British Valve & Actuator Association (BVAA)

A driven professional, with proven capability of Market Development of engineered product lines, into the Global Energy Industries, with strong technical and international bias. Experienced in successfully developing international territories, with demonstrated success in appointing and motivating overseas sales agent companies, direct project selling to international key accounts and pioneering market development. A proven self-starter, who works effectively with minimal supervision, possessing effective presentation and communication skills, with demonstrated cultural adaptability.

Achievements include:

• Assessing effectiveness of and, resulting from this, researching, identifying and appointing Representatives for the various companies in the Middle East, South East Asia, Australasia, Europe, South Africa, Brazil, Houston, etc.
• Streamlining distributor network in India and Egypt.
• Researching and identifying potential Distributors/Sub-Distributors in Sri Lanka, Pakistan, The United Arab Emirates, Saudi Arabia and Kuwait.
• Establishment of local Malaysian and, previously, Singapore based capabilities to provide quotation, order handling, customer interface and contract management, on behalf of the Division.
• Obtaining product approval for WV &C’s SarasinRSBD product range by Brunei Shell Petroleum and ConocoPhillips, Indonesia and Dublok’s lapsed product approval by Shell Exploration & Production, UK..
• Directing local representatives’ activities to secure major orders from Sarawak Shell, for WV&C’s “MACValves” Sub Sea Ball Valves; and from Singapore based EPC Contractor for both the “Blakeborough” Control and “SarasinRSBD” Pressure Relief Valve Products; and ground breaking orders for ConocoPhillips, Indonesia, and Thai Nippon Steel/PTTEP, Thailand, for the “SarasinRSBD” Pressure Relief Valve Products.
• Exceeded sales targets by establishing close and highly effective relationships with overseas representatives and customers, resulting in annual sales bonus awards of 15% of basic salary in 2000.
• Developing outline brief for Dublok’s Website.
• Identifying shortfall in local manufacture, to successfully secure protocol agreement with Russian Gas Giant Gazprom, for testing and long term supply of high-pressure Crosby Pilot Operated Pressure Relief Valves.
• Directing local representative’s activities to secure major orders from the National Iranian Gas Company, amounting to £2M over three years, for Crosby.
• Generated £5M of Japanese project sales, for Crosby, from zero base, over three years by using excellent communication and negotiating skills, and by being adaptable and responsive to different cultural needs.
• Consistently exceeded sales targets, resulting in annual sales bonus awards of 15% and 50% of basic salary in 1997 and 1996, respectively.
• Managing successful business migration from Singaporean sales representative company to local Crosby entity, by engendering strong team spirit and will to win.
• Co-ordinated a global team that successfully negotiated a US$6M contract, for Crosby, to supply valves to Korean Nuclear Power industry, by effective planning and communication.
• Instigated programmes for local Singaporean stockholding and to secure purchasing agreements with key oil majors, having analysed customer needs, whilst at Crosby.
• Increased Crosby’s regional sales performance by 42%, which included directing and supporting the growth of Chinese sales from zero base to $2.5M in three years; and negotiating significant South Korean Petrochemical Construction project, amounting to $1.5M.