such as spools, PLEM. Lifting analyses. Request for quotations. Review of fleet capabilities and subcontractors’ HSE procedures. Mexico and Rio de Janeiro, Brazil
Shell/Repsol / InterMoor Inc. / Noble Denton / Horizon Survey
- Freelance Consultant
2006 - 2007
January 2006 – July 2007
Project Manager / Team Leader / Client Representative / Senior Project Engineer, Shell/Repsol / InterMoor Inc. / Noble Denton / Horizon Survey
Client Representative and Quality Control Supervisor. Setup engineering department including recruiting and training staff. Project planning. Liaise with Clients. Assist in preparing proposals. 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. ROV operations. Prepare equipment list for project. Select Port Base. Establish working procedures. Maintain design database & establish design and working standards. Prepare HAZID meeting. Produce and review safety documents. Writing reports and recommendations. 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. Review of pile design analysis and bearing capacity analysis. Perform penetration analysis for jack-up rig. Management/ supervision of field activities including drilling operations, lab testing, in-situ sampling and PCPT.
Brazil, USA, Iran, Qatar, Dubai, Sharjah, United Arab Emirates
CTC Marine Projects
- Senior Geotechnical Engineer
2005 - 2006
Senior Geotechnical Engineer at CTC Marine Projects
August 2005 – January 2006
Preparation of Proposals / Quotations. 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
Cementation Foundation Skanska
- Senior Area Engineer / Project Manager
2004 - 2005
Senior Area Engineer / Project Manager at Cementation Foundation Skanska
August 2004 – August 2005
Preparation of Proposals / Quotations / Estimates. Undertake and manage contracts. 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, UK.
- Senior Geotechnical Engineer / Project Manager
2003 - 2004
Senior Geotechnical Engineer / Project Manager at Jarvis Rail
November 2003 – August 2004
Contributed in business development. Preparation of Proposals / Quotations. Recruiting and training junior staff. Setup methology and training. 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
Marsco/Fugro-McClelland Marine Geoscience
- Marine Geotechnical engineer, Offshore Team Leader
2001 - 2003
Marine Geotechnical engineer, Offshore Team Leader
at Marsco/Fugro-McClelland Marine Geoscience
April 2001 – November 2003
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. Select and Supervise Laboratory Testing. Maintain design database & establish design standards. Participated in a research on suction caisson. Liaise with Clients. Writing reports and recommendations. Training junior staff and technician. Participate in projects located offshore USA, Trinidad, Russia (7 months), Mexico (3 months) and Bahamas. Houston, TX, USA
Ecole Secondaire Confederation
- Math Teacher and Supply Teacher
1999 - 1999
Math Teacher and Supply Teacher
at Ecole Secondaire Confederation
January 1999 – July 1999
Grade 9 High School Math teacher and supply teacher for various classes including Chemistry, Biology, English, French, and Economy. Communication and presentation skills. Public speaking skills. Welland, Ontario, Canada
ECS/ United Consulting/ Soil-Mat Engineers
- Geotechnical engineer/geologist/geophysics/project manager
1999 - 2001
Geotechnical engineer/geologist/geophysics/project manager
at ECS/ United Consulting/ Soil-Mat Engineers
July 1999 – April 2001
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. Supervise and select Subcontractors. 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. Site reestablishment. Supervision of Dam Embankment. Experience in bulk earthworks, filling and compaction. Geophysical investigation experience includes seismic refraction, ground penetration radar, blasting monitoring and pile integration testing for cell towers.
Ontario, Canada and Georgia, USA
Environmental Board Of Quebec/ Hydro-Québec / Golden Star
- Geotechnical engineer/geologist
1996 - 1998
at Environmental Board Of Quebec/ Hydro-Québec / Golden Star
September 1996 – September 1998
1.5 year of experience on short term contracts. Experiences included geotechnical engineering for construction of a 170-meter hydroelectric earth dam. Consolidation grouting, Curtain Grouting. 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. Mapping of fractures & discontinuities of dam foundations. Coordinating and performing dam assessments of foundation, integrity for over 300 locations. Perform exploration geology in the Amazonian forest for gold mining in residual soils. Supervising geochemistry sampling and drilling campaigns. Rock and soil logging. Laurentide and Sept-Iles, Quebec. French Guyana