Rafael Costa Lima
Sales Management
Houston,TX
Summary
Dedicated, trilingual and experienced professional seeking an opportunity. Professional background includes over 10 years of Project Management, Project Coordination and Technical Sales experience in the Oil & Gas, Defense, and Construction industries in Brazil and in the United States. B.Sc. in Industrial Engineering and MBA with specialization in Finance. Motivated sales professional offering progressive sales and marketing experience. Results-oriented and energetic with unsurpassed interpersonal and communication strengths. Productive, hardworking and known for consistent performance against target sales goals and customer service expectations.
Overview
20
20
years of professional experience
Work History
Sales, Orders & Customer Service Manager
DelVal Flow Controls LLC
Houston , TX
2018.04 - Current
- First official dedicated to Latin America to develop new territory in LAM's sales department.
- Developing sales plans for Brazil, Argentina, Colombia, and Mexico alongside the Director of Sales, to convert growing demand into sales.
- Mapping Latin America's direct valves competition through constant feedback from the established distribution network.
- Coordinating efforts (Technical, Economical, Legal, and Integrity) to register DelVal Petrobras's CRCC system.
- Managed and assisted to sell from USD 10k/year to USD 3.5 Million/year in 3 years spam, including sales to YPF, Petrobras, Pemex, EcoPetrol etc.
- Engaged with customers to build rapport and loyalty.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Educated clients on current promotional offerings and products using persuasive selling tactics.
- Solved customer challenges by offering relevant products and services.
- Increased sales by offering advice on purchases and promoting additional products.
- Enhanced product presentation and promotional material displays, working alongside representatives.
Project Account Manager
HILTI North America Inc
Houston , TX
2016.01 - 2018.03
- Assisted the Project team to generate incremental sales, forecast, customer engagement and support $1billion+ in Oil & Gas onshore projects and mapped customer’s construction team per trade on each Jobsite.
- Coordinated and advised Field Engineers and Account Managers throughout stages of a project.
- Reversed Engineered on site for the composite decking application (FLNG -Regasification unit) Nelson studs (Welding) were specified.
- DX 860, DX 76, ENP pins, and HVB connectors are in standards of CB&I made possible through strong relationships with engineering and main contractors.
- Coordinated and led seminars with 20+ Design Engineers and Safety Managers at DOW Lake Jackson, resulting in the approval of Hilti’s ISB system across DOW globally.
- Developed relationships with grating manufacturers such as IKG and Lichtgitter, creating adeeper awareness of our DX and S-BT portfolio.
- Developed relationships with Electrical Supply companies (Reynolds and Wesco) to raise awareness of our products portfolio focused on DX, tools, and ISB systems for E&I stands, cable tray, pipe, and conduit supports.
- Performed training sessions for electrical, piping, civil and structural crews at several major job sites such as Exxon Ethylene and Polyethylene plants in Baytown, Zachry FLNG, and Sweeny plants.
Projects and System Sales Manager
MacArtney Inc
Houston , TX
2010.01 - 2016.01
- Developed turnkey solutions for GE including PM, installation, MUX reels, umbilical, mechanical terminations, slip rings, electrical and fiber optic connectors, and umbilical termination assemblies.
- Developed customer segmentation, forecast, and business plans for Launch and Recovery Systems (LARS) and API terminations and connectors.
- Managed key customers such as GE, Lockheed Martin, Saipem, and Maersk.
- Negotiated framework agreements with GE, Maersk, and Saipem.
- Capitalized opportunities for LARS systems to C-Innovation, Subsea 7, and Saipem Americas.
- GE BOPs for Maersk semi-submersible drilling rigs (I to IV) - Responsible for managing the supply of all connectivity infrastructure: Electric fiber-optic MUX cable, EX-proof EO slip rings, E2P cards, WDM’s, umbilical termination cans “FITA”, API electric and fiber-optic connectors, integration, and installation.
- GE/Chevron mud-lift pumps - Responsible for managing the supply of termination cans (FITA), electric and fiber optic connectors, and installation.
- GE/Nautilus subsea mining project - Responsible for managing the supply of termination cans and electro-optical connectors.
- GE NAXYS/CCM project – Turn-key connectivity solution for the project, including Umbilical reel, EO, MUX cable, EOEX-proof slip ring, termination can(FITA), API harness jumper cables.
- Managed a team of two sales coordinators.
- Marketed MacArtney’s system solutions to OEMs, Drilling contractors, defense contractors, IMR (Inspection, maintenance, and repair) companies, EPCI (Engineering, procurement, construction, and installation) companies.
Pressure Industrial Sales Engineer
T.D Williamson LTDA
Rio de Janeiro , Brazil
2009.01 - 2010.01
- Increased sales revenue by 18% and operational margin by 19%.
- Exceeded 6% and 7%, respectively, the objectives for the high-pressure industrial sales business unit in 2009/2010.
- Coordinated the design, procurement, and manufacturing production phases of the special fittings required to perform the hot tapping and plug service.
- Strived to keep the contractual delivery time, while enhancing the profitability and margin of each project.
- Managed sub-contractors, ensuring established delivery and quality requirements were met or exceeded.
- Implemented approved sales and marketing strategies for the entire line of TDW products and services with concentrated efforts to improve sales of assigned products to key/target accounts in order to meet annual forecast objectives, ensuring competitiveness and profitability.
- Monitored competitive activity within anassigned territory while reporting to Regional Manager to contribute to the overall performance of the business unit.
- Promoted TDW products and services through demonstration and instruction in the use of various products/services, while answering questions about their capabilities.
Business Executive
GAIA Import Export LTDA, Rio de Janeiro
, Brazil, France
2007.01 - 2009.01
- Responsible for sales of 16 mooring line chain fairleads (Oil States Skagit) for the P-55 lower hull project, awarded by EPC Atlântico Sul Shipyard in Brazil.
- Responsible for sales of 9 printed circuit heat exchangers manufactured by HEATRIC for the P-55 compression module, which IESA Oleo e Gas.
- Technical and commercial representation for international Oil & Gas companies which did not have operations in Brazil, such as: Oil States SKAGIT - USA , BARDEX Corporation - USA ; HEATRIC – United Kingdom, BMT – USA and DELTEX –France.
Sales Assistant
CIA Brasileira de Petroleo IPIRANGA
Rio de Janeiro , Brazil
2001.01 - 2006.01
- Increased sales revenue and profit margin and lower outstanding debt levels of several gas stations under my supervision in Rio de Janeiro, Sao Paulo, and Santa Catarina states.
- Optimized truck transportation routes for Ipiranga’s fuel distribution centers in Sao Paulo, Parana, Rio Grande do Sul, and Bahia states.
- Analyzed and implemented optimal cost formulas for different types of lubricants for Ipiranga based on the most recent basic oil and additives negotiations with Petrobras and Lubrizol.
- Commercial planning (Lubricants division) – Responsible for the direct basic oil negotiation with Petrobras.
- Analysis of the overall performance of a client base of gasoline gas stations (Volume, Product mix, Margins).
- Renewal of supply contracts through commodity negotiations and leasing of equipment.
- Assisted in the conceptual design of a fuel distribution software for all Ipiranga's filling stations throughout Brazil.
- Logistical analysis and design of distribution routes. Determination of performance criteria to be used in the development of related software applications.
Education
MBA - Finance
Houston Baptist University
Houston, TX01.2017
PROMINP - Planning Engineering - Supply Chain
Federal Fluminense University
Rio De Janeiro 12.2009
Bachelor of Science - Manufacturing/Industrial Engineering
Veiga De Almeida University
Rio De Janeiro - Brazil12.2003
Skills
- Computer Proficiency
- MS Office (Project, Excel, Word, Power Point, Outlook, Navision, CRM).
- SalesDesk.
- SAP.
- Autodesk Innovator.
- Sales force.
- JD Edwards.
- Vantive.
- Meticulous Attention to Detail
- Customer Relationships
Languages
Portuguese
Native or Bilingual
Spanish
Professional Working
English
Native or Bilingual
Timeline
Sales, Orders & Customer Service Manager
DelVal Flow Controls LLC
2018.04 - Current
Project Account Manager
HILTI North America Inc
2016.01 - 2018.03
Projects and System Sales Manager
MacArtney Inc
2010.01 - 2016.01
Pressure Industrial Sales Engineer
T.D Williamson LTDA
2009.01 - 2010.01
Business Executive
GAIA Import Export LTDA, Rio de Janeiro
2007.01 - 2009.01
Sales Assistant
CIA Brasileira de Petroleo IPIRANGA
2001.01 - 2006.01
MBA - Finance
Houston Baptist University
PROMINP - Planning Engineering - Supply Chain
Federal Fluminense University
Bachelor of Science - Manufacturing/Industrial Engineering
Veiga De Almeida University
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