Dubai, United Arab Emirates
Commercial Executive with almost 40 years of international experience leading commercial growth, marine operations and strategic business development across the Middle East and South Asia. Proven track record winning and delivering multi-billion dollar government, EPC and oil & gas projects, including long-term concessions, port services, offshore marine operations, SPM management and VLCC logistics. Successfully led commercial strategy resulting in revenue growth exceeding 12-fold while developing a secured multi decade project pipeline. Recognised for negotiating complex international contracts, building strategic partnerships and leading multidisciplinary teams across government and private sector organisations.
Ship owner providing marine solutions to Oil & Gas sector, governments and EPC companies. Tasked to improve commercial performance, expand market and geographical reach (Business Development). Meet, negotiate and maintain relationships with potential clients, brokers and suppliers such as shipyards. Instituting KPI in a number of areas to establish baseline performance and then systematically improve all areas. Obtain, reply, submit bids to Tenders, mostly for supply of Port and Oil LNG terminal tugs, but incl dredging, Port rehabilitation, Accom Jack up rigs for Military and construction crews, Integrated Oil field security and SPM operation & maintenance. Making financial and cost pricing models. Standardising Bids, quotations, pricing and commercial procedures/process for quality, speed and success rate. Contract review. Mentor employees, teaching them how to calculate towages/voyages, prepare quotations and charter parties. Additionally rationalise the fleet(sale and purchase). Achieved • Prequalified company with government, EPC contractors, O&G companies etc in Saudi Arabia, Iraq, Iran, Kuwait, Oman, UAE and Bahrain. Made a mutual cooperation agreement for access to Aramco and KSA tenders. • “Inquiries” up by 357% year on year by end 2017, “issued quotations” up 1301%, Tender Bids up 1800%, “jobs done” up by 100% to date, revenue up by 205% over 2016 within 6 months. • Sold 1 older vessels to date.
Responsible for the day to day running of the company. Report to Owner on regular basis regarding financial matters and overall position. Maintaining profitability of the company. Design, implement and monitor administrative systems. Design, implement, and monitor, performance indicators to measure performance and effect of economic conditions. Find methods to protect or insulate from adverse economic conditions. Maintain ROI by balancing and adjusting charter rates and occupancy levels. Maintain healthy enquiry level, Business Development. Find alternative sources of income, or offset internal cost against external savings, as required. Build up expertise and skills sets in the company to increase capabilities. Guide and lead Department Managers (Technical, Fabrication, Cranes, Operations, Accounts, Procurement, Public Relations) on how to implement company objectives. Prioritize Operational requests between different departments such Accounts/Finance and Technical Departments. Come up with creative solutions to complex problems in Financial, Technical and Operational spheres. Using judgment to arrive at best possible solution. Approve all procurement prior to, and subsequent to, purchasing. Set guidelines. Approve all hiring and termination. Handle commercial inquiries, tenders and negotiations. Until 2011, I solely handled all enquiries subsequently, only those requiring more complex estimation, and reviewed, amended all contracts. Monitor company receivables and ensure recovery. Initiate, coordinate and advise on various legal proceedings in various jurisdictions. Lead new building program from drawing up specs, coordinate and approve final design, getting yard and personnel ready, procuring materials, QA/QC, welding procedures, blasting/coating, obtaining class certification, transporting and launching. Take over for Operations or Technical Managers when on holiday. Prepare/submit Marine insurance claims and follow up with surveyors and loss adjusters.
Started in 1994 obtaining a Trade License for LSI and became its first employee. Due to the nature of the business and expansion, duties and responsibilities constantly changed, however they included. Schedule Operations in the most efficient and cost effective manner. Prepare vessels as per client brief, mainly convert to Crane barges, accommodation Barges, Piling barges, cable laying barges, pipe laying or Pipe Pulling barges, 4/6/8 point mooring systems. Changing Crew boats to survey vessels, Towing Tug to Anchor Handling Tug, and vice versa. Acting Master on jobs requiring intense maneuvering; towing large vessels through multiple bridges, berthing large vessels, docking undocking vessels, towing damaged or salvaged vessels, or teaching maneuvering on new, or congested projects. Liaise with clients, attend their project sites regularly, to consult on marine operations. Vessel and equipment inspections to monitor condition for Class, Flag or On/Off Hire surveys and progress of maintenance. Salvaging of vessels and equipment. Initially run Technical department. Later, guide Technical Manager on Maintenance priorities, repair requirements. Take over from Technical Manager when absent. Act as Superintendent during repairs/dry dockings carried out by 3rd parties. Responsible for hiring and termination of Operations Staff including vessel crew, including obtaining visas etc. Issuing sailing and other instructions to Master and crew. Responsible for clearing vessels, crew and cargo in and out of Ports. Initially doing so personally for several years, then teach others, and set up the admin system for them to follow. Liaising with the UAE National Transport Authority and other Flag states (mainly Panama) for documents such as ship registration, MSM, crew CDC, STCW endorsements, bills of Sale. Responsible for ensuring the vessel compliance with various requirements such as Company ISM ISO manual, client brief, Flag, insurance, Class and IMO regulations.
Apprentice in various trades, skipper, mechanic, welder/fabricator, general labour.