Fernanda ELVAS RAMOS ROCHA

Managed complex commercial processes involving collaboration with multiple stakeholders to secure 25 contract signatures, approximately one billion dollars.

The main activities:

• Analyze and Negotiate Contract Terms and Conditions (T&Cs) and Technical Specifications to mitigate potential risks;
• Coordinate several functional/multicultural groups to develop cost-out options, based on customer requirements;
• Identify risk and reward balance, proposing mitigation measures;
• Conduct in-depth market research for competitive bidding strategies;
• Identified winning strategies through detailed analysis of client requirements;
• Work diligently on cost estimation, reducing CAPEX/OPEX necessity or approving them in a cost-out scenario;
• Approve proposals with leadership team;
• Prepare comprehensive tender documents to increase likelihood of project approval.
• Negotiate & finalize T&Cs for projects with customer
• Handover the contract to the execution team
• Coordinated post-tender feedback sessions with internal stakeholders-enhanced future bid strategy.

Structured Solutions & Innovations area within B2B department

The area goals are developing initiatives to facilitate negotiations for strategic fuel supply contracts and creating new products and services with multidisciplinary teams following agile methodology principles, aligned with energy transition.

• Responsible for carrying out the retail commercial process, respecting the steps of the sales funnel, and using techniques such as SPIN Selling in the negotiation of construction and maintenance investment portfolios service based on customer profile and economic context.

Responsible for the proposal phase of SURF projects with Brazilian and international operators, with a focus on proposals and bids preparation and contract negotiation. The main activies are described below:

• Receive and analyze customer requirements;
• Conduct internal meetings with critical departments to prepare the proposal;
• Carry out the risk management methodology;
• Gather all the information necessary to prepare the proposal's P&L, with a focus on cost reduction;
• Review the P&L;
• Prepare the Commercial Proposal;
• Conduct business negotiation with customers;
• Conduct contracts critical analysis;
• Hold Handover meetings for the execution team.
• Perform 'Post mortem' if necessary

Responsible for be the liaison between client and organization's departments to provide products following contract requirements. Experience with projects which delivered flexible pipes and associated accessories and also subsea equipments such as ANMs.

Worked with the quality supervision from contract analysis to equipment delivery to customers. Developed a relationship with clients as project quality single point.