Li-Ling Sitoh
Commercial Professional (Origination)
Summary
A self-driven, highly versatile business professional possessing high commercial acumen. Ability to thrive in materially different business and commercial environments – across Chemicals, Oil and Gas and Renewables industries. Culturally intelligent and can effectively connect with a wide spectrum of counterparties and stakeholders. Possess quality networks, overseas experience, strategic in thinking, ethically guided, and holds proven success in maturing of opportunities, from origination (including government relations, obtaining access to operating licenses and building partnerships), to management of strategic accounts, and in navigating both greenfield and brownfield areas for organic and inorganic growth opportunities.
Overview
21
21
years of professional experience
Work History
COMMERCIAL/PROJECT DIRECTOR, ORIGINATION, ASIA PAC
Shell Singapore Pte Ltd
4 2021 - Current
- As a member of the Shell Offshore Power Asia leadership team: lead origination - identification and delivery of farm-in or M&A deals at project and/or company level; lead delivery of bid submissions in government auctions for leases; collaborate with local country business development leads for market entry to enhance integrated power business value; develop and maintain market & competitive intelligence, and external relationships
- Member of the Shell Start-up Engine Mentorship program seeking out technology start-ups with the best potential to be developed, and potentially invested in by Shell
- Led Shell and JV teams for Offshore lease tenders: Led a cross functional JV team as a Project Director for offshore infrastructure development license bids (Project CAPEX size up to ~USD 2bn)
- Managed JV partners, led steering committee meetings with stakeholders, and led the team in the framing of the opportunity, valuation, risks and mitigations, development of the contracting quilt and competitive scoping
- Incorporated integration opportunities for other Shell businesses to create margin uplift and integrated value
- Deal Lead: Fully manage A&D cases for the Shell Group from preparing and presenting the business case to the Decision Executive, to negotiations, and deal execution till deal completion.
PRODUCT MANAGER, ASIA PAC
Shell Eastern Trading Ltd
06.2016 - 03.2021
- Delivering on new concepts in record time: Successfully conceptualized and launched 3 new derivative grades, one of which was in record time for Shell, penetrating a new market in AP ahead of new competition, and bringing an uplift valued at up to USD 1 mil per year
- Creative Contract Structuring: Sole negotiator of a pipeline contract, introducing new risk balancing mechanisms that was mutually beneficial. Contract value ~USD 560 mil
- NBD Origination: secured the first deal with a new production plant with contract value of USD 15 mil
- Beating the Odds and Targets: Led the Asia Pac sales team through successful market placement opportunities and aggressive optimizations to beat the margin plan by USD 50 mil in the Covid-19 recessionary year of 2020
- Dispute Resolution: Successfully resolved a 3+ year longstanding contract dispute deadlock with a large German player within months after taking over the account
- Supply Chain Swaps: led Shell’s 1st swap agreement negotiation for a key product with a Middle Eastern co-producer and closed the deal which lead to optimisation of Shell's assets.
- Won EVP Award for Years 2015, 2017, 2019.
SENIOR SALES MANAGER, SEA/AUSTRALASIA
Shell Eastern Trading Ltd
3 2012 - 5 2016
- Large value contract negotiation: Led & closed a USD 900 mil pipeline contract
- Restructured distressed contracts without value loss: Restructured the contracts for customers who had breached contracts due to lack of fulfilments from new plant start-ups or divestments
- New market penetration: Successful entry into Vietnam, Indonesia and Australia.
COMMERCIAL MANAGER, ORIGINATION, ASIA PACIFIC
Maersk Drilling
02.2008 - 02.2012
- Responsible for originating pipeline of opportunities for the assets in Asia Pacific - lead opportunity generation, bidding, contract negotiation, conflict resolution and strategic partnerships
- Personally led and successfully delivered the start-up (scouting/licensing, commercial contracting/partnering and industry networking) of the company's South East Asia business, contributing USD 150 mil over three phases:
- 1) Scouting, networking, policy & advocacy: Industry networking to create market exposure in the market: Represented the company at IADC (International Association for Drilling Contractors) and participated in the lobby for changes to Indonesian regulations for offshore drilling
- 2) Licensing and establishment: Built industry contacts, established government relations, and getting access to licenses to operate offshore in Vietnam & Malaysia
- 3) Commercial contracting and partnering: Partnered with Vietnamese state-owned company to in a JV and secured an offshore drilling contract in Vietnam; and also secured a 3-year contract in Malaysia with Petronas.
PERSONAL ASSISTANT TO PARTNER
A.P.Moller-Maersk A/S
10.2005 - 01.2008
- Assist the Partner to the Group, whose portfolio includes FPSOs, Drilling Rigs and Supply Vessels, in various business activities and special projects.
MANAGEMENT TRAINEE
Maersk Line
06.2003 - 09.2005
- Completed the 2-year Maersk International Shipping Education management associate program in top 18% of the 200+ trainee intake, on basis of work performance and exam grades in Maritime subjects.
- Supplemented Maritime Education with additional practitioner certifications on Tanker Chartering and Shipping Operations & Management by ICS (Institute of Chartered Shipbrokers London), an internationally recognized professional body in the maritime arena, for member qualification.
Education
MBA -
University of Manchester
United Kingdom 04.2001 -
Bachelor of Computing With 2nd Upper Honours - Information Systems
National University of Singapore
Singapore 04.2001 -
Managing Mergers, Acquisitions & Divestments
INSEAD
FranceSkills
Commercial Mindset
Qualifications
MBA with Merit from University of Manchester,
Bachelor of Computing with Honours from National University of Singapore (Dean’s list),
Managing Mergers, Acquisitions & Divestments by INSEAD Fontainbleau (Shell proprietary),
Leading Shell Deals by London School of Economics (Shell proprietary),
Advanced 3D Negotiations Program by Lax Sebenius LLC,
Deal Implementation for Value (Shell proprietary),
JV Asset Management (Shell proprietary),
Various Sustainability courses by NUS Business School & NUS Engineering
Offshore Wind Project Development by DOB Academy, Delft, Netherlands,
Institute of Chartered Shipbrokers London (Completed Professional Qualifications for Membership)
Timeline
PRODUCT MANAGER, ASIA PAC
Shell Eastern Trading Ltd
06.2016 - 03.2021
COMMERCIAL MANAGER, ORIGINATION, ASIA PACIFIC
Maersk Drilling
02.2008 - 02.2012
PERSONAL ASSISTANT TO PARTNER
A.P.Moller-Maersk A/S
10.2005 - 01.2008
MANAGEMENT TRAINEE
Maersk Line
06.2003 - 09.2005
MBA -
University of Manchester
04.2001 -
Bachelor of Computing With 2nd Upper Honours - Information Systems
National University of Singapore
04.2001 -
COMMERCIAL/PROJECT DIRECTOR, ORIGINATION, ASIA PAC
Shell Singapore Pte Ltd
4 2021 - Current
SENIOR SALES MANAGER, SEA/AUSTRALASIA
Shell Eastern Trading Ltd
3 2012 - 5 2016
Managing Mergers, Acquisitions & Divestments
INSEAD
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