Alexandre Romay

Web Nordeste manufactures equipment and provides services for the oil and gas industry in accordance with API standards. It has outstanding technical and industrial capacity to meet the most varied technological challenges and is also permanently attentive to the market, in order to provide comprehensive solutions to various clients, both local and international. Through its Quality Management System, certified according to API6A/Q1, it prioritizes continuously exceeding the expectations of its customers, employees and shareholders. The products manufactured by WEB Nordeste are monogrammed according to API 6A (wellhead material and Christmas trees) and API 17D (subsea material) specifications. KAM Activities: Analysis of market needs with a focus on materializing opportunities for the WEB in order to expand the portfolio of products and/or services; Improve margins and consolidate the company's position; Mapping the market to identify niches, opportunities and project activities per client; Mapping competitors' actions in the market; Define the commercial plan for its clients, including approach strategy, definition of products and services and maintaining forecasts of operations and investments for each client; Ensuring the correct and complete definition of products and services so that the internal commercial management team can quote, technically evaluate and generate proposals tailored to the client's request; Ensuring that client feedback is obtained and generating internal actions to correct any client non-compliance with the company's services.

• Develop high-level relationships with key customers and priority customers, representing the company in a way that builds quality relationships; • Deep interaction with marketing and inside sales teams in order to expand service; • Planning visits and prospecting of target companies; • Preparation and management of pipeline and sales funnel; • Market mapping and market opportunities with customers; • Consultative sales and complete sales processes; • Generation of technical and commercial proposals; • Coordination of technical teams and support structures to generate complex proposals.

Support projects in the oil and gas industry related to business management. Creation of business plan, strategies, and production/service optimization. • Customer: Tech Insp Óleo e Gás Eireli. (Rio das Ostras/RJ) – 10/2021 to 12/2021.

• Development of new customers in the O&G Service segment and ensure customer’s registration as approved supplier; • Give support to customer to understand the complete range of services provides by RIP; • Contribute to update market intelligence in the structure and knowledge, potential, opportunities, competition, price levels, and develop, track and monitor offers.

• Coordenação, supervisão e apoio a equipe. • Garantia do cumprimento das estratégias e processos estabelecidos pela empresa. • Identificação e implementação de melhorias nos processos. • Monitoramento do desempenho da área.

• Technical manager of the subsidiary and for promoting the sustainable growth of sales of services, ensuring the monthly revenue forecast, ensuring the profitability of the branch; • Perform the maintenance of the existing portfolio, prospecting new business with a focus on rental and service offer in synergy with the sales team; • Manage the service processes and lead the technical assistance and administrative team of Macaé branch; • Acting in the improvement of productivity KPIs and guaranteeing customer satisfaction through the provision of high-quality services in line with time management; • Responsible for the infrastructure in the base and its maintenance, as well as the allocation of resources as needed.

College professor (outsourced) in matters related to Production Engineering. Course: MBA Business Management • Subject 1: Operation management, production and services. • Subject 2: Leadership and management processes. • Subject 3: Corporative Strategy. • Subject 4: Corporate Governance and Business Excellence.

• Give support to customer to understand the complete range of inspection, repair and maintenance services provides by IRM Services using conventional and rope access techniques, and Oil Country Tubular Goods Services; • Contribute to update market intelligence in the structure and knowledge, potential, opportunities, competition, price levels, and develop, track and monitor offers; • Manage the sales team and establish targets.

• Responsible for establishing appropriate strategies to develop business and negotiate with customers to supply demands of Production equipment repair/Maintenance, Field service, Spare Parts and all frame agreements related to services; • Management of sales area processes, setting goals, monitoring of measurements, and developing action plans for mitigation/correction of the result; • Manage the sales team and establish metrics for individual and collective performances (KPI).

• Management of Equipment and tools maintenance contract (04 years contract) and spots orders of spare parts; • Contract management, controlling costs, managing deadlines, scope of supplies, risk analysis, report management, and project development; • Direct negotiation with customers related to deviations of scope, deadlines, penalties to be avoid or minimize impacts on the project.

• Management of two subsea wellhead systems project and Tubulars 20" and 30" plus one system backup to MAERSK, and a global frame agreement with Petrobras (PAPA-TERRA project); • Responsible for cost control, negotiation with customer, schedule management, scope of supply, risk analysis, report management, and project development.

• Project Management of Surface Systems Projects backlog including an agreement for PM-5 products for Petrobras and PO's for IOCs, using methodology of PMI from the purchase order to the final product delivery; • Responsible for cost control, schedule management, scope of supply, risk analysis, report management, and project development.

Fundação Carlos Alberto Vanzolini (São Paulo/SP)