Luiz Alexandre Brum Martins
Bixby,USA
Summary
Leveraging a career path that spans Service Delivery Coordinator, Account Manager, and now Sales Specialist, I bring comprehensive expertise across the full commercial cycle, including ITO (Inquiry-to-Order) and OTR (Order-to-Remittance) processes. This progression has equipped me with a deep understanding of operational execution, customer engagement, and strategic sales development. In my current role, I specialize in proposal development and contract negotiations, crafting tailored sales strategies for diverse global clients. I collaborate closely with cross-functional teams to navigate complex opportunities and deliver value-driven solutions. I actively participate in MRP (Mid-Range Planning) and LRP (Long-Range Planning) initiatives, supporting the alignment of commercial objectives with long-term business goals, and contributing to Competitor Market Intelligence analysis to enhance strategic positioning and data-driven decision-making. Previously, as an Account Manager, I supported the management of key accounts for artificial lift systems, ensuring project milestones were achieved with excellence. My ability to combine technical knowledge, commercial acumen, and customer-centric strategies drives business growth and fosters strong, lasting client relationships.
Solid expertise in ITO and OTR process and Contract management. Background in customer-facing and service delivery-focused positions, driving client satisfaction and operational success.
Overview
21
21
years of professional experience
Work History
Lead Sales Specialist
BAKER HUGHES
01.2023 - Current
- Manage the Inquiry-to-Order (ITO) process, including bid preparation, proposal development, commercial risk assessment, and contract negotiation to ensure compliance with commitments.
- Develop and execute regional sales plans, identifying strategic opportunities and collaborating with technical sales support teams.
- Handle a diverse client portfolio within the region, driving growth through tailored solutions and proactive engagement.
- Analyzed market trends to identify opportunities for product expansion and competitive positioning.
- Collaborated with cross-functional teams to streamline sales processes and improve lead conversion rates.
- Contributed to event marketing, sales and brand promotion.
Account Manager – Equinor (Peregrino) – ALS
BAKER HUGHES
02.2021 - 01.2023
- Equinor Account Manager for Artificial lift system products and services.
- Managed the full Order-to-Remittance (OTR) cycle, ensuring accurate order entry, timely invoicing, and payment follow-up to meet revenue targets.
- Oversaw contract amendments and extensions, aligning commercial terms with OTR compliance and internal controls.
- Acted as the primary liaison between customer and internal teams (Commercial, Legal, HS&E, Quality, Tax) to resolve OTR-related issues and maintain smooth operations.
- Direct relationship to deep understand customers’ needs and interface with operational teams.
- Support procurement and engineering groups negotiations with suppliers focused on service, product quality and budget control.
- Responsible for routine project status updates.
- Key person during the factory acceptance with customers’ witness at Baker Hughes Product Center in OK - EUA.
- Negotiated contract terms with clients, securing favorable agreements for both parties.
- Established clear communication channels between clients and internal teams, ensuring seamless project execution.
- Established long-term customer relationships to enhance client loyalty and satisfaction.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
Service Delivery Coordinator
BAKER HUGHES
01.2015 - 02.2021
- Account Manager for ENAUTA; PETROBRAS UORIO; DOMMO ENERGY for BHGE Artificial lift system products and services.
- Ensure efficient delivery of contracted services while maintaining alignment with the client.
- Manage proposals and contracts with a stronger focus on operational execution.
- Supported the OTR process by coordinating order execution, monitoring delivery schedules, and validating billing accuracy.
- Maintained detailed project status reports, including OTR milestones, to provide transparency to stakeholders.
- Coordinate with field and engineering teams to ensure quality and timelines.
- Negotiate with suppliers for cost control and quality assurance.
- Participate in FAT with a more technical coordination perspective.
- Collaborated with cross-functional teams to ensure alignment on service delivery objectives and priorities.
- Coordinated with customers to accomplish specific needs and deliver individualized services.
- Coordinated with cross-functional teams for successful project completion, ensuring timely and quality services.
Project Coordinator
BAKER HUGHES
08.2012 - 01.2014
- Project Team Supervision – Order Management and Customer Service
- Implementation and maintenance of processes and procedures to special Projects for key customers (PETROBRAS UORIO, DOMMO, and ENAUTA) based on Continual Process Improvement concept.
- Reports based on KPIs monitoring to ensure the targets established to the contracts by the company.
- MOC (Management of changes) process during the project duration.
- Elaboration and/or update documents based on ISO, Project gates as per company police to ensure 100% compliance to internal and external audits.
- Support the Account Manager in the commercial demands and follow-up on actions focused on due date commitment to customer needs.
Project Sales Engineer
PSA PEUGEOT CITROEN CARS OF BRAZIL
03.2010 - 08.2012
- Coordination of analyzes of cost reduction Project, process and product, seeking to provide a greater competitiveness of our products and brands.
- Presentation of analyzes of the proposals Suppliers and ensuring alignment with the internal needs involved (Engineering / Planning / Industry), ensuring the compliments of the terms pre -established in contract
Process Quality Engineer
PSA PEUGEOT CITROEN CARS OF BRAZIL
05.2008 - 03.2010
- Project Management for implementation of a production line of moving parts (doors, lids front and rear).
- Coordination of activities with industrial sectors (Engineering / Planning / Industry), ensuring that all objectives defined by the project are being achieved.
Logistic Technician
VOLKSWAGEN TRUCKS AND BUSES
07.2004 - 05.2008
- Systemic Analysis of parts requested to assembly different Kits for industrial supplies in a final assembly line located in VW South Africa plant.
- Logistic risk analysis caused by product modifications.
- Project plan and follow-up actions based on due date commitment for internal customers.
Education
Postgraduate - Strategic Management in Renewable Natural Energy
Federal University of Parana
Paraná, Brazil01.2021
MBA - Corporate Finance
IBMEC
Rio De Janeiro, Brazil01.2018
Bachelor of Science - Mechanical Production Engineering
UERJ – Rio De Janeiro State University
Rio de Janeiro, BR01.2009
Skills
- Sales presentations
- CRM management
- Objection handling
- Strategic prospecting
- Pipeline management
- Sales analytics
- Performance management
- Account management
- Competitor analysis
- Teamwork and collaboration
- Problem-solving
- Customer engagement
LANGUAGES AND DATA PROCESSING
Portuguese - Native/ English - Fluent / Spanish - Advanced
Pacote Office – (MS Project / Word / Excel / PowerPoint), Catia V5 / Pro-e; Robcad, MicroStation; Solidworks; SAP; Autograph.
Timeline
Lead Sales Specialist
BAKER HUGHES
01.2023 - Current
Account Manager – Equinor (Peregrino) – ALS
BAKER HUGHES
02.2021 - 01.2023
Service Delivery Coordinator
BAKER HUGHES
01.2015 - 02.2021
Project Coordinator
BAKER HUGHES
08.2012 - 01.2014
Project Sales Engineer
PSA PEUGEOT CITROEN CARS OF BRAZIL
03.2010 - 08.2012
Process Quality Engineer
PSA PEUGEOT CITROEN CARS OF BRAZIL
05.2008 - 03.2010
Logistic Technician
VOLKSWAGEN TRUCKS AND BUSES
07.2004 - 05.2008
Postgraduate - Strategic Management in Renewable Natural Energy
Federal University of Parana
MBA - Corporate Finance
IBMEC
Bachelor of Science - Mechanical Production Engineering
UERJ – Rio De Janeiro State University
TRAINING
- 2015 Leading Through Change - Baker Hughes, Rio de Janeiro
- 2015 E&P - ECO NAVAL & OFFSHORE, Rio de Janeiro
- 2014 Front Line Manager Program /Leading People - Baker Hughes, Rio de Janeiro
- 2013 Team Leader Program - Baker Hughes, Rio de Janeiro
- 2013 SAP – Baker Hughes, Rio de Janeiro
- 2012 Project management – IDEMP, Rio de Janeiro
- 2010 Project management – PROJECTLAB, Rio de Janeiro