Fabricio Ghiotto

Account Manager responsible for ChampionX’s largest and most strategic client in Brazil, overseeing a multi-million-dollar portfolio and leading commercial and technical engagement with Petrobras across upstream, midstream, and onshore operations. • Lead account strategy for Petrobras, identifying growth opportunities across offshore assets, midstream infrastructure, and onshore operations, aligning technical solutions with client production and business objectives. • Act as the primary interface between ChampionX and Petrobras stakeholders, including operations, engineering, procurement, and R&D teams. • Drive participation in public tenders and commercial negotiations, defining pricing strategies and positioning to maximize competitiveness and profitability. • Coordinate cross-functional teams (technical, supply chain, regulatory) to ensure successful delivery of chemical solutions aligned with client specifications and operational constraints across diverse operating environments. • Support development and deployment of tailored chemical treatment programs for pre-salt, post-salt, and surface facilities, including scale inhibition, demulsification, corrosion control, and water treatment solutions. Key achievements: • Positioned the company competitively in strategic tenders, improving win probability through structured commercial and technical strategies. • Strengthened relationship with Petrobras by increasing engagement frequency, improving responsiveness, and aligning solutions with operational priorities across different segments. • Led complex negotiations involving technical requirements, logistics constraints, and pricing strategy in a highly competitive and regulated environment. • Actively contributing to expansion of business pipeline within Petrobras, targeting growth across multiple segments of the value chain.

Responsible for managing a portfolio of International Oil Companies (IOCs) and independent operators, including Shell, PRIO, TotalEnergies, and Perenco, driving both commercial growth and technical performance across offshore assets. Key responsibilities: • Lead account management and business development initiatives across multiple offshore operations, ensuring alignment between chemical treatment strategies and client production goals. • Manage full-cycle commercial activities, including opportunity identification, proposal development, pricing strategy, and contract execution. • Coordinate technical teams to deliver optimized chemical treatment programs, covering scale inhibition, demulsification, corrosion control, and produced water management. • Interface with client stakeholders across operations, procurement, and engineering to strengthen relationships and expand application scope. • Support product qualification processes and field trials, ensuring compliance with technical specifications and operational requirements. Key achievements: • Delivered 25% above business plan revenue and 50% above margin targets, significantly improving portfolio profitability. • Strengthened presence in key accounts by expanding applications and increasing share of wallet across multiple offshore units. • Successfully managed complex commercial negotiations, balancing technical performance, pricing strategy, and client expectations. • Contributed to the recovery and stabilization of strategic accounts through improved communication and technical support.

As Offshore Engineer, I provide technical support to FPSO topside operations, focusing on the optimization of chemical treatment programs, process performance, and operational integrity. Key responsibilities: • Conduct on-site field testing, product evaluations, and chemical troubleshooting to support offshore production. • Interface with client engineers and operations to ensure treatment programs align with process conditions and EHS standards. • Lead chemical qualification procedures (TSA) and monitor system behavior to improve treatment efficiency and reduce downtime. • Implement performance monitoring routines for produced water treatment, oil dehydration, scaling control, and corrosion mitigation. • Support project execution related to new product deployment and system upgrades onboard FPSOs. Key achievements: • Delivered operational improvements through flow assurance strategies that minimized intervention frequency and improved separation performance. • Supported continuous improvement initiatives through data-driven assessments and technical reporting.

As District Representative, I lead key client accounts in the offshore oil & gas sector, acting as the main interface between ChampionX and FPSO operations. My responsibilities combine technical leadership, account management, and commercial development to ensure the success of chemical treatment programs. Key responsibilities: • Manage end-to-end chemical treatment strategies across multiple offshore units, including scale inhibition, emulsion breaking, corrosion control, and H2S mitigation. • Coordinate product performance monitoring, data analysis, and field troubleshooting to support continuous improvement. • Conduct technical presentations and qualification trials (TSA) for chemical product approvals. • Collaborate with procurement, operations, and technical teams to align solutions with production demands, budgets, and regulatory compliance. • Oversee logistics and planning for offshore supply chain, ensuring timely delivery and inventory control for chemicals on FPSOs. Key achievements: • Recovered client confidence in a strategic account by re-establishing communication, improving service quality, and realigning technical support. • Played a key role in cost-efficiency initiatives by identifying underperforming treatments and deploying more effective alternatives through data-backed field validation.

As Application Engineer, I was responsible for the technical performance of chemical treatment programs in offshore and onshore production systems, with a focus on system reliability, flow assurance, and production optimization. Key responsibilities: • Supported FPSO operations through chemical monitoring, field testing, troubleshooting, and system optimization for water treatment, oil dehydration, and emulsion management. • Conducted root cause analysis (RCA) to solve process upsets and improve product performance. • Delivered technical documentation, reports, and treatment program reviews for both internal and client stakeholders. • Participated in the qualification and implementation of new chemical solutions, aligning field needs with laboratory validation. • Maintained close communication with offshore operators and procurement teams to ensure alignment between operations and supply. Key achievements: • Led optimization of demulsifier and clarifier applications, resulting in more stable separation performance and improved water quality. • Standardized monitoring routines across FPSOs, enhancing data quality and treatment traceability.