Expert Details
Oil & Gas EPC Services and Contracting
ID: 730161
Texas, USA
His oil and gas industry experience spans 30years and comprises entirely mostly global positions in engineering, procurement, construction, logistics, subcontracting, project management and business development. These career positions he occupied in Europe, Middle Expert, South Africa and the Americas. As a result he has gained a wide appreciation of cultural diversities, and has a strong command of Spanish and French in addition to English. Expert is a UK Citizen and Permanent Resident in USA since 2006.
Prior to his current position, Expert was Director of Business Development and a Country Sales Manager with CB&I, a major international EPC Contractor to the Oil and gas industry, whom he joined in 1983. In this role, he negotiated large EPC contracts and frame agreements, and directed and managed team selling initiatives in large process plant projects for refineries and petrochemical facilities. The foregoing broad global experience exposure to the many complex issues that can beset international EPC and Construction projects has given him the expertise to analyze and speak authoritatively to resolve construction disputes and claims.
Expert has applied his sound understanding of project management principles and construction engineering expertise to participate directly, and assisted project teams, in the renegotiation of multi-million dollar contract changes and resolve contract disputes.
Expert has participated in many detailed technical and commercial bid evaluations for several upstream oil and gas projects of magnitude.
In the last 12 years, and especially whilst a Director of Business Development for CB&I, a major international EPC contractor, Expert has led project teams to develop/ present proposals and has personally negotiated the commercial and contractual terms of many lump sum and reimbursable construction contracts in both the upstream and downstream oil and gas sector. He was instrumental in negotiating a major Master Services Agreement with Suncor Energy in Canada that has since had over $230M of profitable work contracted against it.
Expert was project manager on several downstream oil and gas projects of magnitude, both greenfield and brownfield, in Kuwait and Venezuela - countries where planning and logistics are as challenging as the technical aspects of the job.
Guidepoint Global - Advised investment firm interested to better understand the EPC marketplace and current major players in Western Canada.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1983 | Degree: BS w/ Industrial Studies Diploma | Subject: Materials Engineering | Institution: University of Loughborough, UK |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2009 to Present | Employer: Undisclosed | Title: Sr. Contracts Engineering Advisor | Department: Project Management & Execution |
Responsibilities:Develop effective and risk balanced contracting strategies for major upstream EPC projects, both for onshore and offshore/ sub-sea facilities. Assist project team compile thorough contracting documents and assist with tender evaluations and award recommendations. |
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| Years | Employer | Title | Department |
| Years: 1983 to 2009 | Employer: CB&I | Title: Director of Sales | Department: International Business Development |
Responsibilities:CHICAGO BRIDGE & IRON (www.cbi.com) 1983 – Nov 2009Leading international technology and engineering, procurement and construction (EPC) company of over $5 billion in revenues, focused on projects for customers that produce, process, store, and distribute the world's natural resources. Main services are technology licensing and EPC of process plants & storage facilities. Director, Business Development, Corporate Headquarters – The Woodlands, Texas (2006 – 2009) • Negotiated complex EPC contracts in excess of $100 million and responsibilities toward sales strategy development for international EPC projects over $800 million. Established long term services contracts. • Directed and managed team selling initiatives in large process plant projects for refineries and petrochemical facilities, including a joint venture, in Canada, USA & Central/ South America. Initiatives included process technology licensing, • Formulated & presented CSA Regional Strategic Sales Plan to company executives. • Grew strategic commercial relationships with clients, government departments and community leaders. • Strong leadership of entire sales process for large refinery process unit sales: Team selling and execution plan development with other divisions including technology licensing and bulk storage. • Pro-active in preparing high-value, client-focused, value-driven professional and persuasive sales proposals, brochures and presentations. • Mentored a Senior Manager to achieve new career goals. Sales Manager – Calgary, Canada (2005 – 2006) • Motivated and led Canada-wide sales team to attain record sales exceeding $200 M in 2005. • Elevated company into a profitable 5-year Supplier of Choice agreement with Suncor Energy, Inc. This achieved in excess of $750 million of business under “first consideration” terms. • Dynamic member of the Canadian management team. • Developed detailed marketing and business strategy plans focused on new and major growth services toward sustaining a 15% AGR goal. • Enhanced value to key corporate client accounts at highest levels which solidified business relationships and led to greater sales. • Formulated sales forecasts to local and corporate management. • Managed sales department OH budget > $1 million. • Spearheaded internal training seminars for a motivated sales team. • Developed and presented extensive client sales and internal staff training presentations. • Formulated project execution plans for high-value, client-focused, value-driven persuasive sales proposals, brochures, and presentations in union-predominant sales territory. BD Manager – Calgary, Canada - (2000 – 2005) • Achieved substantial success and sales exceeding $100 M by fostering existing and developing new and strategic value-based client account relationships and contracts with all key Owner companies. • Penetrated the most important decision making levels within client teams which increased the win rate. • Developed project strategies, cost estimates, and prepared professional and persuasive sales proposals. • Local expert in focused process plant technologies which broadened the competency base of the Canadian operation. • Led significant negotiations of EPC contracts of up to $135 M. • Planned, prepared, and organized extensive sales presentations, marketing programs and complete trade show events. • Directed and led the empowerment of internal teams which leveraged combined skills in team selling. Project Manager – Venezuela (1994 – 1999) • Delivered projects totaling over $110 million including storage terminals and tanks, refining unit turnarounds, penstocks (hydroelectric) and large subcontracts related to same. Project Manager - Kuwait (1993 – 1994) • Managed all aspects in execution of a $6 million turnkey EPC project of crude storage tanks and related significant subcontracts in civils, piping and E&I for S.A. Texaco. Major Project Procurement Manager – Kuwa |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 1983 to 1984 | Country / Region: Saudi Arabia | Summary: Expert was a field engineer on a construction site for a pilot desalination plant in Yabu, Western Province |
| Years: 1985 to 1992 | Country / Region: South Africa | Summary: Expert was Construction Supervisor at a large pressure vessel and storage tank fabrication plant. Went on to be Project Procurement Coordinator for a large reactor project, then Subcontracts Manager over several disciplines at a large grassroots refinery project. |
| Years: 1992 to 1994 | Country / Region: Kuwait | Summary: Project materials Manager for a large tank farm reconstruction project following 1st gulf war. Later promoted to Project Manager on a smaller tank farm replacement project in the Neutral Zone. |
| Years: 1994 to 1999 | Country / Region: Venezuela | Summary: Project manager over many large and small facilities, refinery turnarounds and tank farm projects nationwide. |
| Years: 2000 to 2006 | Country / Region: Canada | Summary: Director of Business Development during early boom years of large construction projects and repairs to oilsands facilities. |
Language Skills
| Language | Proficiency |
|---|---|
| Spanish | Expert is fluent in all aspects of Spanish |
| French | Expert was a fluent speaker in 1990's, and with some polishing could become again. |