Nolan Grice

Business Development Leader

Sales “Hunter” Manager

Statement of IntentNolan Business Development Leader knows how to sell and can enable others to sell. A passionate business development

professionals that is a "hunter", strategic thinker and disciplined execution, guided by curiosity and creativity, and outcome

focused approach that will be essential to closing deals with new customers.

Oil & Gas Industry from upstream, midstream and downstream: more than two decades upstream/midstream

experience with key relationships on multiple levels including corporate, operations, engineering and supply chain in

major E&P, Oil Field Service and Drilling companies

Senior level business development and sales management: experienced selling to IT and business unit leader,

enlisting others, negotiating, resolving conflicts, and collaborating with others to plan strategically and fulfill of orders on-

time with quality. Customer focused (CRM), aligns with a customer-centric strategy, identifies best practices that get

results and execute with precision

Technology focused business solutions: experienced in first platform of IT (mainframe/terminal), second platform of

IT (LAN/Internet- Client Server) and third platform of IT (cloud, mobile, social, big data). Focused on identifying explicit

business benefits (shareholder value) for leveraging technology

Leadership and team player with high energy: a reliable self-starter committed to self-improvement, constructive

communicator, treat others respectful and supportive, focused on serving the customer and expanding business.

Problem-solver and entrepreneurial: developing a roadmap to drive order intake and maximize revenue, adaptable,

and resourceful in my approach to leading the sales team with a genuine passion towards working with clients and

partners. Winning complex sales, “challenger sale”, de-personalize rejection and help others to win. Comfortable working

with hyper informed customers

Nolan knows how to drive multi-disciplined teams, adjust to various audiences, and how to integrate products and services

required to meet business needs. Nolan will lead multiple opportunities concurrently, although typically in different sales

stages and have assigned contract signings, expense, and customer satisfaction targets for the industry they support.

As “Sales Hunter” he leverages influence to build collaboration from his team for sustainable performance. Nolan’s success is

based on integrity, customer-focus, enthusiasm, shareholder value creation, and performance driven results.

Sales “Hunter” Business Development Leader Nolan Grice

10+ years’ experience in selling project/solution based consulting

services, ideally with experience in digital and innovative/ new

technologies using a mix of on-shore and off-shore resources.

With more than two decades of performance-based progression to senior-level business development

in Oil & Gas and other Industries, offers proven performance in leading and managing the entire

business development process to negotiate and close business. Life-long intuitive learner that

embraces change and best practices with integrity.

Have a deep understanding and domain expertise in Multi-Device

(Desktop and Mobile) Cloud Solutions and Business

Intelligence/Data Analytics.

Extensive relevant experience (see cover letter, resume and value proposition documents) DataCleansing, Data Mining, Business Analytics, Business Intelligence, Management Information SystemsTechnology: first, second, and third platforms leveraging IT, explicit business benefits using technology

Have a clear hunter profile, with the ability to develop a strong

pipeline and manage many simultaneous sales processes.

Career history of meeting customer-focused business development and leading strategic sales andmarketing campaigns. Artful negotiator who converts strategic relationships into top and bottom lineresults. Dependable, creative, responsible, and accountable to deliver measurable business benefits tobroad range of customers. Functions as model "hunter"; generates the G2 framework wherebysuccessful lead management process and proposal development is based on client needs intelligence.

Have prior experience in business consulting services would be a

major plus.

Experienced and able to build new relationships with leading clients in the energy industry, worked in

management consulting with global consultancy firms PriceWaterhouseCoopers, Arthur Andersen,

Sapient, Athens Group and Robbins Gioia. Increased annual revenues by over $10M in consulting

Build strong, long-term relationships with the clients & partners. Leader with ability to serve, lead and educate diverse team members. Strong relationship and

networking skills, client focused and goal oriented. Intergenerational leader, strong interpersonal

skills, ability to drive high performance teams.

Use a value based approach to drive sales process and win deals. Skilled as a trusted customer advisor at the C-Level have sold tangibles and intangibles (information

technology solutions, business and technical consulting services, drilling equipment and services).

Many of my clients have consistently achieved superior gains in sales, cost reduction, profits, safety

and environmental improvements and market share in both national and international venues.

Develop Multi-Device (Desktop and Mobile) Cloud solutions and

Business Intelligence/ Data Analytics.

Extensive relevant experience Business Consulting, Product Sales, Sales Leadership, Analytics,

Enterprise solutions (ERP, CRM), Value based selling, Mentoring/Coaching, Client relationship

management

Drive the recruitment and organizational development of the

sales force to drive profitable growth.

Built and ran entire sales organization focusing heavily on predictors of future outcomes, market and

account segmentation, buyer segmentation and sales activities to close sales

Develop proposals and solutions using a combination of on-shore

and off-shore resources.

Oil & Gas Industry: seasoned across value chain, key relationships, corporate, operations, engineeringThoroughly understands and articulates strategy, technical direction, capabilities and product solutionsresulting in the ability to collaborate on company-wide sales campaigns, responds quickly andeffectively to RFP’s and to delivers technical and business presentations to all levels of decision makers.Highly organized and seasoned sales expert with exceptional relationship development skills

Nolan’s Value PropositionSolution Selling

Sales “Hunter” Business Development Leader Nolan Grice

Individuals should have a background selling consulting services

into the Oil & Gas vertical.

See projects and clients slide # 4, projects sold to E&P, drilling contractors, oil field service and

equipment manufactures. Titles of buyers include Operations Managers, VP, Directors. Mastery of the

oil and gas value chain, knows the players and their business-drivers and how to align the offering

“value proposition” to optimize developing business.

Proven executive-level Business Development experience

specific to the consulting/outsourcing with Oil & Gas companies

20+ years - including global consultancy firms PriceWaterhouseCoopers, Arthur Andersen, Sapient,Athens Group and Robbins Gioia. See “Executive Profile” on resume for details

Contacts with C-Level executives in Oil & Gas industry. Excellent

relationship building skills and extensive client interaction

experience

Patterson-UTI, Precision Drilling, Nabors, Sidewinder, Independence Contractor Drilling, BHP Billiton,Statoil, Halliburton, Weatherford, Cameron, National Oilwell Varco, Chevron, ConocoPhillips,Marathon Oil, Shell Oil, Anadarko Petroleum, Transocean, Diamond Offshore, CANRIG, ENSCO

Positive attitude, desire to succeed, and self-motivation Entrepreneurial, problem solver, adaptable, and resourceful in my approach to leading the sales team

with a genuine passion towards working with clients and partners

Deep understanding of trends, challenges and solutions for the

industry.

See Hot Themes in Oil and Gas, additionally, production optimization, financial challenge of low

prices, debt management is a critical priority, intense cost cutting, potential for a ‘buyers' market in

M&A, IT services for the O&G industry continues to grow at a healthy pace, especially in upstream, IT

services is expected to grow to $18.4 billion in 2015 (IDC Energy Insight), attends CERA week and

other major O&G conferences

Skills in Strategic Analysis, Business Requirements Definition,

and ROI Justification experience

Customer- centric engagement, Global Distributed Delivery, Custom software development, packaged

software configuration, programming and computer science emphasis, program management office,

project management, lean six sigma

Experience in selling large multi-tower long-term solution deals Project sold and delivered include IT Services, Business Process Services, IT Infrastructure Services,

Energy Trading and Risk Management, Oil field efficiency, IT Strategy, Big Data Strategy, Managed

Security Services, Ideation, BI and Performance Management

Exceptional presentation skills and experience with public

speaking engagements. Excellent writing skills and extensive

proposal development experience

Proposal development, go-to-market plans, business case creation, sales strategy, product and

services solutions plan, website content, marketing literature, sales presentations, mapping and

management reporting leveraging sales dashboards.

Ability to direct business development initiatives Led numerous initiatives as Chief Sales Officer, Practice Director, VP Sales, Director Business

Development. Managed and motivated sales and marketing team including, consultants, SME’s,

business development directors, administrative staff and inside sales managers

Proven record of accomplishments Please review resume for detailed career accomplishments

Bachelor's Degree Bachelor of Business Administration, Accounting, emphasis Computer Science, Eastern MichiganUniversity

Nolan’s Value PropositionSolution Selling

• Business consulting services

• Industry best practices, benching marking, studies

• IT strategy, IT infrastructure, business process reengineering

• Performance management, balanced scorecard

• Application development, software

• Joint ventures and strategic partnerships

• Mechanical handling drilling equipment, drilling rigs, drawworks

• Oil field services, completions, casing, machining, geological services

• Leadership training, project management, business unit strategies

• Overhaul and labor services, OEM equipment service and support

• Drilling control system assurance

• Accounting systems, ERP – Oracle, SAP, Accpac, CRM

• Gas accounting , pipeline accounting, joint venture accounting

Nolan’s Value PropositionProjects and Clients

Value Proposition

Oil & Gas Industry

Entrepreneur “Big picture”

Industry “Rolodex”

Challenger Sale

SalesManagement

Road Warrior International

Strategic collaborator

Passionate, team builder

“I love selling quality services

and products that provide real business solutions for the customer”

Nolan’s Value PropositionLeadership, Problem Solving, Passion and Results

Managing Vision & Purpose

Thought Leadership

Leadership

Risk Taking

Coaching

Team Builder

Change Management

•Segmentation – Markets, Customers, Buyers by Rep

•Value Proposition - Differentiation

•CRM – Sales Methodology

•Branding Strategy

Planning - Sales Plan /Go-to Market

•Branding – SME, speaking engagements, white papers

•Website – blogging, integrated social media, knowledgebase

•Social Media – blogging, LinkedIn, Twitter, Facebook

•Sales Collateral - presentations, brochure

•Lead generation - publications, advertising, conference support

Marketing & Advertising

•Solution education – services, software, commercial

•Lead generation - inside sales / tele-marketing

•Relationship building - social events, conferences Attendance

•Sales process – pitch, sales approach, proposal process / MSA

•Deal closure

Selling – Customer Facing

•Voice of the customer

•Upselling / crossing selling

•Project success

Customer service

“I love selling quality services

and products that provide real business solutions for the customer”

Nolan’s Value PropositionLeadership, Problem Solving, Passion and Results

Improve Corporate

Selling Performance

Customer Focus

Drive for Results

Social Selling

Strategic Skills

Managing Processes

Dealing with Ambiguity

Persuasion

Nolan’s Value PropositionStrategic Solution Selling

Thank You

Nolan GriceBusiness Development Leader

Sales “Hunter” Manager