S E B A S T I A N S TO R A C I
Valencia, Venezuela
S A L E S & B U S I N E S S D E V E LO P M E N T P RO F E S S I O NA L
A top-performing professional credited with combining sales, marketing and business development
expertise to deliver substantial revenue growth in highly competitive international business markets.
Strong expertise Oil & Gas Drilling, Oil Country Tubular Goods (OCTG), Equipment, Supplies and
Services, Energy and Utilities, and Industrial Business. A natural leader, able to influence others, build
consensus and create lasting and profitable business relationships. Multilingual in English, Spanish and
Italian.
Areas of Expertise
Key Account Sales Business Development Contract Negotiations
Latin American Markets International Sales European & Middle East Markets
Strategic Planning & Analysis Multicultural Business Sales & Forecast Management
Professional Experience
VAN LEEUWEN PIPE AND TUBE GROUP, THE N ETHERLANDS 2014 to Present
SALES CONSULTANT
Market and sell carbon and stainless steel, alloys, duplex, super duplex, monel and inconel
pipes, fittings, flanges, valves, plates and beams.
Create and develop new relationships with potential customers: Corpoelec and Pdvsa
Do you have any specific sales results that can be included here? No I don’t have any yet, since
just recently appointed in year 2014 and we are in process of registering in both Companies’
Vendor from ground roots to participate in bids accordingly.
What territory or region do you serve? Serving exclusively Venezuelan territory including state-
owned company the National Electricity Corporation Corpoelec and the state owned Oil & Gas
Company Petroleos de Venezuela (PDVSA) as well as International Strategic Alliances
Partnerships.
FRIJNS INDUSTRIAL GROUP, THE NETHERLANDS 2014 to Present
SALES CONSULTANT
Promote products and services for manufactured OCTG, steel and GRP (epoxy and vinylester)
line pipe, oil field equipment, constructions, and industrial supplies in Venezuela and Latin
America.
Do you have any specific sales results that can be included here? No I don’t have any yet, since
just recently appointed in year 2014 and we are in process of registering in both Companies’
Vendor from ground roots to participate in bids accordingly.
What territory or region do you serve? Serving exclusively Venezuelan territory and other Latin
American Markets, including state-owned company the National Electricity Corporation
Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as
International Strategic Alliances Partnerships.
VANDEGRIJP PIPE AND PARTS TRADER, THE NETHERLANDS 2014 to Present
SALES CONSULTANT
What were the products and services sold on behalf of this company? Do you have any specific sales
results? No I don’t have any yet, since just recently appointed in year 2014 and we are in
process of registering in both Companies’ Vendor from ground roots to participate in bids
accordingly.
What territory or region do you serve? Serving exclusively Venezuelan territory and other Latin
American Markets, including state-owned company the National Electricity Corporation
Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as
International Strategic Alliances Partnerships.
DELEXPORT INTERNATIONTAL TRADING SRL, TRENTINO, ITALY 2014 to Present
BUSINESS AND SALES CONSULTANT
What were the products and services sold on behalf of this company? Do you have any specific sales
results? No I don’t have any yet, since just recently appointed in year 2014 and we are in
process of registering in both Companies’ Vendor from ground roots to participate in bids
accordingly.
What territory or region do you serve? Serving exclusively Venezuelan territory and other Latin
American Markets, including state-owned company the National Electricity Corporation
Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as
International Strategic Alliances Partnerships.
BREDA ENERGIA SPA, MILAN, ITALY 2013 to Present
SALES CONSULTANT
What were the products and services sold on behalf of this company? Do you have any specific sales
results? No I don’t have any relevant yet, since just recently appointed in year 2014 and we in
process of registering in both Companies’ Vendor from ground roots to participate in bids
accordingly
What territory or region do you serve? Serving exclusively Venezuelan territory and other South
American Markets, including state-owned company the National Electricity Corporation
Corpoelec and the state owned Oil & Gas Company Petroleos de Venezuela (PDVSA) as well as
International Strategic Alliances Partnerships
FUTURE PIPE INDUSTRIES, BV, HARDENBERG, THE NETHERLANDS 2008 to 2011
REGIONAL SALES MANAGER ITALY, SOUTHERN EUROPE
Meeting assigned corporate budget by securing over $ 12 million USD every year leading sales in
Southern Europe by securing more than $50 million USD in thirthy six months with major Italian
and Spanish EPC contractors with projects in Europe, USA, Latin America, and the Middle East.
TECHNIP Italy: Ability to introduce in 2009 the company in new customers such as Technip Italy
(TPIT) and able to break-in in year 2010 with an order of $ 28 million USD (for project Jubail -
JERP KSA) for their first time obtaining an Order from TPIT by replacing Customer’s traditional
supplier by means of excellent individual and team work. As result obtained the highest
Performance Bonus paid by Company in Europe of $15 thousand USD. Later one in year 2012
we repeated a PO with same Technip Italy with a new contract for €3,2 million EURO this time in
Braskem Coatzocoalcos, Mexico.
MaireTecnimont Italy: with projects in Italy (Tempa Rossa $1.5 million USD in year 2013), Abu
Dhabi (GTC Habshan5 $7.3 million USD in year 2009), Russia (Tobolsk $450 thousand USD in
year 2011) Kuwait (KNPC Acid Gas Removal Plant year 2012 – AGRP $ 500 thousand USD).
Saipem SpA Italy w/projects for Saudi Aramco (Manifa, KSA $9.5 million USD); Abu Dhabi
National Oil Company (ADNOC), QAFCO (Qatar $28 million USD); Shah Gas Project in Abu Dhabi
UAE $8,3 million USD.
What type of products and services did you or your team sell?
B ASED IN MILAN (I TALY) B USINESS/SALES FOR FP I MANUFACTURING UNITS LOCATED IN EUROPE , GCC- U NITED
A RAB EMIRATES AND KINGDOM OF S AUDI ARABIA . – S ECURING & INCREASING S ALES WITH MAJOR ITALIAN AND
S PANISH EPC CONTRACTORS WITH PROJECTS IN ITALY AND SPAIN AND/ OR INTERNATIONAL PROJECTS WITHIN
E UROPE, USA, L ATIN A MERICA , M IDDLE E AST AND UNITED A RAB E MIRATES . F UTURE P IPE I NDUSTRIES IS A
MULTINATIONAL WITH C ORE BUSINESS IN: R EINFORCED GLASSFIBER PIPE SYSTEM AND OCTG INCLUDED
(RESINS : EPOXY/POLYESTER /V INYLESTER) FOR OIL & GAS, D RILLING, P OWER G ENERATION , OFFSHORE , CIVIL
I NFRASTRUCTURE , COMPLETE WATER CYCLE P ROJECTS. SECURED CONTRACTS FOR F UTURE P IPE G ROUP
WORTH OVER 50 MILLION USD WITHIN 36 MONTHS
Did you have any formal supervisory or management responsibilities? If so, how many people did
you manage? Did you have any human resources responsibilities for your team? I served the
company including liasing activities and reporting to both European headquarters in The
Netherlands and GCC (Dubai).
IREM S.P.A., SIRACUSA, ITALY
1999 to 2008
POSITION : BUSINESS D EVELOPMENT MANAGER BASED IN ITALY WITH INTERNATIONAL TERRITORIAL
RESPONSIBILITIES TO PURSUE PROJECTS ALONG KEY MARKETS WITH HIGH GROWTH IN L ATIN AMERICA &
EUROPE . IREM S PA IS A LEADING ITALIAN COMPANY SPECIALIZED IN MULTIDISCIPLINARY WORKS, SUCH
AS: P IPING FABRICATION , MECHANICAL , E LECTRICAL & I NSTRUMENTATION W ORKS FOR CHEMICAL ,
PETROCHEMICAL , OIL & GAS, POWER GENERATION PLANTS AND ERECTION WORKS OF PIPING AND
EQUIPMENT FOR ROTATING MACHINES SUCH AS GAS TURBINES , GENERATORS, COMPRESSORS , ETC . A
PORTFOLIO FILLED WITH BUSINESS OPPORTUNITIES WITH AWARDED SALES CONTRACTS IN SOUTHERN
AND WESTERN EUROPE WORTH OF OVER 60 MILLION E URO . HTTP ://WWW .IREMSPA .IT
1999 to 2008
BUSINESS DEVELOPMENT MANAGER, EUROPE /BUSINESS REPRESENTATIVE, SOUTH AMERICA & THE CARIBBEAN
Managed business portfolio valued at more than €60M with contracts in Southern and Western
Europe., including; Italy, Spain, Sweden, The Netherlands and Belgium
What types of service contracts did you sell? To whom? MULTIDISCIPLINARY WORKS, SUCH AS: PIPING
FABRICATION, M ECHANICAL, ELECTRICAL & INSTRUMENTATION WORKS FOR CHEMICAL, PETROCHEMICAL, O IL
& GAS, POWER GENERATION PLANTS AND ERECTION WORKS OF PIPING AND EQUIPMENT FOR ROTATING
MACHINES SUCH AS GAS TURBINES , GENERATORS , COMPRESSORS , ETC.
IREM SPA MAJOR ACCOMPLISH RESULTS /PROJECTS BUSINESS DEVELOPMENT MANAGER 2003 - 2008:
COGEN COOGENERATION PROJECT FOR EXXONMOBIL O IL REFINERY IN ANTWERPEN, BELGIUM YEARS
2007-2008 R ESPONSIBLE FOR FOSTER WHEELER ITALIANA, M ILAN , ITALY AS COMPANY CUSTOMER
ACCOUNT ; MANAGED FROM PRE-QUALIFICATION , SITE SURVEY, ALL SALES CYCLE YEARS 2003-2004 FOR
MAJOR RE-VAMPING OF EXISTING OIL REFINERY. F OSTER WHEELER ITALIANA WAS ENGINEERING
COMPANY FROM ITALY. WORKS INCLUDED PREFABRICATED PIPING AND SPOOLS ; MECHANICAL , ERECTION ,
ELECTRICAL AND INSTRUMENTATION WORKS. REQUESTED BY CUSTOMER AND ENGINGEERING COMPANY
APPOINTED THE CONTRACT MANAGER AND DEPUTY MANAGER FOR ALL E LECTRICAL &
INSTRUMENTATION WORKS VALUE $18 MILLION USD.
PREEMRAF , L ISEKYL SWEEDEN: MANAGED FROM PRE -QUALIFICATION , SITE SURVEY, ALL SALES CYCLE
YEARS 2004-2006 FOR MAJOR UPGRADING AND R E-VAMPING OF EXISTING OIL R EFINERY . ABB WAS
ENGINEERING COMPANY FROM NETHERLANDS . WORKS INCLUDED P REFABRICATED P IPING AND SPOOLS ;
MECHANICAL , ERECTION , ELECTRICAL AND INSTRUMENTATION WORKS. VALUE $18 MILLION USD.
AIRLIQUIDE FRANCE FOR PROJECT ERG PRIOLO, SICILY, ITALY: RESPONSIBLE FOR CUSTOMER
ACCOUNT ; MANAGED FROM PRE-QUALIFICATION , SITE SURVEY, ALL SALES CYCLE YEARS 2003-2004 FOR
MAJOR RE-VAMPING OF EXISTING OIL REFINERY. C USTOMER AND ENGINEERING CONTRACTOR WAS
ENGINEERING COMPANY FROM FRANCE . WORKS INCLUDED P REFABRICATED P IPING AND SPOOLS ;
MECHANICAL , ERECTION , ELECTRICAL AND INSTRUMENTATION WORKS. VALUE $9 MILLION USD.
IREM SPA 1999-2003 BUSINESS REPRESENTATIVE, SOUTH AMERICA & THE CARIBBEAN
PETROLEOS DE VENEZUELA (PDVSA) REFINERIA ISLA , C URACAO. REVAMPING WORKS . TECHNIP I TALY
WAS THE ENGINEERING AND CUSTOMER CONTRACTOR . VALUE $12 MILLION USD.
IREM S.P.A. SIRACUSA, ITALY 4/1999 – 2003 TILL 2008. : HTTP:// WWW. IREMSPA. IT
POSITION : BUSINESS DEVELOPMENT MANAGER BASED IN ITALY WITH INTERNATIONAL TERRITORIAL
RESPONSIBILITIES TO PURSUE PROJECTS ALONG KEY MARKETS WITH HIGH GROWTH IN L ATIN AMERICA &
EUROPE . IREM S PA IS A LEADING ITALIAN COMPANY SPECIALIZED IN MULTIDISCIPLINARY WORKS, SUCH
AS: P IPING FABRICATION , MECHANICAL , E LECTRICAL & I NSTRUMENTATION W ORKS FOR CHEMICAL ,
PETROCHEMICAL , OIL & GAS, POWER GENERATION PLANTS AND ERECTION WORKS OF PIPING AND
EQUIPMENT FOR ROTATING MACHINES SUCH AS GAS TURBINES , GENERATORS, COMPRESSORS , ETC . A
PORTFOLIO FILLED WITH BUSINESS OPPORTUNITIES WITH AWARDED SALES CONTRACTS IN SOUTHERN
AND WESTERN EUROPE WORTH OF OVER 60 MILLION E URO . HTTP :// WWW .IREMSPA.IT
NOTE : RELATED TO COMPANIES LISTED HEREBY BELOW FROM 1992 TO 1995 TO 1999 HEREWITH MENTIONED COMPANIES HAVE
EITHER CHANGED NAME / MERGE / ACQUIRED INTO N EW C O ’S . T HUS , KINDLY NOTE THAT I HAVE NOT CHANGED JOBS OR COMPANIES ,
BUT WERE SUCH COMPANIES THAT HAVE EITHER MERGED OR CHANGED THEIR NAMES ”
1995 – 4/1999 WEATHERFORD INTERNATIONAL, I NC . HTTP :// WWW.WEATHERFORD .COM /
SEVERAL MANAGERIAL POSITIONS FOR VARIOUS CORPORATE BUSINESS DIVISIONS, INCLUDING
OCTG KEY ACCOUNT MANAGER , BDM, LATAM SALES MANAGER , REGIONAL MANAGER - L ATIN
AMERICA. OCTG P REMIUM AND API T HREADING PRODUCTS , DRILL PIPE AND ROTARY DRILLING
COMPONENTS.
1. SERVED AS REGIONAL MANAGER FOR LATIN AMERICA FOR A GROUP OF COMPANIES OF EVI THAT
MERGED WITH W EATHERFORD INTERNATIONAL . T HESE INCLUDED G RANT P RIDECO INC,
VENSTAR , LTD AND EVI OIL TOOLS . C OMPLETED ASSIGNMENTS IN USA (H OUSTON ), LATAM
AND V ENEZUELA (V ALENCIA , P TO . L A CRUZ & C ARACAS ). A S KEY ACCOUNT MANAGER -
VENEZUELA FROM 1998 TO 1999, SPEARHEAD THE C OMPLETION AND O ILFIELD S ERVICES
DIVISION IN CARACAS, VENEZUELA, WITH LATER SPIN-OFF AS RENAMED TODAY: DRILLING
INTERVENTION SERVICES. PERFORMED ALL SALES, MARKETING, AND SUPPORT FUNCTIONS FOR
OIL , DOWNHOLE AND TUBULAR RUNNING SERVICES FOR PDVSA (P ETRÓ LEOS DE VENEZUELA ,
S.A) SERVING AS KEY ACCOUNT MANAGER .
2. SERVED AS BUSINESS DEVELOPMENT MANAGER FOR ARTIFICIAL LIFT & G AS COMPRESSION
DIVISION (PTO. L A CRUZ, VENEZUELA , 1997 TO 1998). HTTP:// WWW. WEATHERFORD. COM/
3. BUSINESS DEVELOPMENT & ACQUISITION MANAGER OF NEW COMPANIES FOR EVI / V ENSTAR ,
LTD., (L ONDON , 1997). A S A RESULT OF AGGRESSIVE GROWTH POLICY THAT PURSUED STRATEGIC
STRENGTH THROUGHOUT INDUSTRIAL FIT .
4. 1996-1997 LATIN AMERICA REGIONAL MANAGER - EVI / G RANT PRIDECO, INC, HOUSTON AND
VENEZUELA . OCTG P REMIUM AND API T HREADING PRODUCTS, DRILL PIPE AND ROTARY
COMPONENTS PRODUCTS INCLUDED MANUFACTURING AND SALES OF H-SERIES FOR DRILL PIPE
AND R OTARY SHOULDERED CONNECTIONS FOR OIL AND G AS DRILLING RIG OPERATIONS .
HTTP:// GRANTPRIDECO. COM .
5. 1992-1995/99 ENERPRO INTERNATIONAL, INC. V ENEZUELA & HOUSTON , USA . OCTG
PREMIUM & API T HREADED
POSITION : LATIN AMERICA SALES MANAGER OCTG - C OMPANY WAS FORMERLY BAKER PREMIUM
THREADING, LATER AN EVI COMPANY/GRANT PRIDECO, INC ., AND LATER SOLD TO TENARIS
GROUP IN YEAR 1996. RESPONSIBLE FOR P&L, ALL SALES AND MARKETING ACTIVITIES FOR
LATIN AMERICAN OPERATIONS , INCLUDING POST-MARKET SERVICE AGREEMENTS. CONDUCTED
MARKET ANALYSIS , DEFINED KEY TARGET MARKETS , AND DEVELOPED STRATEGIES FOR
GEOGRAPHIC EXPANSION AND L OGISTICS INTO EMERGING MARKETS IN SOUTH , C ENTRAL
AMERICA, MEXICO & CARIBBEAN . · EXPANDED CHANNELS OF DISTRIBUTION . ORGANIZING ,
SUPPORTING , AND DELIVERED TECHNICAL SEMINARS AND PRESENTATIONS . R ESEARCHED AND
MONITORED COMPETITIVE BUSINESS PRACTICES AND STRATEGIES . HTTP ://GRANTPRIDECO .COM
RECORD OF ACCOMPLISHMENTS : FROM 1992 – 1999
WEATHERFORD /GRANT PRIDECO/ ENERPRO INTERNATIONAL /BAKER PREMIUM THREADING
FROM 1992 TO 1999
POSITION : LATIN AMERICA REGIONAL MANAGER OCTG- R ESPONSIBLE MANAGER WITH
ENERPRO ACQUIRED BY GRANT PRIDECO, I NC. FORECASTING NEW BUSINESSES AND
RENEWAL OF EXISTING BUSINESSES ON A MONTHLY BASIS . LEAD TEAMWORK FOR MARKETING ,
DEVELOPMENT AND INTRODUCING NEW PRODUCTS INTO LATIN AMERICA MARKETS TO REMAIN AS
PRIMARY PRODUCTS IN LATIN AMERICA AND WORLDWIDE MARKET BASIS .
HTTP :// GRANTPRIDECO .COM V ALUED IN $7 MILLION USD PER YEAR.
FROM 1995 TO 1997
POSITION : LATIN AMERICA REGIONAL MANAGER OCTG G RANT PRIDECO INC ..(NOW CALLED
NATIONAL OILWELL VARCO) RESPONSIBLE FOR DIRECT SALES TO CUSTOMER OR END-USERS
MANAGING A SALES TERRITORY MADE UP OF APPROXIMATELY US$ 36 MILLION WORTH IN
CONTRACT VALUE WITHIN ASSIGNED TERRITORY IN 3 YEARS .
FROM 1992 - 1995
POSITION : LATIN AMERICA REGIONAL MANAGER OCTG BAKER PREMIUM THREADING INC
(ENERPRO INT’L I NC.): RESPONSIBLE FOR SALES GROWING REVENUES TO OVER 150% AND
INCREASING MARKET SHARE OF PREMIUM THREADS FROM 5% TO 20% IN L ATIN AMERICA WITH
BAKER PREMIUM THREADING, INC. (A BAKER HUGHES COMPANY LATER NAMED ENERPRO
INTERNATIONAL INC .). VALUE $ 23 MILLION USD.
BPCA T UBULARES PETROLEROS , C.A - VALENCIA, VENEZUELA 1985 - 1992.
POSITION : COUNTRY SALES MANAGER - OCTG P REMIUM AND API T HREADING PRODUCTS
DIRECTED ALL SALES & MARKETING OPERATIONS FOR THIS MAJOR PROCESSOR MANUFACTURER OF
PIPE SEAMLESS AND ERW TUBULAR OCTG PRODUCTS . STARTED AS QUALITY CONTROL
MANAGER , FROM 1985 TO 1989, SUPERVISED TEAM OF 150. RESPONSIBLE FOR SALES OUTPUT
IN A P ROCESSING AND MANUFACTURING STEEL P LANT FROM 20,000 METRIC TONS OF STEEL
OCTG INCREASED TO 165,000 METRIC TONS PER YEAR . VALUE: $ 63 MILLION USD.
POSITION INCLUDED KEY CONTACT RESPONSIBILITY WITH LICENSORS IN USA, GERMANY AND JAPAN.
CONDUVEN, LA VICTORIA, VENEZUELA 1984 – 1985
POSITION : DEPUTY QUALITY CONTROL MANAGER OCTG P REMIUM AND API T HREADING
PRODUCTS AND LINE PIPE SUPERVISED TEAM OF 15 AND MONITORED PRODUCTION AND QUALITY
ASSURANCE ASTM STANDARDS AND API SPECIFICATIONS OF ERW (E LECTRICAL R ESISTANCE
WELDED PIPE) FOR DOMESTIC AND EXPORT OIL & G AS MARKETS .
COSIVE, C.A., V ILLA DE CURA, VENEZUELA 1983 – 1984 HTTP:// WWW. COSIVE. NET/
POSITION : QUALITY CONTROL MANAGER. MANAGED QA/QC OPERATIONS OF STEEL PLANT &
FORGED FLANGES & FITTINGS FOR OIL & G AS INDUSTRY. RESPONSIBLE FOR IMPLEMENTING AN
APPROVAL OF QA /QC PROGRAMS .
Education & Training
Bachelor of Science in Mechanical Engineering Technology
Wentworth Institute of Technology, Boston, MA
English as a Second Language, ELS Language Center, Boston, MA
GCC & Middle East Sales and Marketing Seminars, FPG, Dubai, UAE
GRP/GRE/GRV Training Seminar Program, FPi BV, Hardenberg, The Netherlands
Unlocking Customer Value, Weatherford, Houston, TX
Whipstocks, Weatherford International, Drilling & Intervention Services Latin America, Caracas,
Venezuela
Establishing International Joint Ventures and Strategic Alliances, AMA, Orlando, FL
Plant Manufacturing of Drill Pipe and Drill Stem Members, Grant Prideco, Inc. Veracruz, Mexico
Managerial & Marketing Skills sponsored by ENERPRO International, Houston, TX and AMA,
Chicago, IL
Finance for Non-Financial Executives, Baker Premium Threading Inc. and IESA, Valencia,
Venezuela
