Business/Project Development Manager


Last Updated: 26th November 2018 (over 3 years ago)

Address
United Kingdom

E-mail
Locked

Phone Number
Locked

Gender
Male

Age Range
55 to 64

Qualification Level
Masters

Languages
English

Summary

Senior business development manager with extensive international experience in a project management environment in a global Fortune 500 company with 15,000 employees and sales of $8 billion.

A strong track record of understanding clients’ needs in the metals, petrochemicals, energy and electronics sectors and leading cross-organisational teams to deliver winning proposals. Led the bid team to win the largest-ever project in the industrial gases industry, the $2.0 billion Jazan facility supplying Saudi Aramco’s gasification-based power facility.

Experienced in evaluating investment projects, working with country-specific and special-purpose joint-ventures and in equipment-sale projects with EPC’s as supplier, licensor and customer. In-depth understanding of business cultures, practices and project execution in China, India, Russia, Europe the Middle East, S. Korea, Thailand, Turkey and S. Africa. Managed a wide range of commercial activity, from support for after-sales refurbishment projects to major LSTK projects in remote locations.

Proven ability as a manager, leader, innovator and coach, accountable to the executive board level.

Education

Henley Business School
Master in Business Administration

   Sep 1993
— May 1996

University of Surrey
BSc Chemical Engineering

   Oct 1981
— Jun 1985

Experience

Air Products PLC
Manager of Project Development EMEAI

   Sep 2010
— Current

Responsible for leading and managing a team of up to 9 proposal engineers and managers in two offices. Accountable to executive leadership for bidding and winning successful projects of typical value $150 million, up to $2.0 billion, in the EMEA, Russia and India regions across all forms of contract. Responsible for providing focus for competitiveness across the organisation.

• Led the project development team to win the largest-ever project in the industrial gases industry - the $2.0 billion Jazan facility. Reacted quickly to a rapidly changing complex commercial situation, leading to a significant net profit, improvement in Air Products corporate results over several years and a step-change in the company’s presence in Saudi Arabia.
• Introduced the concept of bid strategy to the work process, developing cross-organisational teams at an early stage to focus on developing a winning strategy, leading to an improvement in win-rate.
• Managed an ongoing portfolio of up to 30 concurrent active commercial proposals. Ensured adequate resourcing, met deadline and expenditure constraints. Achieved a long-term win rate of over 70% which was significant in the industry.
• Initiated and delivered the first-ever training program for project development engineers and business development staff across the organisation. Recognised internally as an innovative and thought-leading approach
• Recruited and developed a project development team in a new Air Products office in India, leading to the team becoming independent within the country within 2 years.
• Experienced in relationship-building with country joint ventures at the local board level including acting as an independent expert, leading to 4 new investment projects, total $200m.

Air Products PLC
Project Development Engineer/Manager

   Sep 1995
— Aug 2010

Responsible for leading multi-discipline teams to win successful projects in capital investment, sale-of-equipment and joint-venture forms of contract. Successful in multiple geographies including Europe, Middle East, China, SE Asia and Africa.

• Expanded an existing supply agreement with ArcelorMittal in Belgium by a factor of three in terms of sales volume, developing two investment projects of total value $150million.
• Led a multi-office team to develop three investment projects in China, including one special-purpose joint venture project with PetroChina.
• Won many projects in the investment, sale-of equipment and joint-venture markets in W. Europe, S.Korea, Zambia, Egypt, S.Africa with major customers including Intel, Sasol, POSCO and Glencore.
• Developed software for a new cost-estimating program that was adopted globally.

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