LNG Sales & Marketing

Overview

The International Gas Department (IG) is responsible for sourcing and developing international gas value chain (upstream, liquefaction, marketing, regasification) investment opportunities. The department’s role also includes coordinating the execution of these investment opportunities and managing these investments post transaction. The objective of this department is to create a viable, material integrated global gas business by 2035.

Position is an individual contributor role to work in the incumbent liaisons with the commercial business development team who develop the supply side of the LNG business and lead the contract negotiation and management activities for the LNG sourcing contracts. In addition to liaising with the commercial team, the sale & marketing professional will coordinate with Aramco’s LNG trading desk to optimize the LNG portfolio. On the sales side, this role is responsible for reaching out to various market participants to test demand appetite, and then negotiate/finalize sales contracts terms. Additionally, this role is responsible for: monitoring the supply-demand balance of the overall LNG portfolio, and for taking measures to ensure that balance remains within the acceptable range; as well as overall portfolio management and development of an optimized commercial strategy. The incumbent must possess deep international experience in sales and supply origination activities in gas & LNG and strong management skills.

Key Responsibilities

Responsible for originating, negotiating, finalizing, and managing LNG sales contracts. Lead team in:

Saudi Aramco: Company General Use
• Identifying potential buyers through personal client network, Saudi Aramco client network, or through Market Intelligence reports
• Engaging with potential clients to assess potential appetite for LNG purchases
• Shortlisting top-priority leads that are likely to convert to purchases
• Assessing potential buyer’s counterparty risk, e.g. due diligence on operations, financials, management, history, capital structure, credit worthiness, governance, country risk, etc.
• Negotiating terms of sales contracts, i.e. volumes, pricing, timeframe, flexibility clauses, etc.
• Liaising with support departments to ensure sales contract is in compliance with local and global regulatory regimes, e.g. taxation, transport regulations, etc.
• Liaising with Head of LNG Trading on near-final sales contract to ensure alignment on contract terms and implications on Aramco portfolio
• Signing sales contracts and following up on administrative execution
• Monitoring each sales contract’s profitability and analyzing deltas in profitability
• Monitoring overall portfolio risk, e.g. open positions per index, credit exposure, etc.

Liaison with the team responsible for generating long and short-term supply contracts (>1 year) as required by International Gas strategy and needs. The team is responsible for:
• Defining required supply contracts to remain within acceptable range of exposure per index
• Defining supply requirements to reach Saudi Aramco’s ambitions and maintain healthy supply-sales balance per index, i.e. needs for additional short-term/long-term supply
• Aligning with Business Development on future long-term supply coming online and implications on overall portfolio
• Identifying potential supply sources and reaching out to relevant counterparties
• Assessing supply deals, i.e. volumes, durations, pricing, flexibility, counterparty risk, chartering and logistics, etc.
• Negotiating terms of supply contracts (i.e. volumes, duration, pricing)
• Liaising with support departments to ensure supply contract is in compliance with local and global regulatory regimes
• Liaising with suppliers to schedule deliveries
• Conducting renegotiation of contracts with current suppliers

Monitor portfolio supply-demand balance and take mitigation measures to remain within acceptable ranges. Responsible for:
• Managing all sales contracts, i.e. short/long term supply contracts (from Aramco assets & from 3rd parties) and sales contracts
• Liaising with Strategy and Business Development to develop full understanding of long-term supply of LNG coming from Saudi Aramco assets
• Developing full picture of current and future LNG sales and delivery obligations
• If large imbalance between supply and sales, taking mitigating measures to course-correct, e.g. if short on supply then increased effort on securing short-medium term supply and vice versa

Ensure engaged participation of Origination in M&A task force led by Business Development:
Oversee Origination’s participation in assessment of the economic viability of investment opportunities in assets (driven by Business Development)

Minimum Requirements

As the successful candidate:
• Candidate is required to hold a bachelor’s degree in Business Administration, Technical Specialization or Engineering.
• An MBA or other advanced Post-Graduate degree in MPA, Business Administration or business-related degree is preferred.
• Candidate is required to have a history of career progression with fifteen years’ experience with a minimum of ten years of proven and demonstrable relevant experience in SPA LNG sales experience with track record of closing sales agreement, preferably in a major petrochemical or energy industry corporation.
• Candidate should be able to quickly establish credibility in the position and to effectively interact with all levels of management, including senior leadership.
• Candidate should have demonstrable leadership and management experience.
Saudi Aramco: Company General Use
• Superior written and verbal communication and presentation skills is also necessary. In addition to strong command of English.
• Strong ability to establish and maintain networks, both within and across company organizations is necessary.
• Capability to work effectively within a matrix organization and with multi-disciplinary teams is also preferred.

Minimum 15 years of Expecience, Masters degree preffered