Dean GouveiaMSc Renewable Energy & Resource ManagementMobile 0788 300 1677 – Home 020 8270 2931 Ilford Essex UK IG1 2UPPROFILEMade a career transition after twenty years in sales & business development in the city ofLondon to complete an MSc in Renewable Energy and Resource Management. I havecombined my entire career skills with academic training and am capable of achievingcomplex initiatives at the highest level.Nov 2010 – Jun 2011 University of Glamorgan MSc Renewable Energy & ResourceManagement (Full time student)The energy technologies involved include, carbon capture and sequestration, sustainablebuildings (incorporating LEED & BREEAM), solar photovoltaic (incorporating PVsyst V5.2),solar thermal (incorporating Tsol), offshore and onshore wind, anaerobic digestion (waste toenergy), incineration, composting, wave and tidal power, hydro power, geothermal,hydrogen economy & bio-energy, biomass, life cycle analysis incorporating Sima Pro, water,wastewater, sewage treatment and environmental policy and legislation.CAREER HISTORYJan 2009 - Nov 2010 United KingdomZitec Renewables : Project/Business Development Manager Expertise included developing renewable energy business areas in Wind, Solar, Anaerobic Digestion, Biomass, CHP, Energy Saving Devices and Sustainable Buildings.* An intelligent approach to developing and implementing sales and marketing strategies with clarity, consistency and impact.* Strong negotiation skills led to consistent achievement in the implementation of projects and recurring revenue sales across SME & B2B type businesses.* Demonstrate the capacity and tenacity to complete high risk/high value projects with long sales cycles and multiple stakeholders.* Implemented a sales and marketing strategy for the UK to enhance both revenue and profitability.* Thorough study of servicing of domestic/international customers through ISO-9001.* Fully conversant with governmental relations and statutory compliance practices.* Exceptional knowledge about regulatory practices in UK related to renewable business.* Track record of successful streamlining of operations, maximizing productivity and leading company to profits.Responsible for Feasibility, Pre-Construction and Construction works for Zitec UK MicroWind, PV, Anaerobic Digestion and Energy Saving Portfolio. Dealing with prospective sites.Involves undertaking desktop studies using GIS, CAD and PVSyst to conceptualise the siteand understand potential returns based on achievable system sizes and then taking thosesites forward to build stage, and managing the Engineering Procurement & Construction(EPC) aspects.Responsible for rolling out a standardised micro system across the Zitec portfolio and
implementing and co-ordinating the supply chain (Contractors, Consultants, Suppliers) toensure deliverables are met and monitored through appropriate KPIs.Undertook a feasibility study into the procurement, installation and operation andMaintenance (O&M) of a 60kW biomass system and 50kW PV (rooftop and ground mount)system for a local businesses including co-ordinating Woodland Management planning todetermine and cost the woodfuel harvesting strategy. Co-ordinated with projectmanagement team the EPC of the project at build stage using the Renewable Heat Incentive(RHI) as the main driver.Site investigation, earthworks design, infrastructure design, Construction Design &Management (CDM) co-ordination, Cost Planning and Construction management of a £2.5M500kW on-farm AD plant running on slurry, farm yard maure (FYM), grass and maize silage.As a result of uncertainty and competitiveness in the market due to the FIT review I wasmade redundant and returned to academia to develop my professional skills.2006 – Dec 2008 United KingdomUK Mail : Corporate Development ManagerCombined strategic skills with a very practical, hands-on approach to business development.Secured profitable and long-term contracts with major B2B accounts, utilising our uniqueposition within the mail delivery market place, as well as ensuring clients benefit from usingour whole product range. Responsible for creating and developing new business within allsectors with a main emphasis on government and corporate organisations. Securing blanketcontracts that will help establish UK Mail PLC as the foremost Mail and Express ParcelCompany nationally.Responsibilities / Achievements: acquisitionsMajor government and financial corporate contracts : Eg DVLA 7 million, HMRC 15 million,Citigroup 6 million, JP Morgan 3.2 million and GM 1.5 millionIdentify and develop new relationships with large B2B accounts.Maintain existing relationships with Facilities Management Companies and ProcurementDirectors.Develop new relationships to help identify and secure profitable and long term new businesscontracts.Drive product development based on prospect requirements to capture future businessopportunities.Provide tailored customer solutions to specific industry needs.Develop executive level relationships at key clients. Tailor and agree contracts at directorlevel to ensure customers specific requirements are fulfilled and agree SLA’s based on notonly customers future needs but their size and value.Selling & Promotion • Able to manage OJEU (Official Journal of the European Union) - PQQ &Tender Pipelines • Able to construct presentations, proposals to clients on PQQ’s, tendersand partnering presentations bids • Able to understand partnering and frameworkdocumentation and ethos • Able to contrast the benefits of the company propositionagainst those of competitors and market drivers • Used to compiling sales information toassist in the bid process. Capable of articulating the features and benefits of the companyproposition / offering and tailors these to clients needs, aims and objectives • Has insightand is practiced in the basic principles of selling and the company Business Developmentsales cycles, vision and structures.
2002-2006 United KingdomSDD Solutions Ltd : Business Development ManagerNew Business Development • Direct Sales & Reseller Partnerships • Consultative & SolutionsSales • Networking and Relationship Building • Contract NegotiationsBusiness Development ManagerExecute direct and channel partner sales models for advanced ERP/CRM softwareapplications. Target a broad market, meeting sophisticated e-business needs for customersthat include Fortune 500 and emerging dot.coms. Interface directly with top levelexecutives, negotiate high yield contracts and coordinate implementation. Manage accountsand orchestrate post sale professional services and resources.Key Achievements : •Achieved 186% of quota and grew sales to £4 million within 1 year and positioned as thetop No 1 BDM in the company. • Established alliances with 10 major integration partners and attained ranking as the No1sales producer within just 2 years, generating £7.6 million. • Delivered 2.8 million revenue, selling two of the first five units in UK of a newly released,cutting edge CRM business solution • Opened a completely unworked territory, surpassing all sales goals in spite of challengesassociated with the sale of B-spoke release product with no reference sites.• Generated the highest volume of new accounts company wide, and was recognised with a“Honary Achievement Award” the company’s most prestigious honor.1998-2002 United KingdomDHL : CORPORATE DEVELOPMENT MANAGERLeading the continued profitable development of the companys transport and logisticsSales, Marketing and Key Accounts team in the London Region, with particular emphasis onwidening the firms client base and winning new business. With a background in seniormanagement, often at board level and with knowledge of business analysis and clientacquisition techniques, I have also undertaken optional training to fill all the gaps.Strategic Business development techniques and systems assist aspiring clients to becomemore established and expand existing businesses, which many companies need to ensurethe success or survival of their business.1. Responsible for preparing bids, winning tenders, agreeing strategic outcomes, maintainingC level relationships and ensuring that successful projects exceed client expectations.Tenders Achieved : M.O.D £15m, Edexcel 14m, UBS Warburgs 2m, PricewaterhouseCoopers£1.5m to name a few.2.Overseeing the preparation of winning submissions for new work.3.Identifying and developing new areas of business.4.Designing sales tools for all sales staff, including promotion sheets , commission schedulesannual advertising time lines and sales tracking systems. Plus; taking overall responsibilityfor delivering the sales and marketing objectives for the London Region Transport andLogistics.5. Planning business stream budget and expanding the team to meet the growth targetscontained in the Divisions business plan;6. Delivering robust results on time and within budget while achieving high levels
of customer satisfaction.7.Representing the company in its dealings with clients, partners and external bodies8. Marketing the companys services to existing and potential clients;Business Development ManagerDeveloped new corporate and small business accounts through effective marketing coldcalling, networking, professional sales presentations and follow ups.Created a rapport with blue chip organisations to acquire large corporate accounts.Assisted companies in developing and maintaining their effective logistical andtransportation needs.Increased the number of new clients and consistently exceeded sales goals, doubling saleswithin two yearsPROSTAR INTERNATIONALMANAGING DIRECTOR 1994-1998Taking a soft drink concept from idea stage to supermarket shelf. From a rough drawingcreated the idea of the Prostar footballer drink, a unique torso shaped bottle with theofficially licensed strip of a leading football club, sporting a tamper evident cap.Licensing – negotiating with the top premier league football clubs, negotiating with variousfilm companies i.e. Sony. MacDonald’s; Licensed exploitation to bottlers and sleevemanufacturers.Negotiated contracts with supermarket chains (Tesco, Asda, Sainsbury and Woolworths)through small individual shops to football clubs sports outlets. Also sourced worldwidepatents and materials.City SprintSales Executive 1993 – 1994•Transformed an under producing sales team, immediately resolving long standing problemsand instituting incentives that elevated performance whilst building morale and motivation.Ramped area sales 350% within 3 years.• Surpassed personal quota, generating more than 200% of Ad-hoc Sales goals and 175% ofservice goals. Overachieved area sales objectives every eligible year.• Identified, pursued and closed the largest logistics deal in the company’s history,contributing millions of pounds through annual recurring revenue.• Penetrated dozens of profitable B2B accounts, individually valued at £2.5 million withmajor fortune 500 customers.• Opened a completely un-worked territory surpassing all sales goals in spite of challenges.City LinkSales Executive 1982-1993Cold calling on SME’s. Developed Territory sales and marketing and won new business.Strategic planning with several large Blue Chip Organisations.EDUCATION:University of Glamorgan, Treforest, Pontyprif, Wales 2010 – 2011 MSc Renewable Energy &Resource ManagementGable Hall School Corringham Essex 1975-1982 A Level English, Geography and Art.Hemsley Fraser Executive Development coaching and talent management certificate
Marketing and Sales Business Development (Commercial Sales Psychology) and CertifiedManagement Courses.London School of Industrial Sales PTP Sales and Marketing Certificate Program.