Experience

Omnisens SA

• Switzerland
• Oil and Gas
• 1 - 100 Employee

• Sales Manager

  • May 2022 - Present



TDC International AG

• Switzerland
• Oil and Gas
• 1 - 100 Employee

• International Business Development Manager

  • Mar 2018 - Apr 2022

  RESPONSIBILITIES:- Prepare, plan, and successfully develop strategies of the company international division, that consist in a deep technical appraisal of the product line, indirect channel development, a clear understanding of customer requirements and expectations, implementation of influencing direct and indirect marketing initiatives to inspire stakeholder engagement and delivering value-based propositions to end users and their contractors.- Creation and development of opportunities for company products.- Coordinate qualification of TDC International products with pipeline operators.- Preparation of tenders and negotiation of contracts with international customers in tight coordination with the different departments.- Represent TDC International at industry associations & conferences.MAJOR ACHIEVEMENTS:- Positioned the company as the preferred mechanical protection partner for pipelines installed by environmentally friendly construction methods in Continental Europe.- Achieved in record time official vendor status and preferred technical solution on its category segment with main European gas transportation companies.- Negotiated and acquired the biggest set of contracts in the company’s history for the protection of Energinet’s Baltic Pipe project.- Increased revenues from international customers consistently using upselling techniques.



Wasco Energy Group of Companies

• Regional Area Manager - Southern Europe - Africa - Middle East

  • Oct 2014 - Feb 2018

  RESPONSIBILITIES:- Responsible for acquiring clients and projects in Southern Europe, Middle East and Africa.- Development of temporary and permanent partnerships in the region.- From August 2016 until October 2016 acted as (ad-interim) Site Manager Kotka Concrete Coating Plant.MAJOR ACHIEVEMENTS:- Created the strategic relationship with a major pipe manufacturer in Southern Europe that resulted in settling a permanent coating plant within the client premises. Operating since 2017, this innovative initiative immediately captured more than 75% of the target segment.



Socotherm

• France
• Construction

• Sales Manager - Global Key Account Manager

  • Apr 2013 - Sep 2014

  RESPONSIBILITIES:- Leadership of the sales executives serving the account (4 members remotely located).- Responsible for 40M EUR annual turnover.- Detection of company’s offering gaps and tailoring processes, products and services aimed to exceed the account expectations and improve service levels and customer experience.- Deploying resources to provide customer support during business acquisition stages.- Collaboration with procurement, planning and operations for anticipating potential problems and pursuing closure of customer complaints.- Provided technical and sales training to members of the Key Account organization promoting knowledge sharing on the company products.- Engagement with Key Account global commercial offices to motivate them to offer the company products as a package solution to their customers.MAJOR ACHIEVEMENTS:- Acquisition of the highest single contract in the history of the company for the Italian operation (40M EUR).- Implemented in 15 months the Key Account Program for serving the customer from 3 countries (US, Argentina & Italy) achieving 100% fidelity for two consecutive years and an increase in revenues of 133% in two years.

• Sales Manager (South America) - Global Key Account Manager

  • Apr 2008 - Mar 2013

  RESPONSIBILITIES:· Responsible for 25M USD annual turnover (2012).· Coordination of Tenaris (Pipe Manufacturer) worldwide global account.· Coordination of sales team (three sales executives and one administrative assistant).· Pricing policy definition and implementation.· Lead, negotiate & monitor offers & contracts.· Annually preparation of Sales Forecast.MAJOR ACHIEVEMENTS:· Restructuring of sales department resulting in savings of 200k USD annually.· Global customer satisfaction improvement from 70% to over 90% measured by theannual survey.· Renegotiation of all existing contracts during company’s financial crisis without loosingthe main accounts.

• Oil & Gas Sales Manager (Europe)

  • Jan 2006 - Mar 2008

  RESPONSIBILITIES:· Responsible for 22M EUR turnover (2007).· Coordination of sales team (two sales executives).· Pricing policy definition and implementation.· Lead, negotiate & monitor offers & contracts.· Annually preparation of sales forecast.· Business development.MAJOR ACHIEVEMENTS:· Increase of division’s turnover from 6M EUR to 22M EUR in two years.· Diversification of the client mix. At the beginning of my assignment 80% of the divisionturnover was invoiced to only one customer and at the end was less than 50%.· Leadership of negotiations to finalize a five years Frame Agreement contract with Statoil.· Increase margin by 10% due to focusing on high end projects.· Most important new accounts gained during assignment: Corus (UK Pipe Manufacturer),Corinth (Greek Pipe Manufacturer) & EBK (German Pipe Manufacturer).

• Proposals Department Manager

  • Sep 2004 - Dec 2005

  RESPONSIBILITIES:· Coordination of proposals team (two technicians and one cost estimator).· Bidding documentation preparation.· Commercial/Technical Analysis of bidding documents.· Estimates on project cost· Pre-bid negotiations with potential suppliers.MAJOR ACHIEVEMENTS:· Department restructuring and professionalization that were aimed to provide customizedand high end products.· Development and implementation of a standardized cost estimation tool.· Management of homologation process of the company’s products with Enagas (Spain).

• Sales Engineer

  • Jan 2003 - Aug 2004

  · Technical & commercial assistant to West Africa Sales Manager.· Technical & commercial proposals preparation.· Direct contact with customers (Oil Companies, Pipe Manufacturers and OffshoreContractors).· Technical presentations to customers.· Pre-bid negotiations with potential suppliers.

• Sales Engineer

  • Feb 2002 - Dec 2002

  · Technical & commercial proposals preparation.· Direct contact with customers (Pipe Manufacturers).· Customer assistance during order execution.