Robert McDonough

POSITION DESIRED: SENIOR BUSINESS DEVELOPMENT

West Berlin, NJ 08091

advf0v@r.postjobfree.com

+1-856-***-****

Summary of Experience

Well known and successful business development professional with 34 years experience successfully selling bundled and unbundled EPC/CM capital project delivery and project advisory consulting, supply chain and operations consulting, staff augmentation, and construction claims management services to key decision makers in the oil & gas, chemical/petrochemical, and life science sectors. Established and maintained a significant network and data base of key senior level decision maker contacts for the successful execution and delivery of their global projects in the midstream and downstream oil & gas, chemical/petrochemical industries, and life science sector. Consistently achieved goals and targets for sales revenue, profit margin, sales closure hit rates, new and existing client business.

As Vice President and Director of Business Development, led the successful sales efforts for myself and team of business development managers to improve the execution and delivery, performance and outcome of capital projects for global clients in the oil & gas, petrochemical and life science sectors. Maintained membership in relevant professional societies for access to, and networking with, key decision makers in the oil & gas, chemical/petrochemical, and life science sectors ( American Institute of Chemical Engineers (AIChE), International Society of Pharmaceutical Engineers (ISPE), Construction Users Round Table (CURT), and Engineering and Construction Contracting (ECC)). Skills include, significant experience in:

> Executive Team Leadership

> Establishing, Maintaining and Exploiting Decision Maker Relationships and Contact Base

> Achieving Individual and Business Development Team Member Goals and Objectives

> Business Development and Marketing Management

> Business Development and Marketing Planning and Budgeting

> Strategic Planning and Execution

> Setting and Implementing Strategic and Tactical Directives to Achieve Goals

> Exceeding Goals for Revenue, Profit Margin, and New/Existing Client Business

> Achieving Significant Sales Closure Hit Rates ( >40% )

> Selling Bundled and Unbundled EPC/CM and EPCV Services

> Selling Project Advisory, Supply Chain and Procurement, Operations Improvement Consulting and Construction Claims (CM) Management Services Authorized to work in the US for any employer

Work Experience

VICE PRESIDENT OIL & GAS DIVISION & DIRECTOR OF STRATEGY AND BUSINESS DEVELOPMENT

Meridian Services Group & SGS-Maine Pointe LLC - Greensboro, GA March 2019 to September 2022

Sold project advisory, supply chain, procurement, and operations improvement consulting services, as well as staff augmentation, construction claims management services to improve the execution and delivery, performance and outcome of projects in the oil & gas, chemical and petrochemical sectors. Sold technical and legal Subject Matter Expert (SME) services for the successful negotiation and settlement of a construction claim and lawsuit on behalf of an oil storage tank supplier for an oil terminal expansion project . Settlement amount is confidential. Provided services of a team of three(3) technical and legal SMEs and consultants to augment the team of the legal firm representing the supplier in the above lawsuit during mediation and pre-arbitration stages, culminating in a negotiated confidential settlement prior to the arbitral hearing. Revenue for our team's services rendered was $412,500. In addition, we received an additional performance incentive fee at the time of settlement. Our fee as well as the negotiated settlement amount are confidential. Was shortlisted for proposed TurnARound (TAR) Planning Services for a major petrochemical company at each of their nine(9) domestic production sites. Proposed revenue was $547,500 per TAR or $4,927,500 for TARs across all domestic sites. Opportunity was put on hold and decision was delayed due to COVID. Developed projected revenue in excess of $3 million for services for twelve (12) new project opportunities in the oil & gas and petrochemical sectors. Proposals were submitted and shortlisted. This opportunity was also put on hold and the decision was also delayed due to COVID. Spearheaded the business development effort and achieved new market entry for oil & gas, chemical/ petrochemical sectors, in keeping with company strategic initiatives. Leveraged and transitioned success stories, lessons learned and Best Practices to improve project execution across these sectors. Developed and managed annual budget for business development. Developed specific marketing collateral and deliverables for the oil & gas, petrochemical sector ( i.e Statements of Qualifications (SOQs), etc. )

Attended market specific conferences and seminars for oil & gas, and petrochemicals to network with key decision makers.

Executed and managed agreements and new business relationships with partners. Achieved new market entry in the oil & gas and petrochemical sectors in keeping with company strategic initiatives.

PRINCIPAL/VICE PRESIDENT BUSINESS DEVELOPMENT

HKA Global/Hill International - Philadelphia, PA

June 2011 to October 2018

Achieved consulting service sales objectives and targets with new and existing clients in the oil&gas, chemical & petrochemical, and life science sectors. Consistently achieved " exceeds requirements and expectations " on annual performance reviews. Consulting solutions and services sold included: Project advisory/consulting; risk assessment/mitigation/ management; Industry Best Practices baselining/gap analysis and gap closure to upgrade and improve project performance and outcome; project playbook assessment; project maturity analysis, Independent Readiness Reviews (IRRs) for projects at various completion stage/gates, "cold eyes" reviews and assessments of Project Delivery Processes (PDPs), Project Execution Planning (PEP) and Execution; 3rd party project cost estimate and/or schedule review; project execution and contracting strategy assessment; project organization/organizational effectiveness and competency assessment; RFQ/RFI and RFQ package development and review; staffing assessments, staffing solutions/staff augmentation; construction management support and construction claims & dispute management and resolution; Commissioning Qualification and Validation (CQV) services for life science projects . Developed, implemented and managed business development and marketing business plans and annual budgets for the Americas.

Executed agreements and managed relationships and new business with partners. Produced new marketing collateral focused on specific services and markets (i.e. oil & gas, chemical/ petrochemical and life science sectors).

Managed the overall business development role and strategic initiative for the sale of project consulting services in the Americas for the oil & gas, chemical and petrochemical, and life science markets, and coordinated same globally for all regions.

Cultivated and maintained strong business relationships with key clients and decision makers. Maintained membership and networking with clients in professional societies such as Engineering and Construction Contracting (ECC), Construction Users Round Table (CURT), American Institute of Chemical Engineers (AIChE) and International Society of Pharmaceutical Engineers (ISPE) DIRECTOR BUSINESS DEVELOPMENT

PATHFINDER LLC - Cherry Hill, NJ

February 2009 to June 2011

Managed the overall marketing, business development and regional sales activities and budget, selling project management consulting, training and staff augmentation services and resources to improve the performance and outcome of projects for clients in the oil&gas, chemical/petrochemical and life science sectors in the Americas.

Consulting services sold were the same as that for HKA Global/Hill International above and included training and staff augmentation.

Established and managed annual budgets and strategic business plans for sales and marketing. Penetrated new markets and exceeded goals for sales with new, existing and assigned accounts.

Added an increment of 20% to overall sales revenue with new accounts. Increased the pipeline for revenue with prospects by 30%. Represented the company at key conferences and professional society meetings. Improved sales closure "hit rates" to over 40% and the quality of sales and marketing deliverables.

DIRECTOR AND VICE PRESIDENT BUSINESS DEVELOPMENT

Various EPC Contractors...Jacobs, Fluor, etc - Various Cities February 1988 to October 2008

Exceeded personal goals for annual sales revenue ($15 million) and profit margin ($1million), and exceeded those overall for the business development team, while under running the annual cost of sales budget, for project execution and delivery services in the oil & gas, petrochemical/chemical, and life science sectors.

Sold bundled and unbundled EPC/CM services for oil & gas and petrochemicals projects, EPC/CQV services for life science projects, and staff augmentation services for the successful execution and delivery of projects in the global oil & gas, petrochemical and chemical, mining and life science sectors. Exceeded goal of 15% profit margin on sales revenue. Exceeded annual goals and objectives with regards to sales revenue, profit margin, and new client business ( 8-12 per year ).

Achieved and maintained sales closure "hit rates" in excess of 45% based on proposals submitted. Doubled annual sales revenue and Contribution to Overhead and Profit (COP) for new awarded work versus backlog.

Increased business with new and existing clients in the oil & gas, petrochemical/chemical, and life science sectors and added substantial revenue and margin with new clients and alliance partners. Directed and managed business development, proposal and marketing services with staffs of up to 12 in number, domestically and global.

Led successful sales activities in coordination with support of marketing, proposals, and operations, during pre proposal, proposal and post proposal stages, including but not limited to: sales calling, proposal and qualification development and submittal, strategy-to-win sessions, presentations, contract review and negotiation, incentivized performance based sales closings, etc. Developed, implemented and managed business development/sales, marketing and advertising plans and budgets.

Attended and participated in specific market focused professional society meetings, conferences, exhibits and seminars to network with new prospective and existing clients. Evaluated and participated in the decision to open new offices and establish JV partnering arrangements and relationships with global partners, consistent with strategic growth plans. Developed specific focused marketing collateral for oil & gas, petrochemical and life science sectors. Education

MBA in Business Administration

Southern Illinois University - Edwardsville, IL

BS in Chemical Engineering

Northeastern University - Boston, MA

Skills

• Sales & Marketing (10+ years)

• Strategic Planning & Execution (10+ years)

• Project Management (10+ years)

• Leadership (10+ years)

• Business Development (10+ years)

• CRM Software (10+ years)

• Supply Chain (10+ years)

• Account Management (10+ years)

• Relationship Management (10+ years)

• Sales Management (10+ years)

• Salesforce (10+ years)

• Change Management (7 years)

• Customer Relationship Management (10+ years)

• Project Implementation (10+ years)

• Construction Management (10+ years)

• Negotiation (10+ years)

• Budgeting (10+ years)

• Forecasting (10+ years)

• B2B Sales (10+ years)

• Business Analysis (10+ years)

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