Bob Brentnall has over 40 years of experience in strategic account management, project management, and process control engineering. He has a proven track record of developing lasting client relationships, guaranteeing preferred supplier status, and achieving high tender win rates. As the Business Development Manager at ABB, Bob led a sales team of 35 professionals and increased business by ensuring client awareness of ABB's diverse product offerings. He successfully managed numerous power infrastructure projects for Rio Tinto valued at over $1 billion as their Strategic Account Manager. Bob has expertise in areas such as business development, partnership building, sales management, and project delivery.

1. Bob Brentnall
+61 (0) 481 706 990
Email: bobbrentnall@hotmail.com
PROFILE
My experience as a strategic account manager has enabled me to develop lasting client
relationships, guaranteeing preferred supplier advantages and extremely high win rates for tenders,
with guaranteed margins.
My extensive background in managing complex control systems and power systems projects has
seen me involved as an advisor to clients in early contract / initial feasibility stages right through to
implementation and managing the relationship from an ongoing support perspective.
I have a unique ability to interpret tender requirements, assess the project risk, and ensure bids are
compliant and profitable. I also have a strong track-record of designing cost saving alternatives
which has led to my high tender win rates.
CONSULTANCY PROFILE
Areas of expertise
• Network development/opportunity identification
• Development of partnerships/alliances
• Sales team development
• Market/business intelligence
• Pipeline management
• Sales pursuit planning
• Tender risk review
• Bid management
• Proposal review
• Tender negotiation
• Project delivery team set-up
• Contract management
• Issue resolution
• Project progress review
• Project close-out
• Ongoing project support and maintenance
BUSINESS EXPERIENCE
ABB
Business Development Manager Jan 2015 - Current
Responsibilities
• Develop national cross divisional collaboration for a sales team of 35 across 5 divisions,
• Ensure client awareness of all our product offerings, 25 products groups across the 5
divisions leading to increased business.
• State Manager equivalent representing Power Systems Division in Western Australia.

2. • Power Systems Senior Leaders team member
• Continuance of strategic account management role for Rio Tinto.
Achievements
• Project developed to utilize common sales tools to qualify sales leads from lead to pursuit
and bid/no bid process to assess, pursuit to bid/tendering across Power Systems 5 product
groups, enabling sales staff to focus on winnable leads.
• Amalgamated all sales systems into ProSales and then led the conversion from ProSales to
SalesForce providing full customer CMS visibility across all 5 divisions.
• Cross trained product teams in broader ABB portfolio using collaborated market intelligence
enabling product teams to sell broader solutions.
• Implemented standardised assessment and scoring of leads to ensure accurate pipeline
modelling
ABB
Strategic Account Manager – Rio Tinto Australia 2007 - 2014
Responsibilities
• Contractor’s Representative for the Rio Tinto preferred supplier agreement.
• Provide a single point of contact between Rio Tinto and ABB; customer’s voice within ABB
ensuring strong issues management and problem resolution.
• Maintain extensive networks through Rio Tinto to ensure early awareness of opportunities
for ABB
• Promote collaboration between five ABB Divisions – Power Products – Power Systems –
Process Automation – Discrete Automation & Motion – Low Voltage design to leverage off
opportunities increasing ABB’s share of the project spend.
Achievements
• Managed the strategic relationship between ABB and Rio Tinto to complete early design,
budgets, bid management, contract negotiation and management.
• Became a trusted adviser to Rio Tinto with a office on the Rio Tinto Iron Ore premises,
working with Rio Tinto’s Managing Director for global projects and his direct reports to
support funding decisions, risk and opportunity assessments and to ensure ABB’s reputation
and market share was protected.
• Successfully renegotiated the underpinning Preferred Supplier Framework Agreement twice
over seven years, generating $1billion with minimum gross margin protected under the
contract.
• Complete development of the Power Systems Substations business HSE from design,
initiation and implementation.
• Successfully underpinned preferred supplier framework agreement between ABB and Rio
Tinto twice in 7 years generating $1 billion in revenues.
ABB
Project Manager 2004 - 2007
Responsibilities

3. • Develop relationship and built client trust by executing Rio Tinto Power Expansion Projects
utilising a relation based contracting style.
• Secure addition project works required for the expandsion of Rio Tinto Iron Ore’s
transmission network to support production increases from 180 Mt/pa to 220 Mt/pa.
• Execution of projects to achieve on time delivery and maintain original as-sold margins
Achievements
• Executed the initial, competatively tendered projects, on time and established a trust based
working environment with Rio Tinto.
• These were so successful, that theyenabled ABB to earn the preferred supplier appointment
for Rio Tinto - ABB to be the sole sourced supplier of HV/MV products and systems to Rio
Tinto’s Iron Ore product group.
• This relationship was expanded to cover all Rio Tinto’s Iron Ore projects globally.

4. QUALIFICATION
TRADE DIPLOMA
Scientific Instrument Maker and/or Repairer 1972
TRAINING
• Project Management/Risk Management – early contract planning, consultancy –
ABB/ Washington University Certified to manage projects and risk assessments up
to $50million.
• Business finance for managers – ABB internal course
• Contract negotiation – ABB internal course
• Advanced Process Control Engineering – run over 2 years by Combustion
Engineering
• Advanced computer engineering support – Rochester USA
• Avionics, Weapons systems, Marine auto-pilot and collision avoidance systems.
REFEREES
Available on request.

5. MILESTONES
Major Projects delivered under the preferred supplier agreement 2007 - 2015
PROJECT AWARDED CONTRACT
VALUE
$million
Brockman 220/33/11kV Substation 2007 $20m
7-Mile (Coastal) Power Station 220/11kV Substation 2007 $40m
Cape Lambert Bulk Supply Substation 2008 $60m
Power Network Control Upgrade - Multiple Sites 2008 $8m
Juna Downs Static Var Compensator 2009 $25m
Juna Downs 220kV Switchyard Extension 2009 $12m
Marandoo 220 kV Substation & Transmission Line 2010 $28m
Marandoo Village 33kV Distribution 2010 $12m
Dampier 33kV Works & 220kV Relay Room Replacement 2011 $20m
Tom Price Sub-station Replacement 2011 $32m
Cape Lambert Bulk Supply Substation Extension 2011 $30m
Paraburdoo 220kV Relay Room Replacement 2011 $11m
West Angelas Power Station 220kV Switchyard & 220-33-11kV Substation 2012 $35m
YMPS Switchyard Extension and Generator Transformer 2012 $15m
Cape Lambert Transformer Triplication 2012 $5m
Electrical Infrastructure Replacement Program 2012 $96m
Wickham Zone Substation 2012 $10m
Project Management/Contract Management 2004 - 2007
PROJECT AWARDED CONTRACT
VALUE $k
Millstream 220/132kV Substation 2004 $15m
Paraburdoo 220/33/11kV Stage 1 2004 $12m
Paraburdoo 220/33/11kV Stage 2 2005 $8m
Hope Downs 220/33kv Substation Stage 1 2005 $12m
Cape Lambert P9 Substation Replacement 2005 $8m
Parker Point 33kV Ring Upgrade 2006 $9m
Yandi 220/33/11kV Substation 2006 $15m
Hope Downs 220/33kv Substation Stage 2 2007 $35m
33kV Stockyard Substation CB33SS 2007 $10m
Process Control – Installation & Commissioning Prior to 2004
PROJECT CONTRACT
VALUE $k
SCM Chemicals Titanium Dioxide Plant – Mod 300 Plant-wide process control system $8m
Western Titanium Synthetic Rutile Plant – Mod 300 Plant-wide process control system $10m
Narnagulu Minerals Dry plant – Mod 300 Plant-wide process control system $5m
SCM Chemicals Australind Finishing Plant – Mod 300 Plant-wide process control system $3m
AMC Capel Synthetic Rutile Plant – Mod 30 Plant-wide process control system $1m
Boya Paper Mill – Mod 300 Plant-wide process control system $5m
BP Refinery CAT Cracker - process control system $2m
Water Corporation Metropolitan Water Distribution Wide area SCADA & Telemetry System $14m
Australind SCADA & Telemetry System $2m
Mandurah SCADA & Telemetry System $3m
Exmouth SCADA & Telemetry System $3m

6. Water Corporation Wastewater Stage 1 SCADA & Telemetry System $1.5m
Goldfields Water Pipeline SCADA & Telemetry System $15m
Barrack Silicon Kemerton - Mod 300 Plant-wide process control system $10m

7. Water Corporation Wastewater Stage 1 SCADA & Telemetry System $1.5m
Goldfields Water Pipeline SCADA & Telemetry System $15m
Barrack Silicon Kemerton - Mod 300 Plant-wide process control system $10m