Wayne Bentley Email & Phone Number

Singapore

Strategic sales role focused on leading proactive efforts with identified strategic clients to grow volume, scope and profitability of business between assigned key clients and Elliott Group. Assigned Strategic Clients including major global Oil & Gas Operators, as well as EPC’s and process licensors.Key function of role includes, but not limited to building senior corporate level relationships, strategic long term planning (10+ Years), facilitating resolution of corporate issues, acting as executive sponsor for key client initiatives and development / management of Long Term Agreement’s and new market entry opportunities.

Singapore

Reporting to Global Sales Manager, sole responsibility for leading and guiding commercial teams, distribution channels, along with an individual contribution element to develop and execute key growth sales strategies within the territory. Business development tactics and action plans intended to close orders/contracts addressing Clients’ business needs whilst in turn achieving the fiscal targets set to expand Elliott’s brand and presence across the Asia Pacific territory.▪ Nomination to Elliott Group Accelerated Management Fast Track to Leadership▪ Quarterly and yearly bookings were tracking negatively. Joined company to oversee increased closure of bookings at a challenging down turn in the O&G market. By establishing new customer relationships, whilst addressing the increasing needs and expectations of current customer base. ▪ Despite limited market conditions and increased competition for business opportunities, increased sales win/lost rate from 19% to 29% year on year within first 12 months. With average individual contract valuation of US$1.36m and a win/lost rate further improved on previous year to at 33.33%.▪ Increased effectiveness and functionality of existing CRM framework to better fit the needs of the division, by realigning project hierarchies and tracking systems, to better meet organisational needs and planning. Combined with regular key project tracking meetings to globally coordinate the sales division’s activities to increase order successes.▪ Guided APAC region from last to best in the division, by developing accurate and precise future pipeline sales data and eliminating 98% of expired opportunities, which provides sound data footing for accurate forecasting metrics to be applied.▪ Initiated a collaborative approach to be adopted within sales team and distribution channels. Focused account development plans were established for major accounts and identified key potential development accounts.

Singapore

Reporting to Vice President of Global Sales, key responsibilities include leadership of Chesterton’s comprehensive distributor network throughout the ASEAN region, Hong Kong & Taiwan. To devise and execute the ASEAN Aftermarket/Distribution strategy, in conjunction with the global sales leadership and global sales strategy. Identify revenue growth strategies for each of Chesterton’s product divisions across the region, develop the business plans, secure sign-off and execute the implementation thereof.- Engage pro-actively in product sales and marketing, channels penetration and development to expand market share in each country in ASEAN, Hong Kong & Taiwan territories overseeing Chesterton’s full product line consisting of mechanical seals, packing, gaskets, polymer seals, composite coatings for concrete and metal applications, industrial lubricants and MRO chemicals. - Evaluate existing distribution network partners against future strategic plan to ensure compatibility. Propose and execute counter-measures where necessary to establish new distribution partners to ensure accomplishment of strategic plan. - Carry out strategic business planning with the distributors to achieve the sales budget and plan promotional & educational activities with distributors with the objective of achieving the sales budget.- Focus is on capitalizing on Chesterton’s market opportunities and achieving revenue targets together with Distributors, by identifying industry focal segments, solution partners and sales programs.- Development and implementation of annual business plans, with new quarterly metrics and reviews to ensure targets and forecasts are being met, against committed funding and resources within the Distributor accounts.- Constant engagement with Distributor’s senior management and business leaders to drive Chesterton mind share and motivation.

Singapore

Regional sales & business development responsibility with focus on the acceleration of sales growth of the whole John Crane product portfolio through OEM and new projects. Constantly review and manage OEM, EPC and End User relationship towards a win – win partnership with the long term objective of increasing John Crane product installed base. • To develop continuous innovation in our total solution offering utilizing John Crane footprint to differentiate John Crane in the market place. Working closely with John Crane network primarily winning new projects, whether through OEM or intercompany. • Actively pursuing growth initiative by visiting End User in the ASEAN region with new project potential engage with focus on up-selling activities with our value proposition – project management, product rationalization and technology updates. • Responsible for delivering a multi-million dollar sales budget.• In charge of the mentoring & development of sales and engineering personnel.• Keeping abreast with market development especially new projects through networking with End User, OEM, EPC, other industry suppliers.

Tokyo, Japan

In conjunction with Global Sales teams, identify regional strategic projects and formulate specific project strategies for success. Developed optimum levels of relationship with regional EPC's at different levels of the customer's organisation in order to gain specification for John Crane.• Successfully led project teams gaining significant orders for large scale international projects and delivered over 85% of key customer total spend on related products.• Coached & developed colleagues and peers to enable them to effectively oversee Japanese & Korean customer accounts.• Consulted on a corporate level John Crane research team, tasked with identifying current/future requirements and industry trends for the Japanese domestic and overseas market and then setting strategy to target future growth opportunities.• Developed Short/Long term business plans for Japanese contractor accounts and overall Japanese First Fit Market Strategy.• Successfully completed the “Smiths Group Emerging Leaders” 2009 Course, selected by John Crane as their candidate out of a potential 6,400 other candidates within the John Crane global organisation.• Prepare and submit capital expenditure proposals for approval for targeted projects• Identify and influence key decision makers in order to gain specification.• Support the up-selling activity in co-operation with OEM & End User teams.• Active utilisation of customer account management tools.• Provide enhanced offerings using companies full product portfolio & services to offer total solution.• Effective utilisation of global project database.

Tokyo, Japan

Responsibility for completion of the CSPC Nanhai Project with Japanese EPC accounts. Additional increased responsibility for managing key Japanese contractor accounts JGC Corporation, Chiyoda Corporation & Toyo Engineering Corporation. • Successfully introduced & generated orders from new product launches to Japanese and Global Major Oil Corporations.• Gaining sole specification of John Crane products for the Qatar LNG & BAPCO Projects.• Customer account development success to include the first time in JGC Corporation history to allow a seal vendor representative to be located in their project offices, including award of a US$2Million order on the Shell Pearl GTL project.• Effectively managed customer accounts taking the John Crane image from being regarded as a commodity seller to that of service & solution provider.

Milan Area, Italy

Responsible for ensuring on time delivery of CSPC Nanhai project supply• Instructed manufacturing and operations by collating planning/schedule information from the OEM’s & Contractors to achieve 97% delivery on time performance.• Oversaw QA inspection and rectification works if necessary• Liaised with local sub-contractors to ensure consistent progress and timely deliveries

Kuala Lumpur, Malaysia

As single point of contact and John Crane representative, controlling the channels of up to date information direct to the client. Compiling of product selection records & precise spares data collated to coincide with any changes to specifications. Proving justification on all engineering and commercial aspects of the project to the customer’s technical and commercial teams.• Assigned within our customer Technip Malaysia offices to oversee coordination of US$3.7Million order on CSPC Nanhai SMPO project.

Tokyo, Japan

Main responsibility for returning JUPC project back to schedule and delivery expectation. Coordination of project hand over from US to UK project team, whilst ensuring continuous support of Japanese OEM's. • Responsibility for troubleshooting existing project mid way through engineering phase.• Tasked with regaining customer confidence in John Crane's capability to delivery on time

Bangalore, India

• Fast tracked applications engineering training covering project specifications.• In depth review of technical aspects of API682• Worked within local projects team to establish key relationships to enhance future collaboration

Leeds, United Kingdom

Automotive sector. Design, planning and coordination of new/existing project installations, including site supervision of foundry personnel, suppliers and sub-contractors to track projects through to completion. Production of conceptual designs and layouts for foundry projects using simultaneous/ concurrent engineering techniques.

Leeds, United Kingdom

Automotive sector. Responsibilities included preventative maintenance activities to ensure the continuous production capability of casting and process equipment. Maintaining clear and concise reports of the casting equipment’s in-service history.

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