Mark Wellington

Stratco is a privately owned Australian company, which engineers, manufactures and supplies steel building materials and value added steel retail products. Established in 1948, Stratco has factories and retail outlets in all of Australia’s mainland capital cities and in New Zealand, and factories in China and Cambodia. The company occasionally exports to the Asia Pacific Rim countries and, in early 2009, took the strategic decision to establish a sustainable export business. Based in Adelaide and reporting to the Group General Manager and the National Trade Sales Manager, the International Business Development Manager: • Identified international target markets, and prepared and implemented marketing plans for those markets. • Assisted in the implementation of pre-feasibility and feasibility plans for the establishment of businesses and manufacturing facilities in international target markets in Asia and North America. • Developed and supported relationships with international customers and distributors. • Identified, and established relationships with, potential international licensee and subcontractor manufacturers. • Introduced new products in the Australian and international markets. • Identified, qualified and developed business prospects, wrote proposals and quotations, and negotiated contracts. • Marketed Stratco’s capabilities to broaden its client base and to build brand recognition in Australia and internationally. • Developed and implemented marketing strategies to enhance penetration of the Australian market for Stratco’s Outback Verandah and Carport products. • Worked with state offices to build and manage the Dealership network for Stratco’s Outback Verandah and Carport products.

FCT is a privately owned Australian company, which engineers, manufactures and supplies high value industrial and ceremonial combustion equipment and services, and industrial process analysis and control equipment. Established in 1984, FCT has most of the world’s major cement producers as customers. It generates over 85% of its revenue from international work. Based in Adelaide and reporting to the Managing Director, the General Manager Marketing and Sales: • Developed and executed the group’s global marketing strategy. • Set and took responsibility for the group’s sales revenue and cost budgets. • Identified, qualified and developed business prospects, wrote bids and proposals, negotiated contracts and directed projects won. • Worked with customers to identify specific project requirements, define technical solutions and design feasible projects. • Managed Bid Preparation Teams comprising FCT engineering and technical staff, as well as external bid partners and sub-contractors where required. • Formed teams of equipment and service suppliers, both from the target country and third countries, to satisfy the requirements of specific projects. • Established and managed strategic alliances with companies and individuals to meet the requirements of business development opportunities and establish new routes to market. • Managed and supported Regional Sales Managers in USA, Europe and Australia. • Established agencies and managed the company’s global network of agents. • Marketed FCT’s capabilities to broaden its client base and to build brand recognition.

Codan is an Australian Stock Exchange listed company, which designs, manufactures and markets world leading high frequency radio, satellite and microwave communications equipment. Established in 1959, Codan has supplied private and public sector clients in over 170 countries throughout the world. Based in Adelaide and reporting to the General Manager Asia Pacific, the Regional Sales Manager: • Developed and executed the marketing strategy for the Asia region. • Worked with clients to identify specific project requirements, define technical solutions and design feasible projects. • Identified, qualified and developed business prospects, wrote bids and proposals, negotiated contracts and managed and directed projects won. • Established and managed relationships with the company’s channel partners and service centres. • Marketed Codan’s capabilities to broaden its client base and to build brand recognition.

Blom Maritime is a wholly owned subsidiary of Blom ASA, the Norwegian Stock Exchange listed survey and mapping company. Blom Maritime designs and implements projects for private and public sector customers in Europe, Asia, the Pacific and the Middle East. It is recognised as the world leader in the execution of turnkey survey and nautical charting projects for governments. Based in Adelaide and reporting to the Managing Director, the Director Business Development: • Developed and executed the international business plan and marketing strategy in consultation with other members of the international business development team. • Identified, qualified and developed business prospects in Asia and the Pacific, wrote bids and proposals, negotiated contracts and managed and directed projects won. • Worked with customers throughout the project cycle to identify their requirements and to define and specify appropriate solutions, identify and secure project funding and/or finance, and to position Blom Maritime to win downstream business. • Formed teams of equipment and service suppliers, both from the target country and third countries, to satisfy the requirements of specific projects. • Established and managed strategic alliances with companies and individuals in the maritime sector to strengthen routes to market. • Worked with customers to source project finance and funding from International Development Assistance agencies (multilateral and bilateral). • Marketed Blom’s capabilities to broaden its customer base and increase its network of associates within the maritime sector, and to build brand recognition. • Was Team Leader of a three-month Feasibility Study to define a compilation of projects to assist the Government of the Republic of the Philippines to prepare and submit its maritime territorial claim to the United Nations. (Designed the study with the customer and arranged funding from the Norwegian Government.)

Tenix LADS Corporation (TLC) was a wholly owned subsidiary of Tenix Limited, which was at the time the largest wholly Australian owned defence and high value engineering company. (Tenix acquired LADS Corporation from the ASX listed Vision Systems Limited in June 2000.) The company has commercialised the Laser Airborne Depth Sounder (LADS), which is recognised as the world’s most capable and cost-effective tool for mapping coastal waters. TLC, which employs over 40 surveyors, engineers and technicians, provides contract hydrographic survey services to public and private sector customers in Australia, USA, Europe, the Middle East and Asia. TLC met the significant challenge of introducing a new technology to a relatively small, conservative market, to become a highly profitable company that is now recognised as the world’s preeminent supplier of airborne laser survey services. The Manager Business Development developed and executed TLC’s marketing strategy in over 40 countries, helping to guide and motivate the company’s engineering and surveying staff to understand and support the strategy and meet specific customer requirements. Based in Adelaide and reporting to the General Manager, the Manager: • Developed and executed the company’s business plan and budget. • Investigated and developed new markets and built a large international customer base in the marine and oil and gas industries. • Worked with customers and colleagues in the surveying and engineering teams to design technical and financial solutions to meet specific project requirements. • Established teaming arrangements and strategic alliances with companies from target countries and third countries. • Established a new line of business in the international oil and gas sector. • Managed two BDMs who targeted the development aid and oil and gas sectors. • Worked at all levels of government in the defence and civilian sectors. • Promoted the company to build worldwide brand recognition for LADS.

In addition to fulfilling the business development responsibilities outlined above: • Appointed Director of LADS Corporation. • Based in UK in the second half of 1999 to focus on the company’s oil and gas business in Europe and USA. (Note: Tenix corporate policy dictated that the directors of LADS Corporation relinquish their directorships at the time of its acquisition from Vision Systems.)

In addition to fulfilling the business development responsibilities outlined above, appointed Director of LADS Corporation’s Malaysian subsidiary, LADS Survey Sdn Bhd.

SAGRIC Arabia was a joint venture between SAGRIC International Yusuf Bin Ahmed Kanoo, one of Saudi Arabia’s largest trading houses. The company provided agricultural consulting and management services predominantly to private sector customers throughout the Kingdom, and achieved profitability in its second year of operations. Based in Dammam and reporting to the Joint Venture Board of Management, the Manager: • Established and executed the SAGRIC Arabia Business Plan and budget in consultation with the Board of Management. • Identified, qualified and prosecuted agriculture and agribusiness consulting and project management opportunities, and negotiated contracts and consulting agreements. • Established and managed commercial relationships at all levels of private sector customer organisations. • Managed one locally engaged sales manager. • Managed teams of up to five Australian agricultural specialists based on remote farm projects. • Marketed the company’s capabilities and established strong brand recognition for SAGRIC Arabia. • Took overall responsibility for the administration and finance functions of the joint venture.

The Manager Agribusiness was responsible for marketing, sales and project management, predominantly for public sector customers in the agribusiness sector. Reporting to the Marketing Manager, he: • Identified, qualified and prosecuted projects, primarily in the agriculture, agribusiness and land management sectors, in the Middle East and North Africa. • Provided management support to existing projects in Iraq and Jordan.

SAGRIC International was a South Australian company (formerly government owned), which manages multidisciplinary development aid projects primarily in Asia, the Pacific, the Middle East and North Africa. The General Manager Indonesia opened, established and managed SAGRIC International’s Resident Representative Office in Jakarta. The business won and executed contracts with Indonesian Government bodies and development aid agencies in a range of sectors, including education, local government, water resources, land use planning, marine resources, land administration, environmental management and agriculture. Based in Jakarta, the General Manager established SAGRIC International as a commercially successful, respected participant in the Indonesian aid sector by developing strong working relationships with customers and by building strategic alliances and project specific teams with other companies in the sector. Reporting to the Deputy Managing Director, the General Manager: • Developed and executed SAGRIC International’s marketing strategy, business plan and budget for Indonesia. • Identified, qualified and prosecuted multilateral and bilateral aid project opportunities. • Won, negotiated, and managed and directed contracts for multidisciplinary projects. • Established working relationships with domestic and international firms operating in Indonesia. • Consulted on short-term project definition and feasibility studies. • Took overall responsibility for the office’s administration and finance functions. • Managed up to ten expatriate consultants and office staff, and six permanent locally based staff.

The Manager was responsible for marketing and project management, primarily in the environmental management, coastal zone and marine resource management, land administration and agriculture sectors. Base in Adelaide and reporting to the General Manager Business Development, the Manager: • Developed and executed marketing plans in concert with the Business Development team. • Identified, qualified, prosecuted, won and negotiated contracts. • Managed projects in Asia, the Pacific and the Middle East. • Focussed on projects funded and financed by multilateral agencies and on AusAID funded projects in the environmental management sector. • Established strategic alliances with companies in target countries and third countries.

James Hardie Irrigation was an Australian supplier of micro-irrigation equipment and engineering services, and maintained offices throughout the Middle East and the Arabian Gulf. The Iraq office was responsible for several large-scale agriculture, horticulture and agro-forestry projects in all parts of the country. Based in Baghdad and reporting to the General Manager Middle East in Jordan, the Branch Manager: • Oversaw all aspects of branch operations, marketing and sales, contract negotiation and management, customer relations, accounting and administration. • Managed two Australian and two Jordanian engineers, and two locally engaged administrative staff. • Installed, maintained and managed micro-irrigation projects throughout Iraq.

Reporting to the Branch Manager, the Engineer: • Designed, installed and managed large-scale micro-irrigation projects on agriculture, horticulture and agro-forestry projects throughout Iraq. • Managed teams of up to 50 indigenous engineers and labourers. • Reported to high-level public sector customer representatives.