Lilia Petkova

Lilia Petkova -https://www.linkedin.com/in/liliapetkova +31 - An enthusiastic and analytical Business Development, Deal Support, Contracts and content/communications professional who undertakes complex assignments and delivers. Adept in enabling high-value business opportunities and driving project success through solution development and team performance. More than 10 years’ experience enabling Shell deal teams win new business and deliver high-value, innovative solutions for strategic third party and JV/NOV long-term business partners. Thrives in fast-paced setting and aspires to contribute to sustainable win-win solutions. Recipient of 5 performance awards (3 as deal/project team member 2 as individual contributor). Contributed to the growth and success of the the scale-up Petrogenium BV, which tripled its revenue in the 3 years of my tenure -), whilst having stable revenue before that. COMPETENCES Contracts, Proposals, Tender, Deal, Bid and Negotiations Support ■ B2B Marketing Communications ■ Proposal and Contract Strategy and Drafting ■ CVP development ■ Commercial Operations Team Management ■ Content Development ■ Technical Sales ■ Project Cost Estimation and Budgets ■ Multidisciplinary Project Team Coordination ■ Supporting Innovation and R&D partnerships ■ Technology Commercialisation Support ■ Document Automation/Qvidian ■ Governance, Risk and Assurance/ Deal Review Board Coordination ■ Performance Reporting/Analysis ■ Management Information ■ Social Media Content ■ External relations WORK EXPERIENCE July 2024 – present Canopus Drilling Solutions Geothermal BV, The Hague Senior Contracts and Business Development Advisor Providing all-round contracts, formal communication and deal development support to a promising geothermal tech start-up in the clean energy space that is at the exciting point of going from R&D to commercial applications. April 2022 – Nov 2024 Petrogenium B.V. Haarlem, Marketing Manager Provided full end-to-end Contracts and marketing support to Petrogenium B.V.—a technical service organisation founded by former Shell staff providing technology services to energy and process industry companies worldwide. My role comprised support with business development, proposals, contracts, web content, LinkedIn posts, CVP development, brochures, flyers, event preparation and contract automation using Upland Qvidian. Strong track record of scoping and preparing technical service proposals and contracts with high win rate (over 50%). The company tripled its revenue during my tenure-, doubled its office space and transitioned from startup to a scale-up. Feb 2016 – July 2020 Shell Projects & Technology, External Relations Adviser Innovation, R&D Providing ER support to Shell Innovation: the R&D community, Shell GameChanger, Shell Ventures, and Shell TechWorks. Enabling engagements and negotiations with external business partners; Providing strategic ER counsel on business and reputation opportunity/risk; Developing communication materials including technology/innovation VIP visit presentations, events, web and social media content. As one of three core organizing team members, designed and helped deliver the biggest startup engagement event in the history of Shell hosted at the Shell Technology Centre Amsterdam—the Energy Fest attended by 520 participants including over 120 startups, over 50 Venture Capitalists and numerous VIPs including EU Commissioner Energy Union. The event is Shell’s contribution to the Startup Fest Europe initiative https://www.startupfesteurope.com/site/. Received recognition award for the event results including social media reach of 11.3 million across LinkedIn and Twitter/Periscope. Hosted the Shell booth during the second edition of the EnergyFest in 2017 www.energyfesteurope.com for 700 participants. Jun 2011—Jan 2016 Shell Global Solutions International BV, Senior Proposal Developer/Deal Adviser Team Lead ▪ ▪ ▪ Delivered direct end-to-end content development, commercial support and coordination of over 300 Shell deals with value ranging from several thousand to over 30 million USD per deal with third party B2B clientsother Oil Majors. Helped elevate deal win rate to over 65% and continually delivered top-quality proposals, contracts, negotiation letters and communications to support Shell’s strategic third party commercial targets and relationships. Received continuous customer feedback from competitive tenders that Shell’s proposals were the best quality. Met tight tender deadlines requiring active coordination of contributions by multidisciplinary partly virtual teams. Delivered global licensing and services Proposal and Agreement workload and seamless working relationships with AEs, technical leaders, legal, IP, finance. Resolved each complex deal’s unexpected challenges requiring ability to quickly design a suitable solution be it new clauses, content, planning tool or team engagement model, as well as provided quality assurance, editing and commercial writing support. Internal customer satisfaction documented by top score in survey. Championed document automation project Total Templating (best practice in Shell to date with highest degree of proposal and agreement automation). Confidential Page 1 of 2 ▪ Led a team of 4 multidisciplinary direct reports in the period- with team performance above the company total performance factor each year. Prioritised workload whilst safeguarding compliance globally in a high-pressure environment, with fewer team resources (team comprised Cost estimators, Contract automation specialist, Design and desktop publishing specialist, SharePoint consultant). Jun 2008—Jun 2011 Shell Global Solutions Intl BV, Commercial Proposals and Contracts Developer EMEAR ▪ Inspired and aligned top-performing teams (recognized by 2 awards in 3 years, incl. ‘09 GS President Award, and SRA for “exemplary contribution to and leadership of high-priority deals (large revenue, multi-year programmes with core customers such as Hellenic, Soukhna, Petrotel-Lukoil)”. ▪ Accountabe for direct support of over 150 deals that directly helped win business-significant margin (e.g. won revenue of tens of millions $, crafted new (now standard) upstream 3P CVPs (e.g. FieldWare, PEC), and upstream/bio-fuel adaptation of key existing ones (Technical Services Agreement, FAIR). ▪ EMEAR (Europe, Middle East, Africa and Russia) focal point for proposal and contract content development and editing, CVP development, advice and deal development coordination for high value strategic, license, technical and consulting services to 3rd parties, Shell and Joint Ventures. Supported Account Executives and Service Managers through deal coordination/kick-off, planning, writing, legal and technical reviews and preparation of proposals, tender responses and contracts. ▪ Advised commercial best practices (including risk mitigation, commercial pricing models) for consistency and to reinforce established approach and brand identity) Engaged selected customers and served business development communication activities in multiple countries. Nov 2005 – Jun 08 ▪ ▪ Shell Hungary zRt, Budapest, Financial Analyst Produced daily, weekly, monthly and quarterly performance reports and management information to senior management of the Retail and B2B Commercial Fleet fuels businesses (using SAP, Business Objects, MS Access and Cognos). Developed new reports. Participated in planning, month-end closing activities and provided variance analyses. Organized and coordinated a Risk Control and Self-Assessment for entire retail business documenting risks in all aspects of the business and risk management plans. Budapest Economics Ltd /DZ Bank CEE Research/, Analyst Responsible for writing research products, identifying and communicating with prospective partners and clients. In 2003 initiated, selected international partners and co-developed a winning USD 80,000 project proposal under USAID Think Tank Partnership Program. Managed 1 of 3 project stages. Oct 2001 - Oct 2003 ▪ EDUCATION Degree programmes: Oct 2003 – Mar 2005 Oct 2000 - Nov 2001 Aug 96 - May 2000 Programmes: April 2013-Jan 2014 June 2004 May - June 2003 University of Oxford, MSc Comparative Social Policy Thesis title: ‘The EU Enlargement of 2004: Labor Market Regulation Strategies.’(thesis received distinction mark) University of Athens, MA Southeast European Studies, thesis published American University/AUBG/ BA Business Administration Cum Laude GPA 3.6/4 Shell Learning Senior Leader of Teams /Shell management training programme/ The World Bank Institute Corporate Social Responsibility Institute for Social Studies, The Hague Economic Policy Analysis Skills SKILLS Language skills English (native level - TOEFL 283/300, GRE Verbal 93%), Dutch (level C/NT2 in progress, B completed), Russian (Fluent), Bulgarian (Native) Computer skills MS Office; SPSS; ERP: SAP, Siebel, Business Objects, SharePoint, Qvidian Organizational skills Team and project management skills with proven track record HONOURS Shell Special Recognition Award 2016, Shell PTD/S Continuous Improvement Award 2014, Shell Global Solutions Business Performance Award 2009; Shell Global Solutions Special Recognition Award 2008, University of Oxford OSI/FCO Chevening Scholarship M.Sc. scholarship-, Netherlands Ministry of Foreign Affairs MATRA scholarship May-June 2003, EU MA scholarship 2001, 2000 AUBG Excellence in SE European Studies Award SELECTED PUBLICATIONS Total Templating: A new approach for developing commercial and technical documents has unlocked dramatic efficiency improvements (co-authored Shell best practice fact sheet, 2014). “The Ethnic Turks in Bulgaria: Social Integration and Impact on Bulgarian-Turkish Relations:-” The Global Review of Ethnopolitics (2002) http://www.ethnopolitics.org/ethnopolitics/archive/volume_I/issue_4/petkova.pdf “Moldova: Country Overview.” in Ethnopolitical Encyclopaedia of Europe, Wolff, Stefan and Karl Cordell, eds. Palgrave 2004. “The Russian Minority in Moldova” (same volume) Confidential Page 2 of 2