CV Principal Consultant Business Development, International Trading, Sales, Operational Manager

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CV/Resume ID no.: 94571
Last Updated: Monday, June 1, 2009

Oil & gas industry professional with over 25 years experience in supply and trading, operations, and business development. Majority of career focused on managing supply and trading for Petróleos de Venezuela (PDVSA) in their Maraven operating affiliate. Has a deep understanding of international supply and trading practices, contracts, and crude supply agreements. He has deep relationships with the world’s leading oil and gas companies, international traders, and service firms involved that deal with crude oil and refined products. He also has a strong background in developing new business opportunities and overall integrated supply & trading projects and organizations.

SAIC, Houston, TX 8/2006 – Present
Principal Consultant
Responsible for developing new accounts and working with clients to identify business challenges, design and implement solutions to improve business performance and maximize share holder’s value.
 Responsible for the expansion of Oil & Gas downstream consulting customer portfolio. He has established key contacts from CEO to mid-management levels in the most strategic accounts. Coordinated introductory meetings with key potential clients and SAIC’s participation in major national conferences, to promote SAIC’s brand recognition and industry solutions. He has supported the development of marketing material, sales strategy and the vision for the downstream consulting practice.
 Led an internal audit within a major oil company’s Supply and Trading organization focusing on the appropriate determination of "fair market value" for all the crude and products traded on behalf of a joint venture. The audit included the evaluation of the supply & trading process and potential improvements, accuracy of invoicing; performance evaluation reports (KPIs) and trading documentation evaluation to achieve transparency for each transaction.
 Developed and delivered introductory material / presentation on Oil & Gas business cycle 101 for other SAIC consultants and internal organizations to improve industry knowledge and create a better understanding of the business challenges faced by SAIC’s customer base.
 Coordinated the design, development and quality assurance for the integrated corrosion prevention planning and activity tracking of a pipeline business unit of a major oil corporation in the US.
 Led a business requirements and design team in the development of a gasoline blending compliance strategy for the global supply and trading group. This project involved the identification and documentation of EPA mandated gasoline blending requirements, and the translation of these requirements into an automated application for compliance reporting.


ZeoNet Inc, Houston TX 2/2003 – 8/ 2006
VP Marketing and Business Development
Responsible for the development of new accounts and generate incremental revenue through staff augmentation and industry solutions sales. Key accomplishments include:
 Successfully negotiated staffing contracts with major oil corporations and joint ventures in Venezuela and the US on behalf of ZeoNet. Total revenue increase estimates were approximately in the MM US$ 1.1 / year.
 Sincor’s Sales Manager (Venezuela) – Managed the International Sales team, Contract Administration, Claims and Commercial Analysis for all Crude and by products of Sincor’s JV in Venezuela. Developed new customer accounts, negotiated long term deals and spot sales contracts. Managed the development of international sales, scheduling and contract administration information system for Sincor’s marketing division. Coordinated the development of the division’s procedures and implemented department internal documentation requirements for sales operations and audit trails. Developed and managed Sales department operational budget and managerial reporting. Responsible for monthly, quarterly and annual results review for Sincor’s board of directors.


PDVSA - E&P 1/ 2002 –2/ 2003
Strategic JV Production / Supply Manager
 Successfully coordinated operational directives for all four crude upgrading projects Sincor, Petrozuata, Ameriven and Cerro Negro on the Orinoco belt (Venezuela).
 Led and completed the market strategy scenario for the fifth strategic upgrading facility project. Coordinated the engagement of third party market consultants (CERA) for PDVSA’s board authorization of the project financial plan.


PDVSA - Sincor, Caracas, Venezuela 11/ 1999 – 12/ 2001
International Sales Manager
 Successfully negotiated sales contracts, term and spot, for new production of synthetic crude oil, with revenues exceeding MM US$ 1,500 / year.
 Led and completed negotiations of the first term contract for crude oil sales with Valero for 3 years with projected revenues of MM US$ 1,700.
 Recruited and managed the sales team. Designed the training program and working procedures for the Sales organization. Developed the sales plan and budget for short and mid term. Established the guidelines for contract administration and claims handling. Designed and implemented customer’s performance guidelines and evaluation system. Established sales performance indicators and management information reporting tools.
 Developed new business opportunities, expanding customer portfolio to include companies such as Total, Sunoco, Shell, BP and Koch.


PDVSA - Maraven, Caracas, Venezuela 8/1981 – 11/1999
International Sales Manager
 Led the contract administration team (10 administrators) for crude oil sales, responsible for sales contracts in excess of 2.5 MM bbls / day. Developed business requirements for contract administration information system. Managed and implemented quality and demurrage claims information system for the division.
 Managed the team responsible for crude oil supply and product logistics operations for the Curacao refinery. Coordinated sales operations for LPG and base lubricants production from Curacao refinery and Cardon refinery.
 Successfully re-negotiated term supply contracts for residual fuel oil with international customers such as Texaco, NBEPC, BP, Enjet, Shell, Petrotrin, among others. In addition, develop new markets for residual fuel oil from Venezuela into the US West Coast and Mexico.
 Developed commercial strategies for fuel oil blending center in the Caribbean. Tracked spot market and supported negotiations for term contracts with New Brunswick Electric Power Commission. Designed and deployed a new tracking system for fuel trading. Developed the analytical reports for daily trading economics.
BP, Shell, Valero, Tesoro, Chevron, Marathon, Conoco-Phillips, NuStar, Aramco, Total, Sunoco, Statoil, Pemex, Petrotrin, Petrobras among others.
 Business functions: Commercial and strategic planning, market analysis, supply operations & logistics, international negotiations and trading, business development, contract administration, projects.
 Functional Areas: Business development, international trading and sales, supply operations and logistics, contract administration and claims handling, information system, project management, etc.
 Applications: Integrated Supply & Trading Information System.

PMP Certification 2007

Master International Management, Marketing 1992
American Graduate School of International Management, Glendale, AZ (Thunderbird)

BS, Computer Science 1981
The University of Tulsa, Tulsa, OK

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Information Systems Developer