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Houston, TX 77006 713.234.0336
https://www.linkedin.com/in/jamespearsall/ jim@jim-pearsall.com
M & A Senior Advisor | Commercial & Business
Development
Deliver Incremental
Growth | Leverage Technologies | Increase Profitability at Fortune 100 Firm
Results-driven
professional creating business value through problem-solving, analysis, and
improvement strategies leveraging people, process, and technology. Proven
expertise in portfolio optimization, commercial business development, business financial analysis, relationship management,
operational process improvements,
industrial-scale cost reduction and efficiency capture, project planning,
and execution. Solution-oriented leader adept at working across cultures,
business units, functions, and vendors to achieve results.
Core
Competencies:
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Strategic & Operational Planning
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Business Development
& Relationship Management
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Contract
Development & Negotiations
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Delivering Value through Transformation
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Industry
Range:
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Commercial:
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energy
| supply | demand | pricing | trading | negotiations | market
intelligence | data analytics
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Operational:
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project
management | business process improvements | driving cost efficiencies |
energy infrastructure
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Leadership:
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technology
adoption | digital transformation
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Sectors:
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upstream production, mining |
midstream pipeline, terminals | downstream plants | power COGEN
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Commodities:
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natural gas | LNG | crude oil | NGL | ethane | propane | LPG |
butane | C5+ | ethanol | coal | electricity
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Professional Experience
EXXONMOBIL
(NYSE: XOM), Houston, TX
Industry
Outlooks Advisor | Strategy & Portfolio Mgmt 2018
- 2020
Served as
Natural gas liquids (NGLs) advisor covering the Eastern Hemisphere.
Developed global natural gas and crude outlooks. Pricing advisor for
natural gas, NGLs, and crude. Benchmarked insights with third-party views,
identified trends, and opportunities.
ˇ Provided
management committee proprietary long-term gas, NGL, and oil price outlooks
based on market fundamentals.
ˇ Managed
strategy and portfolio unit internal audit identifying business risks,
compliance, and devised mitigation actions.
ˇ Conducted
special study on Permian operators' financial strength identifying
potential M&A targets within next 1 - 5 years.
Global
Technology Advisor 2016
- 2018
Advised
~150 warehouse operations across the globe with over $4B in managed assets
to supply sites required materials on a timely basis. Improved business
processes with technology and actively managed stakeholder engagement (~300 people) to
effect change.
ˇ Implemented
$8.2M in hard benefits over 5 years (25 people) by creating benefits case
and plan for replacing paper-based warehouse processes with an
enterprise-based system improving materials handling, labor productivity,
and inventory mgmt.
ˇ Focused
on project management and alignment of different cross-functional
stakeholders in order to achieve results.
ˇ Organized
business-line support to launch SAP Extended Warehouse Management and
Neptune Systems digital mobile platform.
Trading
Advisor 2014
- 2016
Oversaw
~140,000 barrels per day crude oil production in Gulf of Mexico and western
United States (~$5.6M/day at $40B).
ˇ Recommended
daily crude price and published oil price bulletins for public (http://crd.exxonmobil.com).
ˇ Constructed
trading tools for Alaska North Slope crude arbs and targeted key refiners
to process Kearl crude.
ˇ Programmed
overhead real-time visual displays of prices, and coordinated external
media feeds for trading room floor.
ˇ Led
annual representation letter process for Global Crude, Feedstocks & LPG
business; worked with Controller's and Law.
ˇ Designed
oil assay visualization tool to determine type of crude may be in demand
for specific export markets.
ˇ Controlled
movement of crude into inventory at Southwest Terminal, Torrance, CA.,
supporting traders and schedulers.
Commercial
Advisor 2010
- 2014
Collaborated
in a team of commercial advisors and attorneys on marketing upstream
interests in Caspian, Italy, and Norway.
ˇ Wrote
marketing pitch, set-up non-disclosure agreements, and maintained data room
for potential buyers to comprehend project's subsurface, facilities, and
access to global markets. Acted as an active listener during engagements.
ˇ Presented
to joint venture (JV) partner executives (Eni, Shell, Total, and
ConocoPhillips) key fiscal terms and how changes to timing of Kashagan project start-up impacted expected cash flows
($10B+ interest and ~38B oil).
ˇ Executed
a series of commercial agreements as lead negotiator for offshore Gulf of
Mexico crude oil transit from JV operated platform (Heidelberg; 200 to 400
M barrels total oil) to Louisiana and Texas markets via third-party
pipelines.
ˇ Partnered
with external law firm to sell minority interest in a European field for
~$285M premium over next bid.
LNG
Business Unit Coordinator & Business Developer 2007
- 2010
Negotiated
a number of commercial agreements involving ExxonMobil, XTO, and
transportation counter-parties related to Golden Pass LNG terminal
start-up. Primary contact supporting head of LNG business: coordinated
business and safety reviews, plans, and budgets, KPIs, term sheets; primary
liaison to outside parties during international gas conference events.
ˇ Regulated
daily nomination of natural gas send-out from G.P. LNG to Florida Gas
Transmission working with trading team.
ˇ Formulated
strategy to use plants as natural gas demand sinks to be supplied from XTO
when LNG was not imported.
ˇ Authored
in-depth study of Latin America LPG markets leading to specific
identification of new marketing opportunities.
ˇ Structured
PNG LNG supply strategy based on importers credit and natural gas heat
quality (~$18.6B; 6.9 MTPA).
ˇ Originated
Adriatic LNG net-back model to gauge recommended tariff rates for
open-season (non-committed capacity).
ˇ Assessed
competitor LNG Sales and Purchase Agreements (SPA): studied pricing
mechanisms and commercial risk terms.
Global
Analyst 2004
- 2007
Scripted
industry presentations, briefing materials to the CEO, coordinated and led
plan and budget, and initiated programs to improve knowledge transfer.
Communicated market fundamentals and brought in outside technologies.
ˇ Initiated
first internal business intelligence report communicating significant
events, circulated to ~600 managers and staff.
ˇ Built
ethanol plant economic model allowing traders to calculate ethanol plant
break-even prices (SAP Xcelsius).
ˇ Leveraged
Tableau to gain insights into vessel tracking datasets (~0.8 M records),
becoming 1st licensed user and champion.
ˇ Headed
migration of heritage accounting / reporting systems over to SAP. Trained
users how to automate using SAP BW.
Additional
Related Experience
EXXONMOBIL,
Houston, TX, Director of Business Development
Evaluated
strategy for ~12K miles of crude oil and refined products pipelines (now
~4K miles), ~24 affiliated companies in JVs.
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Created valuation model with
multiple scenarios to validate sale value, resulted in $28.5M sale of
Longhorn Pipeline.
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Evaluated economics of complex
international transaction leading to $47M sale of South Saskatchewan
Pipeline.
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Delivered benefit case for $1M
investment in planning tool (OutlookSoft EAP, now
SAP Business Planning Consolidation), replacing disparate spreadsheets,
2-person reduction in pilot project, and 22 people reduction in follow-on
project.
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Devised and launched
public-facing Internet website for ExxonMobil Pipeline
(www.exxonmobilpipeline.com).
THE
TANARAK CO., LTD., Bangkok, Thailand, Manager of Sales
& Business Development
- Engineered
systems for the petroleum, and fluid-handling industries in Thailand. Two
primary markets were oil and gas equipment (custody transfer metering;
SCADA automation, RTU, PLCs; injection, blending, sampling systems; valves;
pumps; flow computers), and stand-by diesel generator applications. Won
large scale infrastructure projects with government and multi-national
corporations. Over 95% success rate (19:1) in competitive sales; managed a
team of 12 sales and engineering.
PEARSALL
INTERNATIONAL, Seattle, WA, Owner
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Exporter
of industrial machinery, spare parts, and building materials sourced in the
United States to Asia.
Education & Professional Development
- Master
of Business Administration (M.B.A.),
Washington University in St. Louis, St. Louis, MO
- Bachelor
of Arts in Business Administration (BA.BA),
The University of Washington, Seattle, WA
- Bachelor
of Arts in International Studies (BA.IS), The
University of Washington, Seattle, WA
- ExxonMobil
General Leadership II,
University of North Carolina, Chapel Hill, NC
- ExxonMobil
General Leadership Program,
Thunderbird School of Global Management at ASU, Phoenix, AZ
- ExxonMobil: Gas & LNG Business |
Trading | Legal & Regulatory Compliance | Strategy & Negotiations |
Reserv. Eng. | Economics
- Systems:
Enverus MarketView | Refinitiv
Eikon (Thomson Reuters) | SAP | IBM TM1 | Tableau
| GlobalData | IIR
- Languages:
Fluent Thai (bilingual)
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