Business Development Manager
Resume:
Richard Tate
Houston, Texas
****.*.****@*****.***
PROFESSIONAL PROFILE
A highly effective New Product Development Manager / Business Development Manager, who meets challenges skillfully and creates positive change. An innovative professional, with the proven ability to provide the leadership necessary to generate creative ideas and deliver effective solutions in highly competitive and rapidly changing business environments. An energetic leader, with a track record of success developing teams and leading them to achieve outstanding results in profitability, customer service, and quality performance.
BACKGROUND SUMMARY
More than twenty years of business development, product development, and technical consulting experience includes:
Product Line Management
Cross Selling / Product Optimization
Marketing / Sales Strategies
New Product Introduction
Business Model Development
Key Account Management
New Business Development
Marketing / Sales Strategies
Account Optimization
Bid Team Leadership
Marketing Materials Development
Organizational Design
Forecasts / Budgets
Project / Program Management
Leadership Development
Contract Negotiations
Trade Shows / Conferences
Change Management
EMPLOYMENT HISTORY
BASF, Houston, Texas
(03/2018 – 09/2023)
New Business Development Manager
Led the development and commercialization of a new fracturing fluid with global game-changing potential for oil producers. Took this “green product” (FlexOlution) from the bench stage and led field application studies and subsequent product redesign and refinement. The characteristics of the product allowed customers to use 75% less polymer and achieve better results than existing products. Developed the Business Plan and Marketing / Sales Plan for FlexOlution and conducted a comprehensive product launch.
Led the commercialization of a new product from the bench scale to full commercialization. The process included manufacturing process development, demand analysis, pricing and business modeling, marketing plans, on-site customer testing, full-scale manufacturing, and distribution.
Gained product acceptance from a major producer, Chevron.
Conducted field trials and modified the product to perform well across a wide salinity range. In every case, our product outperformed the incumbent product in all trials.
Halliburton Company, Houston, Texas
(02/2014 – 03/2018)
Global Account Manager
Led a team of five direct reports (Senior Account Leaders and Account Leaders) and 30 indirect reports (Technical Sales, Technical Advisors, and Field-Level Technical Support Staff) and managed the Conoco Phillips account valued at $1.3B in annual sales.
Grew the ConocoPhillips account from $100M to $1.4B and achieved Preferred Provider status for ConocoPhillips globally for all products provided by Halliburton.
Senior Account Leader (03/2012 – 02/2014)
Served as the primary point of contact for the Occidental Petroleum account. Managed a team of three direct reports and 10 indirect reports and held responsibility for $150M in annual sales.
Negotiated a long-term strategic partnership with Occidental Petroleum for their Permian Basin business based on a cost-plus model. The agreement required complete transparency on costs and margins and allowed us to create a highly efficient operation that optimized the assets of each company to achieve success. The agreement stayed in place for 13 years.
Account Leader (01/2008 – 03/2012)
Led a team of eight Sales and Technical Support staff in an alliance relationship with Occidental Petroleum for the Permian Basin Division; the top revenue account in the Permian Basin.
Secured Occidental Petroleum as a new customer for Halliburton, and grew the account into a very important Key Account for Halliburton.
Seconded to Occidental as a Production Engineer to provide technical support to their operation in the Permian.
Technical Advisor (07/2006 – 01/2008)
One of four Technical Sales Reps for the Permian Basin. Conducted new business development activities, called on established accounts, and provided technical consulting expertise to producers in the area.
Received “Top Gun Award” for highest sales revenue in the region for two consecutive years.
District Manager (02/2003 – 07/2006)
Total operational responsibility, including P&L, for a 300-person oilfield services business in Snyder, Texas. Developed and managed the annual operating and capital budgets. Oversaw all aspects of the business, including Field Operations, Inventory and Warehouse, Maintenance, and Accounting.
Led the consolidation of three operations into one larger, centralized unit and reduced headcount by 20% while growing the overall business levels.
Negotiated four sole-source contracts with major producers in the region.
Other Positions (05/1982 – 02/2003)
District Operations Manager • Assistant District Manager • District Engineer • Senior Field Engineer • Field Engineer • Engineer in Training
EDUCATION
Bachelor of Science, Electrical Engineering
New Mexico State University, Las Cruces, New Mexico
PATENTS
Coauthor of four patents:
Oilfield Cement Expansion Additive
Dehydrated Polyacrylamide in Well Conformance
Wellbore Video Application
Hydraulic Fracturing Sand Consolidation Material
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