Sales Manager - Business Development Manger - Petroleum Products - Lub
Resume:
ROGER BERTRAND, P. Eng.
*******************@*******.***
Dear Sir, Madam,
I attach my RESUME as we agreed to. In addition I can forward two command performance
letters, one from Mr. Bill Innes, President of ESSO, and another one co-signed by Messrs.
Ron Allan, General Manager TEXACO and Gary Spence, Business Manager ESSO.
I offer:
• Professional Engineer L icensed in Canada
• Post Graduates studies in Finance, Accounting and M IS
• Career with Oil and Gas Mul tinationals: ESSO and TEXACO
• Sales, Marketing and Business Development:
• Fuels
• Lubricants and Specialty Products
• Branded Distributor and Agent Networks
• Cardlock Network
• M IS, EDI, CRM, SRM
• Merger and acquisition
• Responsible for:
• General Administrative, Pricing and Cost Policies
• Compliance to Business In ternal Controls
• Agreements and Contracts
• Strategic Business Development and Projects
• All Business Plans and P&L Review and Analysis to monitor goal
realization
• Product Advisory Group and Technical Advisory Group
• In ternational Experience: Peru, Mexico, Romania, Germany and USA
• Broad experience in Sales, Marketing, Technology and Business Development
• Completely f luent in English, French and Spanish
• Advanced management of MS Suite: Excel, Word, PowerPoint, as well as
i nternet and web technologies and tools
As mentioned I have been abroad for the last ten years gaining in situ international
experience and actually reside in L ima Peru. I have a Canadian SIN, Passport as well as a
Peruvian DN I and Passport.
M y availability is immediate and I do not require relocation assistance. We do not have any
children to look after and my wife is a professional who can reposition herself in the labour
market. Should you determine that I am the candidate, I am also available to t ravel and
meet with you.
2
K ind Regards,
Roger Bert rand, P.Eng.
Sr. Business Consultant
Tel: 51-1-261-4397
Cel: 51-1-99-918-6000
USA: 1-518-***-****
Skype: rogerbertrandsavoie
ROGER BERTRAND 3
SUMMARY
Seasoned senior Lubricants and Specialty products manager skilled in Business Development,
Financial Planning and Reporting, Budgeting, Forecasting and Objective Metrics. Know Customer
Relation Management cycle, Financial Reporting Systems, Internal Business Controls and
Marketing through various channels. Cognisant of KSF, KPI, CAPEX, OPEX, FEMA, Pricing,
Costing, WHMIS, Quality Control Processes, Merger Process, Change Management Process and
Reengineering Processes.
EXPERIENCE
Independent Consultant, Mexico, Peru, Romania 2006 -
now
Provided consultancy to the mining industry: technical assistance to optimize their mining plans; credit recovery
industry: technical assistance and support to ensure the web integration of the credit recovery offer; electronic
banking platform provider: technical coordination and support to ensure delivery of the transaction collection
platform to the banks for their ATM.
EVC 2000 - 2005
General Manager, Lima, Peru
Sales revenue grew five folds after a reengineering of the company, and implementing an AVA.
Manage the business in Peru: administration, staff and software business development (DATAMINE).
Implemented a subsidiary operation for a Canadian Manufacturer of Diamond Drilling tools (FORDIA).
Up to 20 direct reports.
General Manager, Montréal, Canada
Sales of 1 million dollars of fuel treatment additive were made to EGE in Manaus Brazil.
Development of import/export business ventures namely lubricants, fine chemicals, paraffin’s, raw
materials and fuel treatment chemicals to the boiler markets.
ESSO 1990 - 2000
Petroleum Company member of the EXXON group with annual sales of 10 billion dollars in Canada
Account Manager – Montréal
Sales growth from 8 million dollars to 11 million dollars was achieved.
Responsible for the sales and earnings of Specialized Chemicals in Canada. Assistance to the Division Manager with personnel
development of junior representatives: coaching, training, and selling.
Market Manager - Toronto
Lubricants Sales through the Distributor Channel grew by 20 % as a result of a pioneer marketing plan that
included sharing earning.
Management of plans and tactics to deliver increased earnings from the sale of lubricants and specialty
products in Canada. Marshall Head Office resources to realize plan deliverables.
Project Manager - Toronto
A Bulletin Board System to poll fuel transactions from POS across Canada, an investment of 700 K$, was
implemented.
Responsible for the loyalty programs that add value to the marketing of diesel using Automated Fuelling
Card. Managed the merger and the integration projects of the ESSO and TEXACO Lubricants and
Automated Fuel Card Network Businesses.
Up to 7 direct reports.
4
TEXACO CANADA INC. 1979 - 1989
Petroleum Company with sales of 7 billion dollars in Canada
National Coordinator - Lubricants - Toronto
NEBT, on sales of 85 million dollars yearly, grew from 2 to 10 million dollars in 4 years.
Coordination of all business planning activities at Executive Offices. Assistance to the General Manager to
deliver the business results. Directed an AVA that allowed a recurrent saving of 1 million dollars in costs
and expenses. Construction and implantation of an MIS framework to manage the Group’s Business:
profitability analysis, plans realization and pricing authorization.
Up to 6 direct reports.
Manager – National Accounts and Cardlocks – Montréal
A network of 13 Cardlocks, an investment of 18 million dollars, was constructed.
Expansion of the Automated Fuel Card Network, Cardlock, in Quebec. Management of sales to National
Accounts.
Sales Engineer – Montréal, Chicoutimi
Sales growth from 22 million litres a year to 75 million litres in 3 years.
Accountability for the sales of fuels and lubricants: the Marketing Vice President gave me the "Canada’s
Best Salesman" award for 4 years.
ALBANY ENGINEERED SYSTEMS
1979
Company dedicated to selling Pulp and Paper Machinery equipment with sales of 871 million dollars
yearly worldwide.
Customer Service Engineer - Pointe-Claire
Sold paper machine related equipment: showers, doctors, vacuum systems, pumps, filters and strainers.
PETRO-CANADA
1978
Petroleum Company with sales of 18 971 million dollars in Canada.
Petroleum Production Engineer - Calgary
Managed the production of Crude Oil and Liquid Gas, from the petroleum fields of Swan Hills and Pembina in
Western Canada. Coordination of all decisions as designated operator: production levels, capping and CAPEX.
EDUCATION
Baccalaureate in Civil Engineering: Laval University, Québec City, 1979, with professional licence with
the Professional Engineers of Ontario.
Post Graduate Studies in Business Administration specialized in Finance, Accounting and MIS: Université
du Québec, incomplete.
Studies in Arts and Humanities: completed 4 years of an International Bachelor of Arts.
TRAINING AND SEMINARS
I have continually pursued my professional development with various courses and seminars in the areas of
technical knowledge, business development and organizational management. Activities: gym, swimming,
recreation activities and reading.
PERSONAL
Languages: French, English, and Spanish.
ROGER BERTRAND 5
PROJECTS
1. BUNKER FUEL OIL PROECT – EASTERN CANADA:
GOAL: Redefine TEXACO’s participation in the Heavy Fuel Oil Market in Eastern Canada
• Value: 10 million CAD
• Duration: 6 months
2. LUBRICANTS – STRATEGIC BUSINESS UNIT PROJECT:
GOAL: Create a Strategic Business Unit that integrates all of Lubricants and Specialty Products Business within
TEXACO
• Metrics:
85 million CAD of Sales
o
60 million CAD Costs
o
15 million CAD Expenses
o
10 million CAD NEBT
o
8 % share of Market
o
12 % ROI
o
• Duration: 9 months
3. MIS FOR LUBE SBU:
GOAL: Build an MIS set of tools to optimize the decision making process and ensure maximum earnings for the
organization
• Metrics:
SOM increase from 7 a 8 %
o
NEBT increase from 2 a 12 million CAD
o
• Parameters:
Profitability
o
Costs
o
Prices
o
Metrics to monitor ongoing goal and objective realization
o
• Duration: 2 years
4. LAUNCHING OF A TEXACO BRANDED SYNTHETICS LUBRICANTS:
GOAL: Establish a TEXACO Branded Synthetics Lubricants in the Canadian Market
• Metrics: 500 000 CAD
• Duration: 9 months
5. PRICING AND INVOICING PROJECT:
GOAL: Pricing and Invoicing System (PIN) rewrite
• Metrics: 3 million CAD
• Duration: 9 months
• Particular: used JAD approach (Joint Application Design)
6. MERGER TEXACO – ESSO:
GOAL: Coordinate the merger of TEXACO and ESSO’s lubricants business
• Metrics:
340 million CAD of Sales
o
36 million CAD NEBT
o
30 % Share of Market
o
• Duration: 1 year
7. ELECTRONIC OFFER TO THE ON ROAD TRANSPORT MARKET:
GOAL: Build and launch an Electronic Offer (EDI) to the On Road Transport Market segment (CARDLOCK)
• Metrics – CAPEX: 600 000 CAD
• Duration: 15 months
8. IMPLEMENTATION OF A CANADIAN MANUFACTURER OF DRILLING TOOLS FOR THE MINING
INDUSTRY:
6
GOAL: Open subsidiary operation in Lima
• Metrics: 1 million USD Sales
• Duration: 9 months
9. REENGINEER THE OPERATIONS OF A SOFTWARE SOLUTION PROVIDER TO THE MINGIN
INDUSTRY (DATAMINE)
GOAL: Reorganize the operation in order to get to profitable levels of sales
• Metric: incre4saed sales from 35 K$ a year to 325 K$
• Duration: 18 months
10. FEASABILITY STUDY TO OPEN AN OFFICE IN LIMA FOR A CANADIAN PROVIDER OF
SOFTEWARE SOLUTIONS FOR THE MINING INDUSTRY (GEMCOM)
GOAL: Analyze feasibility of setting up shop in Lima
• Metrics: 100 000 USD
• Duration: 6 months
• Note: the alternate option sot serve the Peruvian from Santiago Chile was retained
11. PRELIMINARY EVALUATON OF THE CREDIT RECOVERY MANAGEMENT OF THE LEADER
PROVIDER OF PRINTING MATERIAL TO THE ROMANINA MARKET (RODIPET)
GOAL: Review recovery procedures
• Duration: 1 month
12. REENGINEER THE OPRATIONS OF A CANADIAN PROVIDER OF INTEGRATED SOLUTIONS FOR
THE BANKING INDUSTRY (BEVERTEC)
GOAL: Manage operations in Lima
• Duration: 2 months
• Note: suspended because BEVERTEC had a legal issue with its Peruvian shareholders
13. OPERATION AND MANAGEMENT OF A WEB SITE FOR A GERMAN ORGANIZATION
(RINGVORSORGE)
GOAL: Update their site technology (JOOMLA) and administer security to access the site
• Metrics: 500 000 USD
• Duration: 1 year
14. ADAPT THE WEB SITE AND ALL ITS E-DOCUMENTS FROM GERMAN TO FERENCH, ENGLISH
AND SPANISH FOR A GERMAN COMPANY DEDICATED TO CREDIT MANAGEMENT AND RECOVERY
(ATLAS INKASSO) OBJETIVO: GOAL: Get their web site and all related document functional and operative in
the four languages: German, French, English and Spanish
• Metrics: 1- 1.5 million USD
• Duration: 1 year
ROGER BERTRAND 7
LANGUAGES
• English, French and Spanish
CONTINUOUS EDUCATION
• Product Launching: Managing, Selecting and Launching – Mc Gill Executive Program
• Strategic Account Development – FORUM Corporation
• Lateral Thinking – Eduardo De Bono
• Synergy
• Exceptional Management Practices – Texaco
• Account Development Strategies – Xerox
• Supervisory Leadership Skills – Texaco
• Ventes Stratégiques – Roger St- Hilaire
• Quality Control – Esso
• Contracts and Agreements – Esso
• Internal Business Controls - Texaco
PROFESSIONAL ASSOCIATI ONS AND MEMBERSHIPS
• Professional Engineers of Ontario
• Ordre des Ingénieurs du Québec (Ex Member)
• Canadian Engineers Institute (Ex Member)
• Society of Civil Engineers (Ex Member)
• American Cost Engineers Association (Ex Member)
• American Association of Lubrication Engineers (Ex Member)
• Instituto de Ingeniero de Minas del Peru (Ex Member)
SKILLS
• Management:
o Project (PM)
o Financial and Cost (FRS)
o Customer (CRM)
o Suppler (SRM)
o Human Resources (HRS)
o Change Management Process
o Mergers
o Quality Control Process (ISO and QC)
o Waste and Hazardous Material Management (WHMIS)
• Tools:
o MS Office Suite: power user of Excel, PowerPoint, Word & Outlook
o CPM
o PERT
o GANT
o JAD
o Jennings
o McKinsey
• Know How:
o Strategic and Tactical Planning
o Business Planning
o Budget preparation and execution
o Plan realization and monitoring
o Internal Business Controls
8
ROGER BERTRAND 9
Esso Petroleum Canada
55 St. Clair Avenue west H.R.K. Innes 416-***-****
Toronto, Ontario President
Canada MSU 2J8
September 11, 1989
Mr. R. Bertrand
McColl Frontenac Inc.
90 Wynford Drive
Don Mills, Ontario M36 lK5
Dear Roger:
We are now very close to deciding how the "new" Esso Petroleum Canada
will organize itself to fulfill its mission in the future.
The contribution that you have made as a member of the so-called "L.C.
Organization Team" will be remembered as a most impressive and valued piece of
input in our decision-making process.
We know you worked long and hard under severe time constraints to produce
your products. On behalf of the Downstream Leadership Team, I would like to
express my sincere appreciation for your effort.
W.R.K. Innes
c.c. Messrs. S.J. A. Walker
J.M. Chantler
R.G. Allan
January 15, 1990
R. Bertrand
90 Wynford Drive
Don Mills, Ontario
M3C 1K5
Dear Roger:
we would like to take this opportunity to formally recognize the significant contribution
that you made as coordinator of the Lubricants Business Team.
Due to the nature, size, value and scope of this project and of course the two different types of organizations; the task was
onerous, complex and considerable. The role you played as coordinator required significant resolve, patience and long
hours and is indeed appreciated. Your contribution permitted us to achieve our goal and
to keep the core business in good shape.
We invite you to take your wife out for dinner at the restaurant of your choice as a small token of our appreciation for a job well
done.
We wish you every success in your new endeavors and again compliment you on your contribution to MERGER 1989.
Ron Allan Gary Spence
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