Sales and Business Development Manager

Tano Marte, BSME, PE, MBA*

*Graduation Candidate in 2016

Home Address: **** ********** **** **. *******, TX 77433 (Greatest Houston Area)

Mobile: +1-281-***-****, email: *********@***.***

https://www.linkedin.com/in/tano marte bsme pe 7321404

Last Update: January 2016

Annual Sales

PERSONAL STATMENT

A more than 20 years experienced Professional Mechanical Engineer and talented Business Development Manager who has the motivation and right skill sets needed to ensure sales targets are met and everything gets done on time and to budget. Tano is highly organized, ambitious, driven and possesses the capability to develop maximum sales and profitability. Having superb communication skills both in English and Spanish, he is more than able to build a profitable relationship with customers and key decision makers alike. He is someone who goes out and gets what he wants rather than waiting for it to be brought to him. Right now he is looking for a suitable position with a company that employs smart people and offers its staff great opportunities to learn, grow and succeed. He has more than 10 years of experience in the Energy Sector including Industrial and Steam Turbines Sales in the Power Plant and Oil & Gas with a strong focus in the domestic and Latin-American market.

AREAS OF EXPERTISE

MANAGERIAL

Able to work independently in a fast paced and rapidly changing environment.

Build business in new markets and areas.

Industrial Sales, Business Management, and Proposal Management Experience.

Can identify threats as well as opportunities.

Developing and motivating teams to do better.

IT literate and proficient in MS Word, Excel, PowerPoint and Outlook.

Comfortable in dealing with Senior Managers or Executives as well as Technical Personnel.

Developing business relationships through networking and other means.

Can communicate complex technical data and statistics clearly.

Ability to win and retain long-term high quality clients as well as recurring business.

Experience in preparing Complex Proposals.

Experience in International Assignments.

Experience in Face to Face Contract Negotiations with Clients.

PERSONAL & TECHNICAL

Able to cope with pressure and work in a fast paced environment.

Willing and capable of learning and adapting quickly.

Understanding a client’s needs and issues from a business point of view.

Ability to communicate in a clear and effective manner.

Understanding of the full sales cycle and interaction with BDM functions.

Having the patience to deal with multi decision maker sales processes.

High level of personal organization and time management skills.

Ability to always maintain self-motivation and be consistently pro-active.

Experience selling rotating equipment and related services from equipment only to full EPC and O&M contracts.

Direct experience with Gas and Steam Turbines, Medium Speed Combustion Engines, Compressors, Pumps, and other high cost Rotating Equipment.

SELECTED PROFESSIONAL EXPERIENCE

Lummus Consultants International (a CB&I Company) Senior Consultant, Energy Sector (Present Job)

Work as Energy Sector Senior Consultant leading and/or supporting due diligence activities on for Oil & Gas and Power Generation projects.

Experienced in interfacing with clients and potential clients and be responsible for business development activities to include areas such as owner’s engineering support services, project development support services and project due diligence

Performed technical evaluations of capital projects for the power generation industry around the world with strong emphasis in Latin America

Worked for lenders, prospective investors and owners and examine issues surrounding the technical design, execution and operation of projects

Evaluated design development, contracting strategies, project costs, prospective contractors, proposed execution, schedule and proposed operations and maintenance, overall project performance and the technical inputs to evaluate the business case

Support investors in reviewing potential acquisitions targets.

Provided recommendations to owners on project feasibility and how to improve the technical project drivers using my full life cycle project knowledge

Reviewed projects covering all power generation technologies with strong experience in Medium Speed Reciprocating Engines, Steam and Gas Turbines as well as Combined Cycle Plants

Dresser- Rand

Turbine Technology Services, Houston TX

Business Development Manager LATAM (1/2012 to 3/2014)

Responsible for the Sales and Business Development of Dresser-Rand Turbine Technology Services new product line of Industrial Gas Turbine repairs, parts supply and field services for the Latin-American and Caribbean Region including sales strategy, brand marketing, and bookings within the area.

Responsible for the presentation of Commercial and Technical Proposal for Power Plant Projects in North LATAM using Industrial Gas Turbines and Steam Turbines. Projects varied from Equipment refurbish to full EPC.

Evaluation of RFQs and quotes from vendors and suppliers to prepare proposals to customers.

Lead the negotiation of Proposals with clients on Technical and Commercial Terms.

Evaluate deviations to specs and contract commercial terms of tenders.

Conduct Risk Assessment and Risk Mitigation Plan for proposals

Handover projects after negotiation of contract with client to Project Management Team.

Caterpillar Power Generation Systems, Houston TX Project Development Engineer (4/2007 to 1/2012)

Responsible for the preparation of Commercial and Technical Proposal for Power Plant Projects in a worldwide basis using Medium Speed Reciprocating Engines. Projects varied from Equipment Supply to full EPC.

Preparation and evaluation of RFQs and quotes from vendors and suppliers to prepare proposals to customers.

Participate in the Negotiation of Proposals with domestic and international clients on Technical and Commercial Terms.

Evaluate deviations to specs and contract commercial terms of tenders.

Handover projects after negotiation of contract with client to Project Management Team.

Develop and coordinate Power Plant Standardization Projects using Six Sigma method and gateway techniques.

Conduct safety and hazard analysis on assigned projects.

Conduct Risk Assessment and Risk Mitigation Plan for proposals

Do preliminary construction estimates and forecast.

Projects budgeted from $10 MM to $150MM

Del Centro Contratistas Generales, Caguas PR

Operations Manager/ Business Development Manager (2/2003 to 4/2007)

Responsible for full cycle Project Management and the execution of utilities and infrastructure construction projects range from $10K to $12MM for a Biopharmaceutical Plant.

Lead a Construction group including Engineers and Supervisors for all construction and engineering activities

Prepare proposal for projects and other construction works for plant Planners and Project Managers.

Conduct safety and hazard analysis on assigned projects.

Do construction estimates and forecast.

Prepare CPMs, schedules and critical path diagrams

Prepare and present periodically projects status reports. Projects budgeted from $10k to $3MM

Herpla Engineering, San Juan PR

Business Development Manager (9/2001 to 2/2003)

Worked Business Development Manager for Honeywell Field Instrumentation for all Industrial Applications in Puerto Rico and the US Virgin Islands. Principal Customers were Power Plants, Refineries, Chemical, and Pharmaceutical Plants.

Make group presentations to technical personnel and to management staff on products advantages and business proposals to increase business relations.

Planned the marketing strategy for new products and technology.

Gave technical advice to industry engineers on controls, field instrumentation and process applications.

Manage multitask instrumentation installation projects, supervise and support all field personnel.

Evaluate execution of field technicians.

CSA Architects & Engineers, San Juan PR Capital Projects Manager (7/1999 to 8/2001)

Represented the Government of Puerto Rico in the development of the new water & waste water improvement plan. Responsible of full cycle Project Management acting as design consultant, construction managers, and inspector of several projects.

Provide Specifications and responsible for equipment selection on various Water & Waste Water Treatment Plants and pump stations.

Review designer’s drawings, specs and project scope to meet with all regulations and standards, track project schedule and budget and make reports regarding project advances and issues.

Responsible for professional level engineering assignments involving one or more engineering disciplines for additions and/ or alterations to the Puerto Rico Water & Waste Water Public Systems.

Provide technical advice primarily within field of specialty, on engineering, maintenance and operation issues.

Conduct safety and hazard analysis on assigned projects. Conduct Risk Assessment and Risk Mitigation Plan for projects. Enforce ASME, AWWA, NEC, NFPA, and other standards and good construction practices.

Administrate Capital Budgeted Projects ranged from $3MM to $30MM.

Abengoa Puerto Rico, San Juan PR Mechanical Project Engineer (7/1996 to 7/1999)

Mechanical Project Engineer for a Turnkey Project 350 MW Combine Cycle Power Generation Plant. This was a $250MM project for the Puerto Rico Power Authority.

Reviewing of design, developing construction & equipment’s specs, negotiating contracts with equipment & materials vendors, negotiating contracts with subcontractors involving mechanical equipment installation and supervision of all construction activities in the field.

Responsible for professional level engineering assignments involving one or more engineering disciplines within project scope.

Provide technical advice primarily within field of specialty, on engineering, maintenance and operation issues.

Enforce ASME, API, AWWA, NEC, NFPA, other standards and good construction practices.

Conduct safety and hazard analysis on assigned tasks.

Prepare and present periodically projects status reports.

Visit vendor’s fabrication and installation shops to check mechanical equipment’s status and fabrication, do witness test reports for equipment’s such as pumps, compressors, turbines and others.

Puerto Rico Sunoco Refinery, Yabucoa PR

Capital Project Engineer/ Maintenance Engineer (6/1993 to 7/1996)

Responsible for professional level engineering assignments involving one or more engineering disciplines for additions and/ or alterations to a Refinery Plant.

Provide Technical advice primarily within field of specialty, on engineering and maintenance issues.

Conduct safety and hazard analysis such as HAZOP and What If? to the different alterations to the processes in the refinery.

Conduct Risk Assessment and make Risk Mitigation Plan for projects

Design, administrate and commission Capital Projects during construction, supervise and enforce company’s standards and good practices regarding the expense work orders concerning with engineering issues.

Assist all refinery departments in the implementation of Sunoco's Standards and update documents and drawings for the changes on process and facilities.

Enforce API, AWWA, NEC, NFPA, other standards and good construction practices.

Responsible of Projects execution and overall project documentation.

EDUCATION

Polytechnic University of Puerto Rico, 1990 – 1994, BSME with a major in Thermal Science

DeVry University, Keller Administration School, 2014 – 2016 (Graduation Candidate in 2016), Studies Conducting to a MBA with a major in International Business

PROFESSIONAL MEMBERSHIPS, CERTIFICATIONS & TRAININGS:

PE license, Puerto Rico (Not Active)

EGSA Power Generation Advance School

Trained in Industrial Safety and GPM

Trained in Six Sigma, Greenbelt Certification, Caterpillar University

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