Business Development Specialist
Last Updated: 25th August 2020 (over 2 years ago)
Director, Global Aftermarket Sales
— Jul 2020
Process Improvement: Immediately identified a need to develop and implement robust processes and procedures needed to realize revenues from projects and provide the administrative infrastructure to capitalize on opportunities. Partnered with a consultant and staff to execute process improvements.
Increasing Margins: Instrumental in creating a comprehensive procurement strategy to secure lower pricing and increase margins, increasing margins from 30%-35% to 40%-45%.
Complex Contract Negotiation: Negotiated two complex site service and offsite service contracts with Tengizchevroil LLP (TCO), Kazakhstan and PRefChem, Malaysia, in partnership with key stakeholders to facilitate revenue generation.
Blanket Purchase Agreement: Successfully negotiated a Blanket Purchase Agreement to fill anticipated repetitive needs for $4M/year in spare parts, in partnership with legal teams and commercial managers.
Significant Improvement: Dramatically increased delivery percentages from an inherited low of 30% to 95% through internal restructuring, improved team communication, and full utilization of systems and tools.
Millions Per Year: Played a key role in rescuing an ailing relationship worth millions per year to the company through development of an effective communications strategy and strong relationship management skills.
Project Leadership: Succeeded in bringing stability and forward momentum to existing international projects in Kazakhstan, Abu Dhabi, Qatar, and Kuwait left languishing behind schedule. Skillfully managed engineering projects, retrofits, and process design reviews worldwide, delivering on-time and on-budget.
Account Manager - Saudi Aramco
— Jul 2018
Profitable Partnerships: Succeeded in building a profitable partnership with key stakeholders and decision makers at the world’s largest oil producer, Saudi Aramco. Introduced new technology which optimized drilling and increased rate of penetration.
Consultative Guidance: Managed 15 drilling rigs in the Unconventional Drilling Resource Department. Advised drilling engineers on bits to use in specific drilling applications; provided technical drilling support to drilling engineers; and managed logistics & operational support for drilling bits within Schlumberger BDT.
Technical Sales Representative
— Feb 2018
$1.5M/Month: Tasked with developing and managing multiple key accounts, which included management of Canada’s largest account for a period of 4 years (Progress Energy). Won new accounts, generated millions of dollars per year and produced up to $1.5M in revenue per month.
New Business Development: Proactively developed new business by cold calling prospective clients and leveraging outstanding networking skills to identify key influencers, discuss needs, and explain how needs could be met by specific products and services. Negotiated prices, terms of sales, or service agreements.
Establishing Trust: Overcame historical account failings to rapidly build trust and confidence with a key client. Influenced key stakeholders to secure opportunity to launch a trial bit run to prove new technology. Due to success of trial run, client increased rigs from 4 to 10+ in 2017.
Exceptional Performance: Gained 90% market share in wells drilled (Timber Rock), gained new business (Birch Hill), and planned wells with drilling engineering group (NL Fisher) to secure high market share in drill-out/lateral sections (Harvest).
Customer Identification: Built a pool of prospective customers using business directories, leads from existing clients, through extensive participation in organizations and clubs, and trade shows/conferences.