Pina Palermo is a senior executive with over 20 years of experience in commercial and contract management in complex technical environments. She has a proven track record of growing business and revenue through innovative strategies and strong negotiation skills. Her core competencies include change leadership, commercial acumen, negotiation, strategic sourcing, contract management, and stakeholder management. Currently she is the Director of Commercial, Procurement and Legal Services at International Systems Engineering in Saudi Arabia, where she leads a team of 10 professionals.

1. PINA PALERMO
Address: Villa A03a, Salwa Garden Village, Riyadh Kingdom of Saudi Arabia
Phone: + (966)53 456 6473
Email: giuseppina.palermo@hotmail.co.uk
LinkedIn: https://sa.linkedin.com/pub/pina-palermo/24/289/280
DIRECTOR/SENIOR EXECUTIVE
(IT/Defence/Transport/Service Industry)
Proactive and result driven senior executive with over 20 years’ experience of commercial and contract management in complex
technical environments. Sees the ‘big picture’, identifying risks and opportunities, whilst driving change and leading strategy to
add value across the business. Strong track record of sustainable top and bottom line growth through innovative business
models and highly developed tendering, contract management and negotiation skills. Proven ability to lead change and deliver
on commitments in complex commercial, political and multi-cultural environments, demonstrating exceptional communication
skills, diplomacy and leadership. Mentors and develops high performing teams, building capability both in the organization and
in the wider community.
CORE COMPETENCIES
▪ Change Leadership Commercial/Business Acumen Negotiation/Influencing Strategic Sourcing & Contract▪ ▪ ▪
Management Project Management Budget Management Stakeholder Management Client Focus Governance &▪ ▪ ▪ ▪ ▪
Compliance
▪ Mergers & Acquisitions Cost Saving & Process Improvement▪ ▪
KEY SKILLS
 Business Transformation and Profitable Growth – Aligns business structures, processes and targets with strategic goals
and commercial environment, focusing on results and proactively facilitating growth and profitability. At International
Systems Engineering (ISE), transformed the procurement function to grow the business in a challenging IT environment.
Created a tailored set of commercial policies and processes, increased orders placed with supply chain by 40% and grew
strategic partnerships by 70%, gaining competitive advantage.
 Pioneering Leadership and Talent Development – Takes the lead in building capability within the business and in the wider
community. Coaches and mentors talents to develop a high performance culture. Pioneered a relationship between ISE and
The Princess Nora University. Increased numbers of female professionals in a range of functions and was honoured by HRH
Princess Hessah Bint Salman AlSaud for enhancing the role of Saudi women and their impact in the local economy.
 Innovative Commercial Models to Win Business – Develops strategic commercial models for long term stability and added
value, creating strong client relationships through delivery on commitments. Positioned ISE as a preferred provider to a
major client; negotiated the first long term service-based contract in the information and managed technology market,
replacing a previous procurement on demand arrangement. Met all targets across the 4 year duration, resulting in strong
brand reputation and potential contract extension.
 Strategic Risk Management – Identifies potential risks across the business and creates programmes to manage exposure.
At ISE, recognized the increasing exposure to risk from continually changing US export controls and governance and
created/implemented an export compliance programme. Achieved commercial advantage as a trusted company, both by US
regulators and by customers, and created a framework for future stability.
 Organisation Restructure and Process Improvement – Creates structures and processes to overcome challenges and
achieve set targets, operating with sensitivity to cultural and commercial needs. At the Trade and Investment Team of the
UK Embassy in Riyadh, established the Central Co-ordination Team to deliver a consistent kingdom-wide service, improved
logistics and management of all trading programmes and delivered all trade missions to time and quality. Trade delegations
from the UK to Saudi Arabia increased by 40% within 10 months.
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Pina Palermo | Phone: + (966)53 456 6473| Email: giuseppina.palermo@hotmail.co.uk

2. CAREER HISTORY
International Systems Engineering Ltd, ISE HQ, Saudi Arabia Jan 2011 – Present
A 91% owned subsidiary of BAE Systems that provide IM&T services to BAE Systems Saudi Arabia, Governmental Customers
(MOD, RSAF, etc.) and global commercial entities (eg Boeing, Lockheed Martin, Thales, etc.) in Saudi Arabia
Director – Commercial, Procurement and Legal Services May 2014 – Present
 Develop and execute strategy, reporting to the CEO and managing a team of 10 professionals.
 Lead contracts management (both customer facing and supply chain), pricing, and legal advice, with a portfolio of some 40
sales contracts, and a supply chain comprising some 200 suppliers across Saudi Arabia and overseas.
 Provide commercial and legal advice across the business and manage all regulatory requirements.
Achievements
 Identified risk exposure due to increasing export controls; influenced shareholders to fund an Export Controls Review.
 Following review, created US export controls compliance programme to implement policies and procedures across the
business, complemented with a training plan across the company. Achieved commercial advantage as a trusted company,
both by US regulators and by customers, and created a framework for future stability.
 Increased orders placed with supply chain by 40% and grew strategic partnerships by 70%, gaining competitive advantage.
 Pioneered a relationship with The Princess Nora University, the biggest female university in Saudi Arabia, contributing to the
COOP Training Programme. Increased numbers of female professionals in a range of functions and was honoured by HRH
Princess Hessah Bint Salman AlSaud for enhancing the role of Saudi women and their impact in the local economy.
Head of Commercial and Procurement Mar 2012 – May 2014
 Led Commercial and Procurement strategy, including pricing, contractual/business models, and legal advice in strategic
campaigns and opportunities through to negotiations and award of contracts.
 Directed tendering, commercial and contract management, direct procurement, strategic supply chain management, and
legal services. Value of contracts in excess of SAR 750m, and tenders’ approximate value of SAR 250m yearly.
 Delivered profitable business that met customers’ requirements, the company’s and its shareholders’ business plans.
 Ensured adequate staffing and training of Commercial and Procurement team with particular focus on developing skills of
local talent as part of the Saudization programme.
 Managed tax liabilities and complexity of export licences, ITARS, IPR and security restrictions.
 Led selection, approval and evaluation of supply chain in Saudi Arabia and overseas, and its management in accordance with
ethical trading, QA, legal and due diligence requirements.
Achievements
 Transformed the procurement function to grow the business in a challenging IT environment. Increased orders placed with
supply chain by 40% and grew strategic partnerships by 70%, gaining competitive advantage.
 Led the transformation from procurement on demand to long term contracts based on service level agreements.
 Negotiated the first long term service-based contract in the information and managed technology market.
Business Winning and Business Development Senior Consultant Jan 2011 – Apr 2012
 Provided advice to the Commercial & Procurement Director on account management, commercial issues, business winning
activities, procurement and contract management (including tax liabilities and export controls).
 Recommended and advised on appropriate strategic partnering arrangements to strengthen overall ISE growth strategy.
 Advised the project teams in managing commercial risk and contractual issues.
Achievements
 Awarded and managed the largest ISE contract – Salam IT Support Phase 1, worth SAR 136M, as a Commercial Manager.
 Coached and mentored newly recruited female resources to meet the Department’s long term objectives.
Co-ordination Commercial Team Lead | Foreign Commonwealth Office (FCO), Saudi Arabia,
Riyadh (UK Trade and Investment)
Dec 2008 – Jun 2010
 Established Central Coordination Team in Riyadh to enable three individual teams (Riyadh, Al Khobar and Jeddah) to deliver
a consistent kingdom-wide service.
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Pina Palermo | Phone: + (966)53 456 6473| Email: giuseppina.palermo@hotmail.co.uk

3.  Offered logistical, management and resource support to the three UK Trade and Investment teams across Saudi Arabia.
 Managed programmes for visiting VIPs, businessmen and trade delegations; ensured all trade missions and visits were
delivered to time and quality.
Achievements
 Trade delegations from the UK to Saudi Arabia increased by 40% within 10 months.
BAE Systems, UK Nov 2001 – Dec 2008
Commercial Lead, Mergers and Acquisitions | BAE Systems Insyte, UK Oct 2007 – Dec 2008
 Managed all commercial aspects of the Mergers & Acquisition Department, from the selection of potential targets through
to completion of the relevant transactions.
 Led pre-negotiation activities and played a major role in the production of Stage 1, 2 and 3 papers.
 Identified risks and mitigations, conducted due diligence and detailed evaluation.
 Produced integration plans for the implementation of the commercial function
 Supported foreign transactions; Export approvals, Government briefings, local rules and regulations and tax/legal advice.
Achievements
 Completed successful Petards Acquisition for BAE Systems in the UK.
Head of Commercial, Warton (Air) | BAE Systems Insyte, UK Mar 2006 – Oct 2007
 Led Air and UAVs areas of business growth and capability development. Also responsible for the ISTAR Programmes.
 Led the commercial strategy that included pricing and contractual/business models, and managed the function/team.
 Negotiated partnering arrangements/agreements to strengthen overall Insyte strategy.
Achievements
 Award of the first BAE Systems Insyte UAV Contract (c. £ 3.5M)
Senior Business Manager | BAE Systems Insyte, UK Oct 2004 – Mar 2006
 Managed the commercial input for the majority of bids to new UK and Exports Customers.
 Successfully led the first Homeland Security (HLS) Bid to a Middle East Customer (c.£10m)
 Maintained key working relations mutually benefiting BAE Systems as well as UK, USA, European and Middle East based
supplierssub-contractors.
 Signature of the first Homeland Security Framework Agreement with BAE Systems Inc. to collaborate in pursuing Homeland
Security opportunities in the US and the ROW
 Delivery of a $300m competitive proposal for a Middle East customer, which included a truly pan-BAE Systems capability
portfolio approach.
Commercial Manager | AMS Limited, UK Apr 2004 – Oct 2004
 Championed the company’s main objective to ‘win more maritime business’, whilst ensuring commercial coherency of the
bids with company’s overall strategy and life cycle management.
Business Manager| BAE Systems (Operations) Limited (on Secondment) Nov 2003 – Apr 2004
 Managed costs audits with the UK MOD Profit and Forecast Group to support the Mission Systems Cost Model procurement
activities within the CVF Carrier Mission Systems programme.
Senior Contracts Manager | AMS Limited (UK) May 2002 – Nov 2003
 Management and contract administration of 4 contracts for the Merlin Helicopter programme including ‘through life’
support arrangements (value £100m).
Assistant Commercial Manager| BAE Systems (Combat and Radar Systems) Limited (UK) Nov 2001 – Apr 2002
Contracts Manager | EH Industries Limited (UK/Italy) Sep 1999 – Oct 2001
EDUCATIONAL QUALIFICATIONS
Post Graduate Course Finance and Accounting Studies | University of Westminster 1990 –1991
Master Degree in Business AND Economics | Economics and Business Studies University’ “G.
D’Annunzio”, Italy
1985 –1990
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Pina Palermo | Phone: + (966)53 456 6473| Email: giuseppina.palermo@hotmail.co.uk

4. PERSONAL DETAILS
Date of Birth: 28th
May, 1965 Sponsorship: Saudi Arabia Residence Permit Driver’s Licence: European
Nationality: Italian(Full UK Security Clearance) Languages: Fluent English, Italian and Spanish and basic Arabic
References available on request
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Pina Palermo | Phone: + (966)53 456 6473| Email: giuseppina.palermo@hotmail.co.uk