NATARAJAN RAMKUMAR

Proven and acclaimed skills in preparation of commercial and technical proposal including review of Cost Estimation and Pricing, based on Sales win plan Strategies, while developing Technical and Commercial Proposals and Post-award Commercial Management support of Contracts for large, complex Projects inOil & Energy Sector, including Renewable Energy, Sustainability segment such as Decarbonization, Low Carbon Fuels, Sustainable Aviation Fuels, CCUS, LNG, Green Hydrogen, and also involved in other Energy Transition Projects such as Gas to Power, Offshore Windfarm, for multi-billion dollars project investments, across SE Asia. 

Profile

Ram has over 39+ years of Industry experience with core expertise in Business Acquisition function. Commercially astute and Customer focused with a demonstrated history of developing successful business across a wide spectrum of offering and facilities in Energy, Chemicals and Resources industry.

Ram has extensive experience in spearheading wide spectrum of commercial and tender management operations across the oil & gas as well as renewal energy verticals. Possess vast experience in managing global projects across Asia Pacific and Middle East. Known as a charismatic and resourceful leader with outstanding techno-commercial acumen.

Proven and acclaimed skills in preparation of commercial and technical proposal including review of Cost Estimation and Pricing, based on Sales win plan Strategies, while developing Technical and Commercial Proposals and Post-award Commercial Management support of Contracts for large, complex Projects in Oil & Energy Sector, including Renewable Energy, Sustainability segment such as Decarbonization, Low Carbon Fuels, Sustainable Aviation Fuels, CCUS, LNG, Green Hydrogen, and also involved in other Energy Transition Projects such as Gas to Power, Offshore Windfarm, for multi-billion dollars project investments, across SE Asia. 

Commercial & Pricing management in all parts of the business, driving best practices and to augment for best practices across the disciplines. Have expertise on Commercial decision-making and fulfillment management, including identification of key assumptions and risks in the bidding phase, evaluate project profitability, organize commercial decision-making meetings, support project decision-making, support pre and post award commercial proposal and MOC activities, adoption of Best Practices and track the execution of decision-making criteria.

Roles / Responsibilities

• Currently working as SEA Inside Sales Hub Leader for Worley; Leading a team of 12 plus proposal managers/Coordinators, based in Singapore, Thailand, Indonesia, Brunei and Malaysia where we have operating centers.
• Have good commercial management, profitability & risk analysis, and problem resolution capabilities, contract interpretation, regional communication and coordination capabilities.
• Known for Comprehensive business analysis: Develop and optimize business models and business solutions by analysing and summarizing business materials such as benchmarking historical business data, customer requirement information, competitor information, and industry development information.
• Have managed Commercial Plan Performance. Coordinated commercial activities with the Operational Division, working closely with Country Manager, Project and Functional Heads to achieve commercial objectives. Support the Operation from the Handing Over process, through the post award Project budgeting and KPI processes, in line with the commercial plan. Follow up the commercial performance of the operation based on agreed KPI’s, and work closely with Operations team to identify issues and provide solutions.
• Have successfully managed cost estimation and pricing, won contracts for large complex projects offering LSTK EPC / EPCIC, PMC/IPMT contracts besides Professional Services for Pre-FEED, FEED, EPCM, for challenging projects including on Consortium basis, developing No-cross Liability Risks, internal agreement with limited Joint and Several Consortium Risks etc.  
• Managed very complex Costing and Pricing for projects including on Consortium basis, to name a few are Nghi Son Refinery cum Petrochemical Complex where I was lead from Petrofac in the Consortium with Tecnimont and Daelim, ExxonMobil MET-X project in consortium with local construction partner (first time attempt by Worley in Asia),  in Upstream Sector Projects like BP Tangguh Offshore WHP, Pipeline and longest Horizontal drilling facilities, CPP for West Sepat, PTTEP’s Bundled Platform Facilities etc. including the Transportation & Installation cost estimates and pricing for EPCIC bids which were very challenging.
• Contributed as Project Services Manager for the execution of Berantai FPSO Conversion project, holding responsibilities in Commercial, Contractual, Planning, Variation Claims, Subcontracting functions including managing QS works for measurement of claims for completed works, progress reporting, etc. I was closely interfacing with all functions for effectively managing the progress reporting from engineering, modules fabrication and topside integration works in Keppel shipyard followed on multi center execution approach, as me being the primary point of contact for project control, sub-contracting, commercial, contract management, MOC. 
• Developed Win Plans, SWOT, Risk Analysis on Schedule and Cost, Contract Special Risks, Estimation Plan, Pricing strategies, Management Reviews, Technical Clarifications, negotiations etc. as part of clearly written, responsive, value added and differentiating proposals on LS-EPC, besides making Professional Services proposals for Pre-FEED FEED, EP, EPCM on LS / reimbursable or on Alternative Commercial Model basis, offering skin in the game and incentivized models. 
• Have successfully contributed in Senior Proposal Management positions for Worley, Jacobs Engineering, Foster Wheeler, Saipem, Petrofac International, and McDermott. Have worked in Singapore, Malaysia, UAE, Indonesia, India, UK, Milan. 
• Project Management – Have performed critical project execution plan reviews, interface management, contracting/subcontracting, critical surveillance plan for LLIs including modules/equipment, work packages.
• Risk Assessment and Mitigation Management during Project Acquisition phase- identifying, mitigating and managing risks, quantifying risk-based contingencies etc.  

Accomplishments in Current Position (SEA Inside Sales Hub Leader - Worley)

• Led the proposal successfully to award Pre-FEED services for a Confidential Client’s Phoenix Project involving Aromatics Complex. It was circa 60,000+ workhours for high-end professionals with large involvement of SMEs from US, Europe. Had also obtained IPMT services contract for same client. Recently I have worked with the team to commence win plan / strategies / differentiators for the next phase of Phoenix estimated as app 300 to 400 MM TIC for Brownfield portion likely on roll over basis, also for possible involvement in its ISBL Greenfield portion worth 1.5 billion SGD.
• First time in Worley a comprehensive LS-EPC Proposal for MET-X project of EM was led by me. Went thru challenges in getting bid approvals, highly intensive reviews of bid by Major Projects team, managing MOU with Partner again a first of its kind for company in Asia, meeting all Governance approvals etc. Had worked closely with Legal, Major Projects for aligning on MOU to work with partner on Consortium basis, prepared risks and mitigation for contract, schedule and cost meeting Governance requirements. Despite lack of LSTK experience, we came close to win this 70 MM SGD contract by giving no regret price.
• Led the proposal successfully for Pre-FEED Services for Shell SINGA HEFA (Hydro-processed Esters and Fatty Acids), using Shell’s technology, a Sustainable project and Base Oil facilities for Pre-FEED successfully which was awarded for Pre-FEED, then rolled over to FEED, providing nearly 700,000 workhours of services, with significant involvement of high-end professionals and SMEs. This should have gone to next phase of EPCM for which I submitted proposal, for 3 million plus workhours with contract value in excess of 160 MM SGD, which was almost accepted by Shell but the project had to be cancelled for non-Project reasons.
• Led Proposal for Pre-FEED and FEED for SAF / Bio-Refinery Project of ENI, a Sustainable project, using UOP’s Ecofining Technology, coming up jointly with Petronas in Pengerang, Johor, Malaysia
• Led proposal successfully to award from Qatar LNG (QLNG) for NFE Facilities (EPC2) Detail Engineering services , for the Low Carbon Fuels project, as Subcontractor to Samsung C&T with >400,000 workhours. Subsequently bidding for additional similar facilities in NFS, providing multiple proposals to Samsung with similar value as first award.
• Led proposal first time for Worley Singapore for Detail Engineering Services of FPSO Topside Modules for Barossa bid by BWO to Santos. Came close to winning the work worth 450,000+ workhours. Due to change in Project Financing mechanism, competitor providing Project Finance thru its holding company won in last stage.
• Recently overseen closely Detail Engineering Services proposal for FPSO topsides Modules for Albacora for BWO who is bidding to Petrobras. It will give 600,000 workhours of contract if BWO wins the EPC bid.
• I was involved in supporting Global Sales team establishing first EFA with Shell for Singapore providing Professional Services. Subsequently I was fully involved in getting multiple small services call off works from Shell, that laid foundation for Alliance and later for getting bigger projects from Shell.
• Some of the key proposals that I led in other countries include FEED for BP Tangguh (CCUS project), EPC for Tangguh Offshore (CCUS Project), STAR Refinery’s Pre-FEED for bottoms upgrade, IRPC FEED, Gulf LNG FEED, PMC proposal for FGEN, TPPI, BP Malaysia, Arkema Kerteh etc.

Representative downstream projects

Besides above listed recent accomplishments, other projects are highlighted below where I was responsible while working for Worley and Jacobs, before its merger with WorleyParsons took place, include Technical Proposal, costing, pricing, commercial proposals development, managing the technical proposals:

• Overseen proposal for PMC Opportunities in SEA for large projects in LNG Regasification (Low Carbon Fuel Project), Integrated Petrochemical (TPPI, Pertamina), Downstream Polymer derivative project (Polytama), each exceeding 1 billion USD TIC, up to 3.5 billion USD TIC
• ENI’s Biorefinery Project in Malaysia providing Pre-FEED and FEED services (Low Carbon Fuel Project)
• Developmental works on CCUS project, Green Hydrogen projects to position well for bidding for potential large opportunities including Gas Compression Reinjection in onshore and offshore facilities for clients like BP Tangguh, Chevron, Pertamina, PTTEP, SRC, etc.)
• Owner’s Engineer for Clean Energy using Gas to Power, downstream of LNG Regasification from FSRU, Onshore terminal for FGEN
• FEED for LNG Terminal for GMTP - Regasification, storage & jetty facilities in Map Ta Phut, Thailand (Low Carbon Fuel Project)
• Detail Engineering services for Building Facilities and Balance of Plant for IWMF project in Singapore, as subcontractor to HDEC.
• Pre-FEED and FEED for E1 & E2 packages for Petrochemical plant of PT Chandra Asri
• FEED for Ultra Clean Fuel project for IRPC Thailand
• PMC for LNG Terminal for FIRST GEN in Philippines
• PMC Proposal for Balikpapan Refinery Modernization Project (~ 4.5 billion USD)
• Shell Trident Residue Upgrading Project using Delayed Coker route - developed FEL2 Proposal (~ 3.5 billion USD)
• FEL2 proposal for Infineum new Venture Project for producing new Lubricant Additive project
• FEED & EPCM for Arkema K2 Expansion in Malaysia and Symphony Grass root project in Singapore
• FEED for NALCO Phase II
• BP Malaysia Lube plant expansion Select and Definition 
• Contracts establishing and using MSA / GSA / LTA 
• Multiple small cap services for clients like Evonik, Neste, Celanese, Vopak, JAC, Infineum, Neste, Puma Energy, SRC, Du Pont Malaysia, PT Pertamina

While working with Petrofac International, Sharjah as Proposal Manager I have led for both technical and Commercial development responsibilities for the multi-billion-dollar EPC proposal for an integrated Refinery cum Petrochemical plant in North Vietnam, to process 200,000 BPD of crude including major downstream facilities like RFCC, RHDS, Aromatic, Polypropylene units, and offshore facilities like SPM, sub-sea pipelines, jetties, utilities and off-sites facilities, jointly bid by Petrofac in Consortium with Italian and Korean companies.   

• Have managed to win Onshore and offshore facilities and Marine Terminal operations for Iraq Crude Oil Export Expansion Project of South Oil Company, Iraq, in partnership with Lamnalco

As HOD, led the proposal team and managed technical and commercial proposal development for FEED / EPCM / EPC proposals, while working with Foster Wheeler, which include some major proposals such as:

• Shell Eastern Petroleum Pte Limited’s Bukom Refinery Modification Projects – Led as Proposal Manager and won work for FEED and +/- 10% cost estimation and then EPCM contract on roll-over basis for US$ 400 MM project, with Contract Value of 55+ MM SGD
• Lanxess Singapore Synthetic Butyl Rubber Proposal – FEL and cost estimation 
• Novartis Meccano Project – Basic and Detail Design proposal 
• PolymerLatex, Pasir Gudang, Malaysia, Latex plant – EPCM proposal 
• CSPC’s services proposal, engineering due diligence proposal for BASF / Huntsman etc 
• Chevron Oronite’s Detergent Expansion Project – Won FEED, estimation, EPCM services
• Concord International – FEED, +/- 10% estimate and EPCM for condensate splitter 
• Sour Water Stripper Plant for Shell Eastern Petroleum – prepared LSTK Bid
• Abbott Nutritional Milk Powder producing facility in partnership with Project Management Group, Ireland – FEED with +/- 10% cost estimate and EPCM
• DuPont China Projects - FEED and EPCM for TiO2 project.
• Pfizer Asia Pacific – Won Construction Management Services for Hydrogenation Project.
• Mobil Refinery Australia - FEL, EPCM for Clean Fuel Project at Altona Refinery.
• Shell Refining Australia, EPCM for Clean Fuel Project, Geelong & Clyde Refineries.
• Reliance PTA # 3 Project - Basic Design, EP for PTA project in Hazira, India.
• Jiangying Chengxing’s PTA Project – BD, offshore equipment Procurement.
• Celanese Acetic Acid Plant in Nanjing – PDP, FEED with cost estimate, EPCM. 
• Petronet LNG Ltd - PMC Services for 5.0 MMTPA LNG Regasification Project, Gujarat  

Had worked as Commercial and Contracts Manager for Larsen & Toubro, being responsible for winning and post award managing of contracts for:

• Bid, won and managed commercial and contractual functions of post-award work for EPC for DHDS project from Cochin Refineries Ltd (CRL) consisting of DHDS, Amine, Hydrogen, SRU, U&O. SRU from Madras Refineries Limited in JV with Siritec Nigi 
• Won orders for process and syngas equipment from FACT 900 TPD Ammonia project; alumina spray dryer plant from Bosch MICO, for spark plug application, using L&T-NIRO technology.   

As Commercial and Contracts Manager for LSTK Contracts of DHDS, H2, SRU, ARU projects, responsible for contract finalization, contract reviews, and commercial issues for L&T.  

Representative Upstream Projects 

Responsible for managing Offshore EPCIC proposals, involving offshore process plants, WHP, Pipelines, SURF facilities in the Asia-Pacific Region. Some of the key proposals where I was responsible for managing cost estimation, pricing and management price reviews include:

• PTTEP’s EPIC - Bundled2 Proposal, involving 25 Platform and Pipeline facilities 
• Technical Proposal for Stage 1 submission for CCUS project of BP Tangguh EPCI proposal with WHP, Pipelines, Subsea cables, HDD etc. – got the contract awarded
• Assistance during Commercial closure of Kasawari GDP EPCIC proposal 
• West SEPAT GDP EPCIC Proposal, involving large CPP Facilities, in consortium with local Malaysian partner, for a multi-billion-dollar investment project (CCUS Project).  
• EPIC of Pipelines in South China Sea in Consortium with local partner
• EPIC of flexible and umbilical project for Korea National Oil Company
• EPIC proposal for WHP for Yetagun North Phase Development Project.
• Onshore and offshore facilities and Marine Terminal operations for Iraq Crude Oil Export Expansion Project of South Oil Company, Iraq, in partnership with Lamnalco.  
• EPIC proposal for KGOC Gas and NGL Export facilities in both Kuwait and Saudi Arabia with inter connecting 47 Km’s offshore pipeline, in consortium with SPIECAPAG-GEOCEAN
• EPCIC proposal for Total Indonesia at Main Stupa, East Mandu, West Stupa, consisting of Jackets, Topsides, Risers and Pipelines onshore facilities modification 
• ENL’s Sakhalin Arkutun Dagi Development project for Transportation and Float over Installation for the largest integrated Topside, weighing 38,000 MT  
• Major contract change order valued at US$ 480 MM for Esso Australia Pte Ltd, in Kipper, Turrum & Snapper fields.

Managed Project Control Functions in areas of project planning, Progress Measurements, WBS procedures, Cost Estimation, Risk Management

Representative FPSO projects

• Managed Proposal for Detail Engineering services to BW Offshore for complete Topside facilities for Albacora FPSO for Petrobras
• Led Proposal for Detail Engineering services to BW Offshore for complete Topside facilities for Barossa FPSO built by Santos
• Engineering services for BW Adolo Modifications for Phase3
• EP Services for Modules for Marlim2 for Yinson 

Was assigned as Project Services Manager to Keppel Shipyard Singapore, forBerantai FPSO conversion Project from Petrofac International UAE. Have managed Main Contract, Sub-contract, Commercial, Project Controls including Planning, Progress Monitoring, Reporting, Cost Control, Estimation and Change Orders   

• Was Project Services Manager of Petrofac’s FEED Team for the FPSO Opportunity (Cossack Pioneer) Vessel refurbishment project, including cost estimate
• Had participated in the initial FEED activities for Jangkrik FPSO project, as Project Control Manager, prior to the FEED team is mobilized in Jakarta
• Prepared EPC Proposal for FPSO Topside Modules for SBM from FEED.

Master of Business Administration (MBA), Anna University, College of Eng., Chennai (1984)

BE (Honours), Production Engineering from Regional Engineering College (now renamed as NIT), Trichy, India (1982)