Eric W. Email & Phone Number

Uk

Following global O&G downturn in 2014, was tasked with leading business change and delivering improved business performance.Achievements:• Analysed market sector data and JWD’s internal capabilities and realigned the organisation to develop opportunities in other areas beyond the O&G sector.• Took the company from a loss-making position in 2014/15 and 2015/16 (<£1.6m on a t/o of £6.5m) to a forecast break-even position in 2017/18. • Reorganised the sales team and the company to be client-focused through progressive deliverance of KPIs and enterprise objectives. • New product development pipeline with one product developed, industrialsied and launched 2017• Quotation response times were set and are now within KPI’s stipulation - with fewer staff and a 0% complaint rate. Result: sales over budget by 30% YTD with a win ratio of c40%.• Improved sales performance by implementing a sales pipeline, re-aligning customer services and quoting in re-buy (re-order)situations. • The company is now in a position to grow revenue with higher margin products while maintaining an OTIF of greater than 95%.

Central Scotland

Sales of dynamic and static flexible pipelines to the European Subsea Oil and Gas market. Company went out of business due to the Oil and Gas market downturn

Aberdeen, United Kingdom

• To identify and manage all Sales & Marketing activities, in line with internal procedures, in order to acquire business in line with the company's strategic and financial objectives.• Management of client account managers, market analyst, marketing analyst • Direct account strategies, interact with key vendors, internal executives, and key business partners and industry bodies to maximise the growth, development and return on investment of the organisation’s product portfolio. • Direct selling of company subsea sector products and services to Oil and Gas E&P’s in the UK, Ireland, Netherlands and Denmark • Overseeing business/market intelligence development, syndicated data, sales analysis and corresponding presentations to identify and capitalise on the most advantageous business opportunities.• Training workshops on marketing strategy planning and implementation to develop buy-in from disparate functions within Technip to form best working practice • Workshops on metrics and KPIs for business streams in the restructured UK business unit• Compilation of model, development of bespoke system with supplier and deployment of a new tailored CRM system for the UK business unit. • Present Rigid pipelines course held by Society for Underwater Technology as part of the introduction to subsea technologies.• Lunch & Learn sessions of new technologies to engineering houses and operators in the UK, Denmark and the Netherlands• Developing the base market information system in order to feed into strategy development (market information system). Used CRM system as the base conduit for information. Introduced competitor analysis techniques such as 5P strength and weakness analysis to gain insight into how to sell Technip value added proposal.• Introduction of client feedback survey during projects to feed back to quality system and improve client relationship.• Successfully implemented the "Key Account Management" philosophy within the UKBU

North America, Brazil, West Africa And Europe

• Business Development,Technical Sales and project estimation of Insulation and anti-corrosion coatings for subsea production systems and field joints for pipelines to the Offshore Oil and Gas Industry• Market analysis and business plan execution in new geographical markets• Material knowledge includes injection moulded polyurethanes (syntactic and solid), injection moulded polypropylene, polyethylene, FBE and rubber.• Clients included Oil majors, Pipe Mills, Engineering Houses, Subsea equipment fabricators, Lay contractors and sub-contractors in Northern Europe, North America, Brazil, West Africa and the Far East• Specification selling• Material qualification through operators. e.g. EMDC Qualification of injection moulded polypropylene (IMPP) insulation on rigid jumpers and other subsea production systems• Projects won included: Shenzi (Saipem for BHP Billiton), Kizomba Satellites (Saipem for EMDC), Galapagos (Technip for BP), Thunderhawk (Technip for BP), Thunderhorse (Technip for BP), White Rose (Husky), Jubilee (Technip for Tullow Oil), Pazflor (Total), Dorado and King South (Cameron for BP).

Glasgow, United Kingdom

• Strategic product planning • Conducted a company-wide strategic product portfolio analysis • Situational analysis of various products (market analysis)• Developed and implemented product and business plans• Liaised with procurement, engineering and sales departments in the development of products in the market• Break-even analysis for the product portfolio• Corporate literature and re-branding for globalisation of Clear Liquid Division brand• Global portfolio analysis in conjunction with marketing director • Developed a Marketing Information System Achievements:Promoted in 2002 from Product Manager to Marketing Strategist

Europe

• Technical sales and marketing of activated carbons to industrial and municipal clients in the United Kingdom and Europe• Pollution abatement (water and air phases) filtration design• Industries:Pharmaceutical, chemical, food and beverage and process industries such as oil refining, paper and water • Managed agents across Europe• Direct selling• Industries served: nuclear, oil and gas, pharmaceutical, engineering, industrial water, municipal water, general process industries, waste incineration and power generation• Conducted fact-based analysis of market trends; competitive data; technology advancements; and customer needs assessment and new product developments. • Evaluate organic growth strategies by product line particularly geographical expansion, local sourcing and local production. • Portfolio analysis and assessment to identify revenue and growth plans by country, application, vertical market. Achievements:Grew CPL Carbon Link’s position as a player to a market leading position in the European activated carbon flue gas treatment marketplace under fierce competitive pressure.Increased market share of the potable water powdered activated carbon segment within Europe with a higher margin product in an intensely competitive environment.