Profile
Sales & Business Development professional in Defense/ Automotive/Aerospace and Oil and Gas/Power Generation with a record of selling complex technical solutions, growing existing sales, bringing new leads and opening new accounts in several leading companies.
Main achievements:
Work on a contract bases for Chevron Lubricants division to develop product awareness within major automotive distributors, On & Off-highway OEMs and passenger cars manufacturers.
Strategic thinker and Sales & Business developer specialist with more than 10 year experience in engineering, designing strategic business plans and service solutions to customers to create and bring new business in UK and expand internationally (Europe, India, USA, BRIC and CIS countries).
Achieve results through identify new leads and business opportunities and working with other internal teams and distributor network to work cooperatively with them to develop each market and win contract with major OEMs such as Rolls Royce, Armstrong Witworth and Boeing Defense among others.
Sales manager with ability to meet challenging P&L targets and able to develop business from conception to contract award in a high value business environment ranging from £500K to £2M, having the ability to explain customers the engineering services offer we can provide as well as having negotiation skills and expertise in the bid process in public and private tenders worldwide.
Excellent communicator with the ability to speak fluently 4 European Languages: Spanish, English, Italian, Portuguese and conversational French/ basic Russian and German.
Professional Experience
SELF EMPLOYED– POSITION: EU SALES MANAGER AND BUSINESS DEVELOPMENT
Power Generation – UK. (Sept 14/August.15)
Wind Industry selling O&M services with SME such as Romax Technology to major Energy Operators such as Statkfraft, EON, SSE, Iberdrola/Scottish Power, OEMs such as Alstom/GE, and BP and Shell within the Oil and Gas.
Main responsibilities are to finalize main negotiations on large contracts to provide EOW, RCA and service inspections to offshore operators.
Revising all the main T&Cs of the contract, liabilities, securing profitable business, revising the engineering scope of work and making sure that it is viable from a project management standpoint.
CHEVRON – LUBRICANT DIVISION. POSITION: CAPABILITY SALES & BUSINESS DEVELOPMENT SPECIALIST.
Automotive/Defence/Marine. http://www.chevron.com UK. London (Canary Wharf)
(Feb.14/August.14).
Responsible for developing the sales and strategy to bring new customers and grow existing accounts across the distributorship in Europe. Report to HQ in US (San Ramon, California) results and progress.
Responsible for growing sales within the product lines across OEM and distributors.
Lubricant product line: URSA (motor oils), DELO (Premium motor oils and coolants), Techron (engine cleaners) and Chevron base oils and lubricant additives- ORONITE.
Introduce new products and sale the added value of new additives and lubricants through presentation to main fleet of buses, (Ariva, Translink) and OEMs of On- Highway and Off-highway fleets such as Terex, komatsu, Dynapac and other construction equipment OEMs, marine, defence and distributors/dealers.
Run a sales campaign to promote URSA into European automotive distributors and dealers to increase sales within this sector and stop increasing other competitors from stealing our market share. Acquired 100% buy-in into the sales plan by all distributors within the European region and agree action plan and sales objectives/budgets.
Organize an product benefit and differentiation sheet to help educate dealers on the advantages of our products vs our competitors.
Work together with technical to organize tests within the black caps in London do proof fuel efficiency to be able to make quantitative claims that Marketing can use to promote our product lines
Build brand awareness of company products and services across all countries assigned organizing targeted marketing activities with distributors and OEMs.
Represent the company in events and exhibitions and make sure that the value added is clearly define within the sales offer.
Organize sales training for internal people, distributor sales teams.
ALSTOM POWER – STEAM/GAS TURBINES/GENERATORS
Alstom is the third biggest leading provider of engineering services and manufacturing in a variety of segments: Coal, Nuclear, Green/Renewables (Hydro, Wind) and Carbon capture solutions. Alstom counts with 80,000 employees worldwide and has a turnover of 23Bn Euros. Alstom manufactured highly technical capital equipment such as Steam Turbines, Boilers, Power Generators and act as a EPC, contractor in large turnkey projects within the power sector.
Power Generation. POSITION: SALES AND BUSINESS DEVELOPMENT MANAGER. UK (Rugby). (July.09/to July.13)
http://www.alstom.com
Recruit as a senior business manager, reporting to the Power Service Director in charge of the Steam Turbines within the Thermal Services division in UK with the brief of developing and leading complex integrated turnkey projects from conception until contract award within the Thermal and Nuclear sector.
Responsible for the P&L and sales growth of the ROW markets within the Division with a total turnover of £289M average year on year.
Set up the strategic business plan for the ROW (Rest of the world: CIS, India, China, BRIC countries) area to develop relationships with utilities in those countries where they are not implementing yet the emission regulations, in order to identify potential new thermal plants (coal or combined cycle) power plants or plants in need of being retrofitted, refurbished, serviced or maintained.
Due to lag of the emissions regulations in Mexico, Russia and India, I identified some opportunities within those countries which I took from conception to contract award and during the execution phase.
Main achievement within Fossil plants was to win a major turnkey project with CFE (Confederacion Federal de Electricidad) in Mexico for the retrofit of 2 x 600MW Steam Turbines plus the replacement of 4 generators and Boiler. I had to work as the leader of the consortium partner within this integrated turnkey project together with GE (providing the generators), Cobra (EPC contractor) and Alstom (providing the Steam Turbine retrofit and Boiler).
Main achievement in Nuclear is to win the service contract to do all the maintenance for the next 6 years with Rosenergoatom Nuclear plant (Atomenergoprom) in Russia as part of my business strategy to develop the CIS countries.
Work together with other departments: design engineering, legal, purchasing, finance, taxation, insurance (risk department), supply chain and other partners in an external or internal consortiums and manage all stages of bid tendering process in order to draft the bid offer, negotiate the contract structure, main T&Cs, draft the DOW and DOR in order to meet the project schedule and minimize plant downtime.
Manage all stages of the LTSA to make sure that Alstom meets all customer’s requirements in tight deadlines.
Take the bid offer through all Alstom internal processes of Go/No Go, Kick off meeting, Bid/No bid, Risk approvals, Finance, Insurance and risks assessments before submitting the bid.
Review the sales and strategic KPIs set up in the business plan in a quarterly basis and take necessary action if applicable.
Negotiate the offer with the customers as well as being the single point of contact with the client during this lengthy process.
CUMMINS INC– DIESEL ENGINES.
Cummins is a global corporation of business units: Diesel Engine Division, Emissions solutions, Power Generation, Filtration with reported turnover in 2008 of $14.5Bns, 32,000 employees worldwide and headquarter in Columbus, Indiana, USA.
Automotive. POSITION: SENIOR SALES MANAGER. UK.
(August.06/April.09)
Responsible for the Industrial turnover of £230M within the MR/HD diesel engine business.
Manage clients at senior level within Off-highway HD equipment manufacturers and distributors to discuss the sales objectives, targets and how to resolve business issues to secure continues growth and sales. Set up by agreement the sales budget with each individual distributor within the EMEA region on an annual basis.
Report monthly all sales by distributor, OEM and main sector to the line manager, explaining the sales and suggesting corrective measures if sales are not meeting the expectations in some countries.
Responsible for business growth target year on year of 20% of the diesel engines and emission solutions year on year.
Work together with the engineering, R&D, legal, supply chain teams to make sure that the new products and contracts with main distributors meet Cummins guidelines.
Negotiate MOU, LTA with customers to secure a long terms business success and sales objectives. Following up sales and figures on a quarterly bases with distributors to secure that budgets are met and provide support if new direction is required in order to continue growing sales
Report quarterly the business KPIs achieved and corrective measures if applicable. P&L responsible for a turnover of £50m.
Dotted line to a team of 7 managers based in the UK and other European countries.
GARDNER DENVER– HYDROVANE DIVISION (AIR COMPRESSORS)
Gardner Denver is the 3rd biggest engineering company in compress air with 42 offices worldwide. Hydrovane is the smallest business unit with a turnover of £89M and 12 subsidiaries worldwide.
Power Generation. POSITION: SENIOR SALES MANAGER. UK.
(April.05/August.06)
Responsibility of the design and growth of the Hydrovane Business unit through setting up a clear business plan to achieve sales growth of 20% within 2005/06 fiscal year through distribution.
Responsible for the implementation of the 2 year plan to bring down 1/3 of the existing product cost by talking to supply chain and updating our service offering to customers through working on an intensive sales campaign through our subsidiaries.
Develop a business plan and create alliances with all country managers to secure their back up of the sales activities that I propose in the business plan working through a complex Matrix organization.
Set up the sales target, incentives for the UK sales unit and create a strong alliance with customers to understand their business needs as well as introduce Hydrovane services through discussions and presentations to customers’ senior management team.
Bring new customers by the development of a new approach to niche markets.
REPSOL– EXPLORATION & PRODUCTION. POSITION: PROPOSAL MANAGER
Oil & Gas http://www.repsol.com. Spain.
(January.00/April.05)
Lead main proposals related to mail explorations in Asia and Middle East.
Developing and Maintaining Good Relationships with main customers.
Monitoring of new opportunities as well as reporting bid data for Market Analysis and tracking the award of projects to competitors.
Recommending projects for targeting that give the best financial returns while maximizing utilization of assets and minimizing risk
Working with BD teams in other business units to prioritise asset allocation to targeted projects always determining net return.
Focus on back-up projects that provide good returns in event that targeted projects are lost.
Ensure that a capture strategy is developed for all new prospective work.
Encourage technical and commercial innovation.
To help win work at agreed margins of profit, with all risks identified and quantified in accordance with Repsol procedures.
To assist preparation and submission of proposals without errors, on schedule, in accordance with the Capture Plan and to develop the Basis of Bid.
Work together with the Project Manager, Business Development Director and Negotiator team leader with detailed back-up and analysis as well as relevant correspondence, clarifications and Proposal Documents
To identify new market areas where Repsol can establish a leading edge in competitiveness
To seek out opportunities in non-traditional business where our assets can effectively and profitably be utilised
CEPSA– LUBRICANTS DIVISION. POSITION: SALES MANAGER.
Automotive/Defense/ Marine. http://www.cepsa.com Spain.
(November.95/Jan.00)
Responsible for the sales budget and growth of the CEPSA lubricants sold through distributors in the Automotive/Defense and Marine sector in Spain and Europe. Sales grew by 15% year on year.
Conduct market segmentations, study trends and market share, benchmark prices and analyze CEPSA lubricant competitiveness across all markets in EMEA.
Study and analyze competitors’ behaviors and their product offering to mark clear differentiators with our product range and be able to highlight to our end-customers the value added proposition.
Set up pricing, sales incentives and promotions to the CEPSA lubricant distribution network.
Support 6 management consultants based in different European CEPSA offices to secure the right implementation of the Growth activities across different countries.
Attend quarterly meeting with General Managers of different countries in Europe to make sure that the strategy integrates cohesively across other regions within the corporate and help to understand their requirements in terms of training, marketing materials, conferences.
Complete market research, market analyses studies, roadmaps, risk assessments and implement 6 Sigma tools (Voice of the customers) with group of clients (end-users) and distributors in existing and new areas of interest where we have identified some potential sales growth in order to help the local sales teams of interest to approach new customers and reach new potential business opportunities.
Education
Degree in Economics/Periodismo. University of Navarra. Pamplona. Spain. Sep.92/June.95
Faculty of Economics (Erasmus exchange) University of Florence. Florence. Italy. Sep.93/June.94
Master Degree in European Studies. Keele University. Newcastle-under-Lyme. UK. Sep.97/June.99
Other
LANGUAGES:
Spanish: Native
English: Fluent
Italian: Fluent
Portuguese: Fluent French: Conversational
Russian: Basic
German: Basic
COMPUTER SKILLS:
Microsoft Office, internet, CRM
SIX SIGMA:
GREEN BELT, 2009
