Adrian Sommerville 14 Gerosa Place, ALEXANDER HEIGHTS, WA 6064

Mobile: 0447 591 263

Email: gcsperth@iinet.net.au

Career Profile

Strategic business development and management experience developed from the mining and

engineering / contracting business sectors.

Business development professional with a track record in generating new business

relationships and developing increased sales with existing customers

Technical and mining background with in excess of 25 years experience

Key Skills & Capabilities

Strong relationship management skills at all levels of management

Developing and negotiating new business opportunities with mining companies, contracting and engineering service providers

Leading and developing marketing strategies to increases sales and product penetration within existing customer bases

Leadership experience with technical services teams and business management applications,

personnel management and recruitment

Identifying new market opportunities and effective proposal development and management

Document and systems development

Recent Key Achievements

Successfully developed and implemented business strategies to increase market profile and

further develop client relationships and establishment of joint venture alliances to exploit national and international business opportunities.

Provided cultural and change management services for clients with own consultancy service, resulting in increased efficiencies and company profitability

Leadership experience developing and managing several staff with functions including sales,

technical services and administration.

Successful completion of a multi-million dollar, multiple contract as a world first for current

employer, including bid development, contract negotiation and financial / budget development, and contract management.

Re-development of Bid Management and Estimating Process, resulting in a systematic, fast and accurate approach to high value bids.

Establishment of an Engineering/Projects (EPC) business, delivering services to the Defence,

Mining and Oil & Gas industries.

Economic Development from an initial business unit turnover, with an increase of 100%

turnover from base, each year over a 3 year period.

EBIT margin increase during the same period to be in excess of 100% increase each year,

over a 3 year period.

Due to the increased development of the overall business, the TME Group was purchased by

Outotec Ltd in August 2012.

BUSINESS DEVELOPMENT MANAGER

Feb 2009 to Present

TME Group Pty Ltd (Now Outotec Ltd)

The TME Group is a Service Provider of Fabrication, Construction, Maintenance and Mill Reline Services to the Mining and Oil & Gas Industries. With the Head Office based in Geraldton WA, the Group is located Perth, Kalgoorlie, Cairns, Newcastle, Hobart, Johannesburg and

undertakes contracts internationally.

Recent business growth has included the development of a Major Projects Division to provide EPC and major fabrication services to the Australian and International market.

Position Overview

Management of the overall Business Development function for the company throughout Australia, including project and contract review functions. Duties include management of a

Major Projects Business Unit, Bid Management, Proposal Development and Submissions, and Contract Negotiations and Management. Additional duties include development of alliances

and international EPC contracts.

The business development activities include the development of relationships with current

and potential clients in the Mining, Engineering and Major Construction sectors, as well as

continued development of existing business activities undertaken from the Head Office / Fabrication Workshop, Regional/Interstate Branches and Project Specific Offices.

Significant growth was experienced within the period of February 2009 to August 2012, with

the business developing from a local fabricator/installation contractor, to a diversified service provider, managing multi-million dollar projects.

Current duties include the establishment of Joint Venture alliances for both Mining and Oil & Gas projects, as well as client management and presentations for client approval.

Additional duties include management of business development personnel nationally, sales

tracking and review, contract / project management, quality control and financial

management.

Achievements include redevelopment of estimating systems and document control / quality systems, ongoing project success and current bid negotiations, both direct through TME and

via partnering alliances.

Business development activities has resulted in significant corporate and project growth, with the establishment of an Australian and offshore fabrication alliance, two joint ventures and multiple major project awards.

Business Development Manager – Kirfield Ltd May 2008 – November 2008

GRD Minproc

GRD Minproc is engineering design and management company, with a strong reputation for

delivery of complex mining projects. Kirfield is a wholly owned subsidiary of GRD Minproc, and provides Structural, Mechanical and Piping construction services.

Position Overview

Reporting through to the General Manager this position was responsible for business

development, and was part of the core team to undertake a restructure of the business.

Key Accountabilities and Achievements

Development of business and marketing plan

Direct marketing to clients within Australia and overseas, assistance with costs

estimates, tenders, and attendance at client review meetings, including client negotiations.

Undertake duties to ensure that Estimates and Proposals are completed in a

timely manner, including development and delivery of final document based on Scope of Work documents.

Development of new marketing and project tracking systems, reporting

functions.

Promotion of inter-company relationships and alliance marketing of potential

joint projects.

Specialist Recruitment Advisor – GRD Minproc Feb 2008 – May 2008

GRD Minproc is engineering design and management company, with a strong reputation for

delivery of complex mining projects.

Position Overview

Reporting through to the Human Resources Manager this position was responsible for project

recruitment services for numerous resource based construction projects.

Key Accountabilities and Achievements

Development of an accelerated recruitment program to meet the client needs.

Undertake duties of Proposals Manager, including development and delivery of

final document based on Scope of Work.

Dealer Manager Feb 2007 – Jan 2008 Global Communication Services (Operational Start Up Role)

Global Communication Services is a communications company, servicing the surface and

underground mining industry. In addition to being a Motorola Premier Dealer, they provide remote blasting and leaky feeder systems.

Position Overview

This position was to establish a new Perth office, including the establishment of a

warehousing, workshop and administration centre.

Key Accountabilities and Achievements

Business development and client management with engineering, mining and

commercial clientele

Development of local and remote based communications contracts, dealing with

product lines such as Varis Leaky Feeder, Motorola, RFI, Rothenbuhler Remote Blast Developed and maintained products on legacy and new internet based

delivery systems.

Day to day management of business unit, sales, technical and workshop

personnel Recruitment of personnel from local and overseas based skillset for Perth and

Kalgoorlie offices

Tender development and contract negotiation

Senior Recruitment Consultant Sept 2004 – Jan 2007

Titan Recruitment

Titan Recruitment is a boutique recruitment agency, providing recruitment services to the

engineering and mining industries as well as government agencies.

Position Overview

Undertake recruitment services within the technical and engineering sectors, including

business development and client management, personnel management and corporate growth.

Key Accountabilities and Achievements

Establish and develop Electrical and Communications business unit, in addition to

recruiting Mechanical Engineering personnel, with the outcome being a substantial

portion of the overall recruitment turnover. Support and provide resourcing and recruitment for civil, mechanical and operations personnel.

Development of candidate database, resource and undertake contract & permanent

placements (including recruitment of internal personnel for in-house communications

engineering consultancy). Mentor and assist junior recruitment personnel / provide leadership to junior

recruitment & support staff.

Relationship marketing and business/strategy development & assist director’s develop

corporate strategy / HRM. Development and maintenance of Corporate Health & Safety Management Plan

Business Development Manager Oct 2003 –Sept 2004

MHS Group Pty Ltd

Position Overview

Development of engineering recruitment division – restructure of existing procedures and

recruitment methodologies

Key Accountabilities and Achievements

Development of the Executive and Contract divisions to become proactive and an

integral part of the company’s operations. Relationship marketing and business/strategy development.

Promotion of MHS Group training curriculum to applicable industries.

Selection and completion of tenders and corporate proposals.

Human resource management/training and development

Preparation / management of business plans and budgets.

Branch Manager - Tom Price, Paraburdoo & Karratha Northwest Marketing Manager Sept 2001 – Sept 2003

Chubb Fire Australia JSE Group (A Division of FFE Building Services)

Position Overview

Restructure of operations – change management and business redevelopment

Key Accountabilities and Achievements

Day to day operation of the Company, by the provision of a “hands-on” management

role. Relationship marketing and business/strategy development.

Electrical and Mechanical/HVAC services tenders, quotations, design and project

management

Group marketing for JSE, FFE Building Services and Chubb Fire Australia for the

Pilbara, Port Hedland and Karratha regions.

Human resource management/training and development

Preparation and management of business plans and financial budgets.

Technical assistance as required.

Restructure from $367K loss (2001) to $0 (2003) and complete change management

of personnel and business services.

Engineering Recruitment Consultant January 2001 to August 2001

Dunhill Management Services Pty Ltd (now Robert Walters)

Position Overview

Development of engineering recruitment division – business expansion

Key Accountabilities and Achievements

Lead Consultant in the Engineering and Operations Division.

Recruitment of executive and technical personnel within the division.

Relationship marketing/business development

Preparation and management of business plans and financial budgets.

Business Development Manager August 1999 to December 2000

JSE Group (including Thermelec & Barjac subsidiaries)

Position Overview

Development of new business division – Building Control Solutions

Key Accountabilities and Achievements

Relationship marketing and business development

HVAC and building management control solution design

Tender preparation

Group marketing

Design and project management

Human resource management/training and development

Preparation and management of business plans and financial budgets WA Branch Manager March 1999 - July 1999

Mine Site Technologies Pty Ltd

Position Overview

Set up management systems to operate as independent branch – short term contract

Key Accountabilities and Achievements

Oversee the day to day operation of the Western Australian division of the Company.

Market the products and services offered by Mine Site Technologies.

Maintain technical service contracts within the mining environment throughout

Western Australia.

Business development/strategy development.

General administration and personnel management.

Provide technical support and installation work if needed.

Principal Consultant August 1996 - March 1999 - Perth and Kalgoorlie

Principal Consultant in my own Industrial Relations and Change Management Consultancy

business, Adlis Consulting. The core areas of service offered by Adlis Consulting were:

Business Development

Change Management

Human Resource Development

Workplace Agreement Negotiation and Implementation

Enterprise Bargaining Agreement Negotiation

Workplace Assessment (Training needs)

Traineeship evaluation and development

Workplace Safety and Health

Contract negotiation and contract/tender preparation

Adlis Consulting provided services to a number of ongoing clients, which included companies

ranging from 2 employees through to 250 employees, and franchised organisations.

Projects included:

Development and implementation of workplace agreements, enterprise bargaining

agreements, certified agreements and industrial relations management plans for

numerous clients; Developmental change in the area of employee relations;

Development and implementation of safety and health manuals, and induction

manuals;

Assistance with business development, marketing procedures and marketing

administration;

Preparation of tender proposals and the development of contracts for works, and

“Scope of Work” documentation; Assistance with traineeship development; and

Development of Indigenous employment and business strategies (Kalgoorlie)

Summary of Employment Prior to 1996 Consultant - Trades Division April 1995 - August 1996

Extraman (WA) Pty Ltd Sales Consultant/Auction Co-ordinator July 1993 - Feb 1995

L. J. Hooker Greenwood

Industrial Relations Officer Sept 1991 - June 1993

The Australian Workers’ Union, WA Branch Industrial Relations Officer Nov 1990 - Sept 1991

Electrical Trades Union (WA Branch) Electrical Fitter/Mechanic Dec 1986 - Nov 1990

Various Contract Personnel and Electrical companies. Apprentice Electrical Fitter 1983 - 1986

Western Australian Government Railways

Current Studies Edinburgh Business School Master of Science – Strategic Management Commenced 2010 – Currently studying

Previous Education

Electrical Trade Certificate 1985 Carine College of TAFE

Industrial Relations (Advocacy) 1993 Clyde Cameron College (Victoria)

Relationship Selling 1995 Australian Institute of Management

Modern Marketing Program 1995 Australian Institute of Management

Workplace Assessment 1996 Australian Institute of Management

S1, S2, S3 Mining Supervisor 2011 TME Training & Development (RTO)