Maria Lucia Pinheiro Email & Phone Number

Houston, Texas Area

• Responsible for all Operational and Tactical Sourcing for the Americas region, with a team of over 45 people located in Canada, US, Brazil and Argentina. Total annual spend around US$ 7 billion, spread around E&P.
• Managed portfolio of 3000+ contracts through Contract Consolidation to fewer vendors, focusing on Category Management and Trading Houses achieving high contract management efficiency.
• Dealt with a number of highly complex internal and external stakeholders, leading to better alignment around processes implementations, business priorities and competitive total cost for the company.
• Implemented Supplier Qualification System for vendors in the Americas, resulting in selection of vendors with high standards in areas of social performance, ethics, compliance and environmental protection.
• Mentored and Coached a diverse and multicultural team, achieving team work and increased professionalism for increased results and enhanced reputation.

Houston, Texas Area

• Reported to the President of the company, leading a team of Sales and Technical Support Managers dedicated to complex technical sales of refining catalysts in Latin America and the Caribbean.
• Developed and implemented strategy and engagement plan with main National Oil Companies and respective stakeholders at executive levels that resulted in revenue around US$ 100 million and growing.
• Collaborated with other internal business areas, such as Licensing and Consulting, achieving close alignment to promote robust value proposition and product differentiation.
• Managed interface between Criterion and Shell Procurement organization for the supply of catalysts to all Shell refineries on a global basis, successfully implementing new global contract, which further enhanced the.
• Developed marketing strategies supporting new upcoming environmental requirements that increased sales of highly technical catalysts for use at Refinery processes (Hydrocracking and Hydroprocessing).

Sao Paulo ( Brazi ) And Houston ( USA )

• Responsible to develop and execute business development plan for the company Consultancy Business in Latin America, focused on Chemicals, Petrochemicals, Refining and Mining.
• Developed and implemented an effective sales and marketing strategy that built the foundation for the business in the region from the ground up and resulted in long term contracts with key target customers.
• Developed relationships at key clients’ executive levels, using Complex Sales techniques and tools that significantly increased company’s market presence.
• Created a solid and active business foundation in the region for a service with a long sales cycle achieving multiyear contracts within a short period of time, thus earning President’s Award for performance.
• Collaborated closely with technical experts and facilitated contracts and mediation discussions with legal departments which resulted in building strong customer relations and increased sales.

Houston, Texas Area

• Responsible to lead a multifunctional team (IT, HR, Legal, Taxes & Regulatory Compliance, Customer Center, Real State, Finance and Business representatives), to prepare and execute a major restructuring of the.
• Coordinated all parties and timelines and consolidating offices throughout the region leading to substantial cost reduction while achieving high levels of customer satisfaction and employee motivation.
• Developed solid concepts of Project Management, Stakeholders Management and Change Management that led to savings much higher than anticipated and happy stakeholders / engaged employees.

São Paulo Area, Brazil

• Most Senior Chemicals representative of the company’s Chemicals Business in Latin America and Caribbean. Responsible for management of all operations in 8 countries: Brazil, Argentina, Chile, Ecuador, Colombia.
• Provided leadership and guidance to the Product Business leaders based in headquarters to develop product strategies for the region, incorporating specific local needs, achieving long term customer relationships.
• Improved regional standards, applying “state of art” practices in activities related to Health Safety and Environment and Ethics and Compliance, enhancing adherence to the company global best practices, and driving the.
• Aligned internal and external stakeholders achieving recognition for facilitating understanding of the region and implementation of product strategies with consistent high profitability.
• Coached and mentored the team for high performance and career development during extensive restructuring of the business in the region, resulting in minimum personal impact and increased motivation.
• Acted as spokesperson for company during a major Environmental Crisis, collaborating with a team of technicians and attorneys to address authorities, politicians and local community, ensuring most reasonable outcome.

Sao Paulo, Brazil And Caracas, Venezuela

• Chemicals Manager for Andean and Caribbean Region – based in Caracas / Venezuela
• Marketing and Sales Manager of Solvents for Brazil / Business Manager for PET, Hoder and EO Glycols for Latin America
• International Supply and Distribution Head
• Marketing and Product Development Assistant
• Sales Executive – São Paulo Sales District

Executive Business Management, Business Management Program

Mba, Business, Finance, Human Resources

Chemical Engineering, Major

Chemical Engineering Bachelor