Business Development, Energy & Oil Refining Executive
135 Candace Lane * Chatham, NJ 07928
[Send email to request phone number] 01.0126 *
SUMMARY
Business Development Executive with over 20 years international experience in
the Oil Refining, Energy and Industrial Gases industries with major multinational
corporations. Diverse background with a proven track record in developing large
capital projects from concept through to completion, strategic business planning,
customer engagement, market and competitor analysis, commodities trading and
process/project engineering. Results driven professional able to bring
significant bottom line growth to a company looking to invest by identifying,
leading and developing complex, high-value projects. Constant achievement
reflecting particular expertise in;
* Business & Market Development
* Negotiation of large complex contracts
* Strategic Planning
* Process Engineering & Operations
* Oil Refining Industry & Trends
* Business Case Analysis & Modeling
PROFESSIONAL EXPERIENCE
THE LINDE GROUP (Formerly THE BOC GROUP) 2001-Sept.2009
* World leading gases and engineering company with 52,000 employees working in
over 100 countries worldwide.
* 2008 financial year achieved 12.7 billion in sales.
Head of Market Development - Oil & Gas, Murray Hill, NJ (2007-Sept. 2009)
Promoted to Vice President of Market Development reporting to the President of
Global Business Development. Responsible for leading a team of 6 international
oil refining and energy industry experts to define and implement the business
investment strategy for large scale on-site industrial gases supply contracts,
identify potential future projects to fill the prospect pipeline, establish the
customer engagement plans and track competitor market activity.
* Developed a clearly defined Global Investment Strategy in the Oil & Gas
sectors that was agreed and aligned with all company stakeholders, providing a
vision and direction for investment growth for the company.
* Led the Market Development prioritization and evaluation of investment
opportunities to ensure an investment pipeline of over $700M per year for the
Gases Division required to maintain growth and market share aspirations.
* Defined a road map for step-out growth opportunities in the industrial gases
market including evaluation of gasification technologies, renewable energies,
enhanced oil recovery and carbon capture and sequestration.
* Completed market evaluation of step-out geographies including South America,
Middle East and India to provide insight and understanding of the investment
opportunities, customers and risks in these countries.
* Guided the company on the impact of Government regulations on changing global
fuel quality specifications and their impact on refinery hydrogen demands
resulting in a targeted and focused investment strategy by region.
* Coached, mentored and provided career development as required to maintain and
enthusiastic and successful Market Development team.
Market Development Director, Guildford, Surrey, UK - THE BOC GROUP (2003-2006)
Led the development of global industrial gases supply opportunities in the
Energy sector through early identification, positioning and customer engagement
that enhanced the overall value proposition and conversion win rate.
* Directed the Market Development effort to a successful installation of a $70M
BOC owned and operated H2 plant for the Salt Lake City refining cluster,
including completion of internal Business Case evaluation for Board Approval and
leading the contract negotiations with all parties.
* Led the Market Development activity resulting in exclusive Letter of Intent
(LOI) positions with BP Hull to supply H2 to BOC to on-sell to the Humberside
(UK) area refineries, contract value over $50M.
* Completed review and positioning of several multi-million dollar H2
opportunities including the Durban Refining Cluster in South Africa, Antwerp
refining cluster and the Milford Haven refineries in Wales.
Refining Planning Manager, Murray Hill, NJ - THE BOC GROUP (2001-2003)
Identify and evaluate potential industrial gases investment opportunities for
BOC in the refining sector using market insight, industry expertise and site
specific situations to generate solutions that improve the overall value
offering.
* Formulated value propositions and tactics that positioned several major
initiatives into the Project Development stage including Chevron Salt Lake City
H2 Project in USA, Hyundai Oil Bank H2 in South Korea and the Sinopec Moaming
Refinery H2 options study, China.
WORLEY LIMITED 1999-2001
Principle Process Engineer, Melbourne, Australia
Responsible for implementing and managing all the Process Engineering
requirements for Worley's major Alliances in Australia including the ExxonMobil
and Qenos Alliances.
* Developed several strategic proposals that improved Worley's engineering
presence in Australia including expansion of ExxonMobil Alliance into South
Australia, and the Gas Recovery plant in eastern Victoria.
* Built a team of 6 process engineers over a three year period to expand the
Worley Engineering office workload that improved the Alliance revenue by well
over 200% during that period.
BP OIL 1989-1999
Trading & Products Charterer, Melbourne, Australia (1997-1999)
Completed contract negotiations as required for chartering spot vessels to
supply oil products to meet BP's supply requirements. Developed, negotiated and
implemented multi-million dollar long term freight deals.
* Consistently negotiated spot deals that were at or below market value saving
BP several million dollars per year.
* Chartered a Bareboat vessel for over two years, with minimal downtime, saving
on average ~$3000 per day over the market spot rate saving BP Australia well over
$2M.
Operations Supervisor, Perth, Australia (1995-1996)
Planned and directed the operations of the Crudes/Gasoline Area of the Refinery
so that production was maintained safely and efficiently. Managed shift rotation
operations staff.
* Planned and implemented a safe turnaround of the crude oil processing area.
* Successfully managed area budget costs versus planned yearly spend for
manning, catalysts and chemicals.
Senior Process/Commissioning Engineer, Perth, Australia (1992-1995)
Lead engineer for the new CCR Reformer and Isomerization Units at BP's Refinery
in Perth. Responsible for Front End Eng. and Design, management of all detailed
design activities with the main contractor and plant commissioning.
* Successfully installed new CCR Reformer at the refinery costing ~$150m, with
an IRR of over 25%, improving both the efficiency and profitability of the
refinery. Project was completed on budget and schedule.
* Completed the $20m revamp of an existing Semi-Regen Reformer into an
Isomerization unit.
Manufacturing Analyst, Melbourne, Australia (1989-1992)
Using Excel, prepared the Project Justification for BP's Gasoline Expansion and
Feed Flexibility Projects. Responsibilities included evaluation of capital
investment scenarios and preparation of cost/benefit analysis.
* Board agreement to proceed with both the Feed Flexibility and Gasoline
Expansion Projects at BP's refinery in Perth. Total project costs for sanction
~$200m with a projected IRR of ~25%.
EDUCATION
Bachelor of Chemical Engineering (Honors degree - top 5%), Royal Melbourne
Institute of Technology (RMIT)
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