S E B A ST I A N S TO R A C I Valencia, Venezuela +58 424 331 9272 [email protected] S A L E S & B U S I N E S S D E V E LO P M E N T P RO FE S S I O NA L A top-performing professional credited with combining sales, marketing and business development expertise to deliver substantial revenue growth in highly competitive international business markets. Strong expertise Oil & Gas Drilling, Oil Country Tubular Goods (OCTG), Equipment, Supplies and Services, Energy and Utilities, and Industrial Business. A natural leader, able to influence others, build consensus and create lasting and profitable business relationships. Multilingual in English, Spanish and Italian. Areas of Expertise Key Account Sales Business Development Contract Negotiations Latin American Markets International Sales European & Middle East Markets Strategic Planning & Analysis Multicultural Business Sales & Forecast Management Professional Experience VAN LEEUWEN PIPE AND TUBE GROUP, THE NETHERLANDS 2014 to Present S ALES CONSULTANT Market and sell carbon and stainless steel, alloys, duplex, super duplex, monel and inconel pipes, fittings, flanges, valves, plates and beams. Create and develop new relationships with potential customers: Corpoelec and Pdvsa Do you have any specific sales results that can be included here? No I don’t have any yet, since just recently appointed in year 2014 and we are in process of registering in both Companies’ Vendor from ground roots to participate in bids accordingly. What territory or region do you serve? Serving exclusively Venezuelan territory including state-owned company the National Electricity Corporation Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as International Strategic Alliances Partnerships. FRIJNS INDUSTRIAL GROUP, THE NETHERLANDS 2014 to Present S ALES CONSULTANT Promote products and services for manufactured OCTG, steel and GRP (epoxy and vinylester) line pipe, oil field equipment, constructions, and industrial supplies in Venezuela and Latin America. Do you have any specific sales results that can be included here? No I don’t have any yet, since just recently appointed in year 2014 and we are in process of registering in both Companies’ Vendor from ground roots to participate in bids accordingly. What territory or region do you serve? Serving exclusively Venezuelan territory and other Latin American Markets, including state-owned company the National Electricity Corporation Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as International Strategic Alliances Partnerships. VANDEGRIJP PIPE AND PARTS TRADER, THE NETHERLANDS 2014 to Present S ALES CONSULTANT What were the products and services sold on behalf of this company? Do you have any specific sales results? No I don’t have any yet, since just recently appointed in year 2014 and we are in process of registering in both Companies’ Vendor from ground roots to participate in bids accordingly. What territory or region do you serve? Serving exclusively Venezuelan territory and other Latin American Markets, including state-owned company the National Electricity Corporation Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as International Strategic Alliances Partnerships. DELEXPORT INTERNATIONTAL TRADING SRL, TRENTINO, ITALY 2014 to Present BUSINESS AND SALES CONSULTANT What were the products and services sold on behalf of this company? Do you have any specific sales results? No I don’t have any yet, since just recently appointed in year 2014 and we are in process of registering in both Companies’ Vendor from ground roots to participate in bids accordingly. What territory or region do you serve? Serving exclusively Venezuelan territory and other Latin American Markets, including state-owned company the National Electricity Corporation Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as International Strategic Alliances Partnerships. BREDA ENERGIA SPA, M ILAN, ITALY 2013 to Present S ALES CONSULTANT What were the products and services sold on behalf of this company? Do you have any specific sales results? No I don’t have any relevant yet, since just recently appointed in year 2014 and we in process of registering in both Companies’ Vendor from ground roots to participate in bids accordingly What territory or region do you serve? Serving exclusively Venezuelan territory and other South American Markets, including state-owned company the National Electricity Corporation Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as International Strategic Alliances Partnerships FUTURE PIPE INDUSTRIES, BV, HARDENBERG, THE NETHERLANDS 2008 to 2011 REGIONAL SALES MANAGER ITALY, SOUTHERN EUROPE Meeting assigned corporate budget by securing over $ 12 million USD every year leading sales in Southern Europe by securing more than $50 million USD in thirthy six months with major Italian and Spanish EPC contractors with projects in Europe, USA, Latin America, and the Middle East. TECHNIP Italy: Ability to introduce in 2009 the company in new customers such as Technip Italy (TPIT) and able to break-in in year 2010 with an order of $ 28 million USD (for project Jubail JERP KSA) for their first time obtaining an Order from TPIT by replacing Customer’s traditional supplier by means of excellent individual and team work. As result obtained the highest Performance Bonus paid by Company in Europe of $15 thousand USD. Later one in year 2012 we repeated a PO with same Technip Italy with a new contract for €3,2 million EURO this time in Braskem Coatzocoalcos, Mexico. MaireTecnimont Italy: with projects in Italy (Tempa Rossa $1.5 million USD in year 2013), Abu Dhabi (GTC Habshan5 $7.3 million USD in year 2009), Russia (Tobolsk $450 thousand USD in year 2011) Kuwait (KNPC Acid Gas Removal Plant year 2012 – AGRP $ 500 thousand USD). Saipem SpA Italy w/projects for Saudi Aramco (Manifa, KSA $9.5 million USD); Abu Dhabi National Oil Company (ADNOC), QAFCO (Qatar $28 million USD); Shah Gas Project in Abu Dhabi UAE $8,3 million USD. What type of products and services did you or your team sell? B ASED IN M ILAN (I TALY ) BUSINESS/S ALES FOR FPI M ANUFACTURING UNITS LOCATED IN EUROPE, GCC- UNITED ARAB EMIRATES AND KINGDOM OF S AUDI ARABI A. – SECURING & I NCREASING S ALES WITH MAJOR I TALIAN AND SPANISH EPC CONTRACTORS WITH PROJECTS IN I TALY AND SPAIN AND / OR I NTERNATIONAL PROJECTS WITHIN EUROPE, USA, L ATIN AMERICA, M IDDLE E AST AND UNITED ARAB EMIRATES. FUTURE PIPE I NDUSTRIES IS A MULTINATIONAL WITH CORE BUSINESS IN : REINFORCED G LASSFIBER PIPE SYSTEM AND OCTG INCLUDED (RESINS : EPOXY /POLYESTER /VINYLESTER ) FOR O IL & G AS, DRILLING , POWER G ENERATION , O FFSHORE, CIVIL I NFRASTRUCTURE, COMPLETE WATER CYCLE PROJECTS. SECURED CONTRACTS FOR FUTURE PIPE G ROUP WORTH OVER 50 MILLION USD WITHIN 36 MONTHS Did you have any formal supervisory or management responsibilities? If so, how many people did you manage? Did you have any human resources responsibilities for your team? I served the company including liasing activities and reporting to both European headquarters in The Netherlands and GCC (Dubai). IREM S.P.A., SIRACUSA, ITALY 1999 to 2008 POSITION: BUSINESS DEVELOPMENT MANAGER BASED IN ITALY WITH INTERNATIONAL TERRITORIAL RESPONSIBILITIES TO PURSUE PROJECTS ALONG KEY MARKETS WITH HIGH GROWTH IN LATIN AMERICA & EUROPE. IREM SPA IS A LEADING ITALIAN COMPANY SPECIALIZED IN MULTIDISCIPLINARY WORKS , SUCH AS : PIPING FABRICATION , M ECHANICAL, ELECTRICAL & INSTRUMENTATION WORKS FOR CHEMICAL, PETROCHEMICAL, OIL & GAS, POWER GENERATION PLANTS AND ERECTION WORKS OF PIPING AND EQUIPMENT FOR R OTATING MACHINES SUCH AS GAS TURBINES, GENERATORS , COMPRESSORS , ETC. A PORTFOLIO FILLED WITH BUSINESS OPPORTUNITIES WITH AWARDED SALES CONTRACTS IN S OUTHERN AND WESTERN EUROPE WORTH OF OVER 60 MILLION EURO. HTTP ://WWW.IREMSPA .IT 1999 to 2008 BUSINESS DEVELOPMENT MANAGER, EUROPE /BUSINESS REPRESENTATIVE, SOUTH AMERICA & THE CARIBBEAN Managed business portfolio valued at more than €60M with contracts in Southern and Western Europe., including; Italy, Spain, Sweden, The Netherlands and Belgium What types of service contracts did you sell? To whom? M ULTIDISCIPLINARY WORKS , SUCH AS: PIPING FABRICATION , MECHANICAL, ELECTRICAL & INSTRUMENTATION WORKS FOR CHEMICAL, PETROCHEMICAL, OIL & GAS, POWER GENERATION PLANTS AND ERECTION WORKS OF PIPING AND EQUIPMENT FOR R OTATING M ACHINES SUCH AS GAS TURBINES , GENERATORS , COMPRESSORS , ETC. IREM SPA MAJOR ACCOMPLISH R ESULTS/PROJECTS BUSINESS DEVELOPMENT MANAGER 2003 - 2008: COGEN COOGENERATION PROJECT FOR EXXONMOBIL OIL R EFINERY IN ANTWERPEN , BELGIUM YEARS 2007-2008 R ESPONSIBLE FOR FOSTER WHEELER ITALIANA, M ILAN, ITALY AS COMPANY CUSTOMER A CCOUNT ; MANAGED FROM PRE -QUALIFICATION , SITE SURVEY , ALL SALES CYCLE YEARS 2003-2004 FOR M AJOR R E-VAMPING OF EXISTING OIL R EFINERY . FOSTER WHEELER ITALIANA WAS ENGINEERING COMPANY FROM ITALY . WORKS INCLUDED PREFABRICATED PIPING AND SPOOLS ; M ECHANICAL, ERECTION, ELECTRICAL AND INSTRUMENTATION WORKS . R EQUESTED BY CUSTOMER AND ENGINGEERING COMPANY APPOINTED THE CONTRACT MANAGER AND DEPUTY MANAGER FOR ALL ELECTRICAL & INSTRUMENTATION WORKS VALUE $18 MILLION USD. PREEMRAF, L ISEKYL SWEEDEN : MANAGED FROM PRE -QUALIFICATION , SITE SURVEY , ALL SALES CYCLE YEARS 2004-2006 FOR M AJOR UPGRADING AND RE -VAMPING OF EXISTING OIL R EFINERY . ABB WAS ENGINEERING COMPANY FROM NETHERLANDS . WORKS INCLUDED PREFABRICATED PIPING AND SPOOLS ; M ECHANICAL, ERECTION, ELECTRICAL AND INSTRUMENTATION WORKS . VALUE $18 MILLION USD. AIRLIQUIDE FRANCE FOR PROJECT ERG PRIOLO, SICILY , ITALY : R ESPONSIBLE FOR CUSTOMER ACCOUNT ; MANAGED FROM PRE -QUALIFICATION , SITE SURVEY , ALL SALES CYCLE YEARS 2003-2004 FOR M AJOR R E-VAMPING OF EXISTING OIL R EFINERY . CUSTOMER AND ENGINEERING CONTRACTOR WAS ENGINEERING COMPANY FROM FRANCE . WORKS INCLUDED PREFABRICATED PIPING AND S POOLS ; M ECHANICAL, ERECTION, ELECTRICAL AND INSTRUMENTATION WORKS . VALUE $9 MILLION USD. IREM SPA 1999-2003 BUSINESS REPRESENTATIVE, SOUTH AMERICA & THE CARIBBEAN PETROLEOS DE VENEZUELA (PDVSA) REFINERIA ISLA , CURACAO. R EVAMPING WORKS . TECHNIP ITALY WAS THE ENGINEERING AND CUSTOMER CONTRACTOR . VALUE $12 MILLION USD. IREM S.P.A. SIRACUSA, ITALY 4/1999 – 2003 TILL 2008. : HTTP :// WWW.IREMSPA .IT POSITION: BUSINESS DEVELOPMENT MANAGER BASED IN ITALY WITH INTERNATIONAL TERRITORIAL RESPONSIBILITIES TO PURSUE PROJECTS ALONG KEY MARKETS WITH HIGH GROWTH IN LATIN AMERICA & EUROPE. IREM SPA IS A LEADING ITALIAN COMPANY SPECIALIZED IN MULTIDISCIPLINARY WORKS , SUCH AS : PIPING FABRICATION , M ECHANICAL, ELECTRICAL & INSTRUMENTATION WORKS FOR CHEMICAL, PETROCHEMICAL, OIL & GAS, POWER GENERATION PLANTS AND ERECTION WORKS OF PIPING AND EQUIPMENT FOR R OTATING MACHINES SUCH AS GAS TURBINES, GENERATORS , COMPRESSORS , ETC. A PORTFOLIO FILLED WITH BUSINESS OPPORTUNITIES WITH AWARDED SALES CONTRACTS IN S OUTHERN AND WESTERN EUROPE WORTH OF OVER 60 MILLION EURO. HTTP ://WWW.IREMSPA .IT NOTE: R ELATED TO C OMPANIES LISTED HEREBY BELOW FROM 1992 TO 1995 TO 1999 HEREWITH MENTIONED COMPANIES HAVE N EW C O’S. T HUS, KINDLY NOTE THAT I HAVE NOT CHANGED JOBS OR COMPANIES , BUT WERE SUCH COMPANIES THAT HAVE EITHER MERGED OR CHANGED THEIR NAMES ” EITHER CHANGED NAME / MERGE/ ACQUIRED INTO 1995 – 4/1999 WEATHERFORD INTERNATIONAL, INC. HTTP :// WWW.WEATHERFORD.COM/ SEVERAL MANAGERIAL POSITIONS FOR VARIOUS CORPORATE BUSINESS DIVISIONS , INCLUDING OCTG KEY ACCOUNT M ANAGER , BDM, LAT AM SALES M ANAGER , R EGIONAL MANAGER LATIN AMERICA . OCTG PREMIUM AND API THREADING PRODUCTS , DRILL PIPE AND ROTARY DRILLING COMPONENTS . 1. SERVED AS R EGIONAL M ANAGER FOR LATIN AMERICA FOR A GROUP OF COMPANIES OF EVI THAT MERGED WITH WEATHERFORD I NTERNATIONAL. THESE INCLUDED GRANT PRIDECO INC, VENSTAR , LTD AND EVI OIL TOOLS. COMPLETED ASSIGNMENTS IN USA (H OUSTON), LAT AM AND VENEZUELA (VALENCIA , PTO . L A CRUZ & C ARACAS). A S KEY A CCOUNT MANAGER VENEZUELA FROM 1998 TO 1999, SPEARHEAD THE COMPLETION AND OILFIELD SERVICES DIVISION IN CARACAS , VENEZUELA , WITH LATER SPIN-OFF AS RENAMED TODAY : DRILLING INTERVENTION SERVICES . PERFORMED ALL SALES, M ARKETING, AND SUPPORT FUNCTIONS FOR OIL, DOWNHOLE AND TUBULAR RUNNING SERVICES FOR PDVSA (PETRÓLEOS DE VENEZUELA , S.A) SERVING AS KEY ACCOUNT MANAGER . 2. SERVED AS BUSINESS DEVELOPMENT MANAGER FOR ARTIFICIAL LIFT & GAS COMPRESSION DIVISION (PTO. LA CRUZ, VENEZUELA , 1997 TO 1998). HTTP ://WWW.WEATHERFORD.COM/ 3. BUSINESS DEVELOPMENT & ACQUISITION M ANAGER OF NEW COMPANIES FOR EVI / VENSTAR , LTD., (LONDON, 1997). AS A RESULT OF AGGRESSIVE GROWTH POLICY THAT PURSUED STRATEGIC STRENGTH THROUGHOUT INDUSTRIAL FIT . 4. 1996-1997 LATIN AMERICA REGIONAL MANAGER - EVI / GRANT PRIDECO , INC, H OUSTON AND VENEZUELA . OCTG PREMIUM AND API THREADING PRODUCTS , DRILL PIPE AND R OTARY COMPONENTS PRODUCTS INCLUDED MANUFACTURING AND SALES OF H-SERIES FOR DRILL PIPE AND R OTARY S HOULDERED CONNECTIONS FOR OIL AND GAS DRILLING RIG OPERATIONS . HTTP :// GRANTPRIDECO .COM. 5. 1992-1995/99 ENERPRO INTERNATIONAL, INC. VENEZUELA & HOUSTON , USA . OCTG PREMIUM & API THREADED POSITION : LATIN AMERICA SALES MANAGER OCTG - COMPANY WAS FORMERLY BAKER PREMIUM THREADING, LATER AN EVI COMPANY/GRANT PRIDECO, INC., AND LATER SOLD TO TENARIS GROUP IN YEAR 1996. R ESPONSIBLE FOR P&L, ALL SALES AND MARKETING ACTIVITIES FOR LATIN A MERICAN OPERATIONS , INCLUDING POST -MARKET SERVICE AGREEMENTS . CONDUCTED MARKET ANALYSIS, DEFINED KEY TARGET MARKETS , AND DEVELOPED STRATEGIES FOR GEOGRAPHIC EXPANSION AND LOGISTICS INTO EMERGING MARKETS IN S OUTH, C ENTRAL AMERICA , M EXICO & CARIBBEAN . · EXPANDED CHANNELS OF DISTRIBUTION . ORGANIZING, SUPPORTING , AND DELIVERED TECHNICAL SEMINARS AND PRESENTATIONS . RESEARCHED AND MONITORED COMPETITIVE BUSINESS PRACTICES AND STRATEGIES . HTTP :// GRANTPRIDECO .COM R ECORD OF ACCOMPLISHMENTS : FROM 1992 – 1999 WEATHERFORD /GRANT PRIDECO/ ENERPRO INTERNATIONAL/ BAKER PREMIUM THREADING FROM 1992 TO 1999 POSITION : LATIN AMERICA R EGIONAL MANAGER OCTG- R ESPONSIBLE MANAGER WITH ENERPRO ACQUIRED BY GRANT PRIDECO, INC. FORECASTING NEW BUSINESSES AND RENEWAL OF EXISTING BUSINESSES ON A MONTHLY BASIS . L EAD TEAMWORK FOR MARKETING, DEVELOPMENT AND INTRODUCING NEW PRODUCTS INTO L ATIN A MERICA MARKETS TO REMAIN AS PRIMARY PRODUCTS IN LATIN A MERICA AND WORLDWIDE MARKET BASIS . HTTP :// GRANTPRIDECO .COM V ALUED IN $7 MILLION USD PER YEAR . FROM 1995 TO 1997 POSITION : LATIN AMERICA R EGIONAL M ANAGER OCTG GRANT PRIDECO INC..( NOW CALLED NATIONAL OILWELL VARCO) RESPONSIBLE FOR DIRECT SALES TO CUSTOMER OR END-USERS M ANAGING A SALES TERRITORY MADE UP OF APPROXIMATELY US$ 36 MILLION WORTH IN CONTRACT VALUE WITHIN ASSIGNED TERRITORY IN 3 YEARS . FROM 1992 - 1995 POSITION : LATIN A MERICA R EGIONAL MANAGER OCTG BAKER PREMIUM THREADING INC (ENERPRO INT’L INC.): R ESPONSIBLE FOR SALES GROWING REVENUES TO OVER 150% AND INCREASING MARKET SHARE OF PREMIUM THREADS FROM 5% TO 20% IN LATIN AMERICA WITH BAKER PREMIUM THREADING, INC. (A BAKER HUGHES COMPANY LATER NAMED ENERPRO INTERNATIONAL INC.). VALUE $ 23 MILLION USD. BPCA TUBULARES PETROLEROS , C.A - VALENCIA, VENEZUELA 1985 - 1992. POSITION : COUNTRY SALES M ANAGER - OCTG PREMIUM AND API THREADING PRODUCTS DIRECTED ALL SALES & MARKETING OPERATIONS FOR THIS MAJOR PROCESSOR MANUFACTURER OF PIPE SEAMLESS AND ERW TUBULAR OCTG PRODUCTS . STARTED AS QUALITY CONTROL M ANAGER , FROM 1985 TO 1989, SUPERVISED TEAM OF 150. R ESPONSIBLE FOR SALES OUTPUT PROCESSING AND MANUFACTURING STEEL PLANT FROM 20,000 METRIC TONS OF STEEL OCTG INCREASED TO 165,000 METRIC TONS PER YEAR . VALUE : $ 63 MILLION USD. POSITION INCLUDED KEY CONTACT RESPONSIBILITY WITH LICENSORS IN USA, GERMANY AND JAPAN. IN A CONDUVEN, LA VICTORIA , VENEZUELA 1984 – 1985 POSITION : DEPUTY QUALITY CONTROL MANAGER OCTG PREMIUM AND API THREADING PRODUCTS AND LINE PIPE SUPERVISED TEAM OF 15 AND MONITORED PRODUCTION AND QUALITY ASSURANCE ASTM STANDARDS AND API SPECIFICATIONS OF ERW (ELECTRICAL RESISTANCE WELDED PIPE) FOR DOMESTIC AND EXPORT OIL & GAS M ARKETS . COSIVE, C.A., VILLA DE CURA , VENEZUELA 1983 – 1984 HTTP :// WWW.COSIVE.NET / POSITION : QUALITY CONTROL M ANAGER . MANAGED QA/QC OPERATIONS OF STEEL PLANT & FORGED FLANGES & FITTINGS FOR OIL & GAS INDUSTRY . RESPONSIBLE FOR IMPLEMENTING AN APPROVAL OF QA /QC PROGRAMS . Education & Training Bachelor of Science in Mechanical Engineering Technology Wentworth Institute of Technology, Boston, MA English as a Second Language, ELS Language Center, Boston, MA GCC & Middle East Sales and Marketing Seminars, FPG, Dubai, UAE GRP/GRE/GRV Training Seminar Program, FPi BV, Hardenberg, The Netherlands Unlocking Customer Value, Weatherford, Houston, TX Whipstocks, Weatherford International, Drilling & Intervention Services Latin America, Caracas, Venezuela Establishing International Joint Ventures and Strategic Alliances, AMA, Orlando, FL Plant Manufacturing of Drill Pipe and Drill Stem Members, Grant Prideco, Inc. Veracruz, Mexico Managerial & Marketing Skills sponsored by ENERPRO International, Houston, TX and AMA, Chicago, IL Finance for Non-Financial Executives, Baker Premium Threading Inc. and IESA, Valencia, Venezuela
