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Sales / Proposal manager

Work Experience

CAREER STATEMENT:
I am a highly motivated and pro-active sales manager with demonstrated communication skills, organisation skills and the ability to adapt to changes throughout his career. I work well with people, systems and in projects/proposals. I have demonstrated my knowledge in the Oil & Gas, Petrochemical, Power, Iron & Steel and in the Process Industry. I have no reservation towards mastering any technical or commercial subject.
I write excellent proposals and manage/coordinate proposal teams in an efficient manner.

EXPERIENCE:
01/04 – now BV, Vijfhuizen, 100% Owner.
is a company focusing on:
(i) payrolling, agency and headhunting services.
(ii) executing projects and
(iii) sales activities and representing foreign engineering companies in the Netherlands.
(iv) Started companies/branches in Hong Kong and Xuchang, China.

05/03 – 10/03 Continental Engineers, Zaandam, (NL), Shareholder/Comm.Dir.
Through my personal network I was asked to head up the sales of Continental Engineering BV in Amsterdam. Through circumstances beyond the directors and my control the company went bankrupt on the day I started working.

08/01 – 5/03 Twister BV, Houston, USA, Regional Director (Sales / Proposals)
Twister BV is a startup company for bringing a new product to the offshore Oil and Gas market: The Twister Supersonic gas Dewpointer, an invention developed by Shell. Headquarters are in Rijswijk NL).
• Regional director responsible for relation management. Setting up a new network for the company in the America’s. Selecting and appointing agents in North and South America.
• Sales / Proposal manager, product presentations, arranging and participating on exhibitions. Presenting papers at Conferences. Customer identification. Proposal preparation. Extensive travel. Developed a large offshore network in Houston.
• Bring engineering and contracting experience into the company.

05/99 – 07/01 NEM BV, Leiden (NL), Area Sales / Proposal Manager
NEM BV is an engineering contractor specializing in the engineering and supply of waste heat boilers or Heat Recovery Steam Generators (HRSG). The main activities are:
• Sales manager for NEM’s main product, the HRSG’s. Contracts are scored in Spain and in the USA. Successful conclusion of a 150 million US$ multiple purchase contract with Siemens Westinghouse.
• Project Manager for the development of a standard HRSG, leading a multidisciplinary team.

10/90 – 05/99 HTS Europe BV, Velsen Noord (NL), 3 periods:
01/98 – 05/99 HTS Europe BV, Velsen Noord (NL), Sales/Proposal Manager
HTS Europe BV (Hoogovens Technical Services Europe BV) is the successor of both HTS E&E (Energy and Environment) and HTS I&S (Iron and Steel).
• A 3-month training: familiarization with the iron and steel industry.
• Sales/Proposal manager for HTS’ products (~40). Contracts are scored in Italy (Ammonium sulphate dewatering and drying plant) and Holland (engineering for a gypsum processing plant).
Supervising large proposals teams. Evaluation of potential subcontractors.
• Business development (new products). Negotiations with licensors.
• Marketing studies in support of business development and sales leads.
• Reorganizing the prospect administration to allow work forecasts and follow-up prompting.
01/97 – 12/97 L&C Steinmüller GmbH, Gummersbach, Germany, Sales /Proposal Manager.
Steinmüller is an engineering contractor in the power industry, which diversifies in, amongst others, FGD (Flue Gas Desulphurisation Plant) which HTS E&E also sold. The activities are similar to those at HTS E&E, but are executed in a German culture:
• Project manager sales for the DM 140 million Matra FGD project, lead a German proposal team, customer liaison and assess Hungarian workshops and engineering offices.
10/90 – 12/96 HTS E&E BV, Velsen Noord (NL) Sales/ Proposal Manager
HTS E&E is an engineering contractor specializing in turn-key FGD plants for power stations in Europe. The following activities are undertaken:
• As project manager responsible for the co-ordination of all activities in Poland in the initial phase of HTS E&E\\\'s 250 million NLG Belchatow FGD project. Activities include screening and negotiating contracts with subcontractors, site activities, staffing, housing, all communication with the customer, the power stations senior management. (Oct ‘90- Dec ‘91).
• Sales / proposal manager for large environmental projects. Prequalifications, budget proposals and firm proposals are made in team effort under my supervision; between 500 to 13000 man-hours are spent per proposal (about 15.000-18.000 man-hours per year). Main achievement: scoring the 155 million NLG Pocerady FGD project in the Czech Republic.
• Supervision and communication with all technical (mechanical, civil, process, electrical, C&I, design and planning) and commercial (estimating, legal, financial, procurement and contractual) lead specialists in the dedicated multidisciplinary project teams.
• External communication with customers, main suppliers, representa-tives, embassies and banks.
• Setting up a consortium agreement with for project execution.
• As a product development manager I manage study teams to develop novel techniques and products for to the core business of the company.

8/87 – 8/90 Babcock Eng. Contr., Sandton, South Africa, Sr. Thermal Eng.
BEC\\\'s Thermal Process department specializes in engineering and contracting for radiative and convective heat transfer equipment for the petrochemical industry. Claudius Peters’ specialists in Hamburg train me to design fired heaters, reformers and convective heat transfer equipment. Under the title “Senior thermal engineer” the following functions are executed:
• Sales/proposal manager for incineration plant, fired heaters, methane reformers, shell and tube heat exchangers, air cooled heat exchangers and waste heat recovery installations.
• Thermal Process design engineer for all of the above equipment. Several dedicated computer programs are written for: fired heater simulation, combustion processes, convection bundles (plain and finned) and supported incineration of chemicals.
• Project engineer for several fired heater and steam reformer projects.
• Business manager for fired heaters (‘89-90). Supervision on the execution of the fired heater projects and the market is continuously scanned for new business.

3/81 – 7-87 Council for Scientific and Industrial Research (CSIR), Chemical Engineering Research Group (CERG), Pretoria, South Africa.
The CSIR is a semi-government organization similar to the Dutch TNO.
Activities as a Research Engineer (March 1981 - February 1985):
• Developed instrumentation for the measurements of thermal conductivities and thermal diffusivities of liquids at elevated temperature and pressure (used for PhD thesis).
• Contract measurements on liquids of industrial origin.
Activities as the Manager of the Energy division (February 1985 - July 1987):
• Supervision of research projects in drying technology (closed loop, drying with steam etc).
• Head drying laboratory (batch contract drying, dryer selection tests).
• Member of CERG’s management team.

Education

EDUCATION:
• University of Natal, Durban, South Africa, PhD-Chem. Eng., 1981-1985 (during work).
• TH-TN (Applied Physics), TH-Twente, 1977-1981.
• HTS-FT (Applied Physics), Dordrecht, 1972-1977.
• MTS-W (Mechanical Engineering), Hengelo, Holland, 1969-1972.
• Short courses completed on Sales, Project Management and Communication.

Skills

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Languages

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Other

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