Individuals with extensive experience and a comprehensive understanding of international markets stand out as invaluable assets. One such individual is Marianna Saragaglia, a distinguished leader serving as a Board Member and Chief Commercial Officer (CCO) of Cortem Group.
With a career spanning three decades, she has left an indelible mark on the industry, particularly in regions spanning from the Middle East to the Far East.
As the Managing Director of Cortem Gulf in Dubai, she brings a wealth of expertise and insight garnered from her extensive tenure in the sector.
Let’s delve into the journey of Marianna, a trailblazer in navigating the complexities of the global energy landscape. She has 30 years of experience in the oil and gas sector, primarily in the Middle East (UAE, Saudi Arabia, Qatar, and Kuwait), Europe, North Africa, and the Far East.
Let us learn more about her journey:
Inception Story
Cortem Group, a family-owned business founded in 1968, has evolved into a multinational corporation renowned for its expertise in designing and manufacturing electrical explosion-proof equipment for hazardous areas.
With a rich history in Italy, the company has expanded its global footprint by establishing factories in Singapore, Argentina, and the UAE. This extensive international presence enables Cortem Group to cater to a diverse and extensive market, upholding its unwavering commitment to safety and quality across various regions.
A Global Expertise
Marianna’s profound expertise in the oil and gas sector has been shaped by her extensive experience in the Middle East and Africa. Her journey began with a stint at a prominent EPC (Engineering, Procurement, and Construction) contractor, where she honed her skills in the field.
Subsequently, she transitioned to working with manufacturers of equipment specifically designed for oil and gas applications, further broadening her knowledge and expertise.
Approach to Success in the EPC Industry
Marianna underscores the significance of her connections with prominent Engineering, Procurement, and Construction (EPC) companies and end-users. She firmly believes that establishing and maintaining these relationships is crucial for securing involvement in major projects. By fostering trust with these key stakeholders, Marianna is able to leverage her expertise and resources to drive success.
Beyond cultivating these relationships, Marianna emphasizes the importance of consistently delivering high-quality products and services that meet the evolving needs of the industry. She believes that advanced technology and flexibility are essential components of this approach, enabling her company to stay ahead of the curve and adapt to changing market conditions. By combining her extensive network with a commitment to excellence, Marianna is well-positioned to achieve remarkable results in the EPC industry.
Navigating the Complexities of Oil and Gas/Power Generation
Marianna’s extensive experience in contract negotiation and estimating for specialized equipment has uniquely positioned her to excel in handling commercial responsibilities within the Engineering, Procurement, and Construction (EPC) domain.
Her technical and commercial acumen, honed through her background in the oil and gas/power generation sector, enables her to effectively engage with discerning clients who possess a deep understanding of both the technical and commercial aspects of projects. This expertise is crucial for successfully approaching and collaborating with such well-prepared customers, allowing Marianna to build strong relationships and deliver exceptional results.
Trailblazing Woman in Saudi Arabia
Marianna’s career has been marked by a series of formidable challenges, none more significant than her role as a woman responsible for a downstream site in Saudi Arabia. Despite the numerous obstacles she has faced, her passion for her job has remained steadfast, a testament to her unrelenting dedication and resilience.
Each day presents new challenges, but Marianna’s commitment to her work has not wavered. Her 30-year tenure in the industry is a testament to her ability to adapt and thrive in an ever-evolving environment.
Understanding Client Needs
Marianna’s extensive experience as a Project Manager has endowed her with the unique ability to step into her clients’ shoes, fostering a profound problem-solving orientation. This distinctive skillset has been shaped by her collaborative approach to managing projects, where she partners with clients to share common objectives. Through this synergy, Marianna has developed a profound understanding of client needs and expectations, allowing her to deliver tailored solutions that meet their specific requirements.
Business Development Strategies and Unique Insights
Marianna’s extensive long-term residency in the Middle East, particularly in the Emirates and Saudi Arabia, has granted her a profound understanding of the region’s customs and attitudes. This familiarity has not only made the region her “home” but has also equipped her with valuable insights that inform her approach to international business relationships.
Her conviction that success in the Middle East translates to success globally underscores her comprehension of diverse markets and shapes her strategies for successful business development in the oil & gas industry.
Marianna’s unique perspective is rooted in her ability to navigate the intricacies of local customs and attitudes when approaching different markets. Her experiences have taught her that respecting these cultural nuances is crucial for building strong, lasting relationships and achieving long-term business success. By embracing the cultural differences that define each region, Marianna has developed a versatile approach that enables her to thrive in a variety of global markets.
Dealing with Clients and Sales Strategies
Marianna, an Oil & Gas Sales Specialist, excels by integrating technical and commercial expertise with personal attributes such as authority, tenacity, and humility. Her approach is tailored to meet the specific needs and requirements of clients in the oil & gas sector, particularly when dealing with complex EPC services. To achieve this, she maintains daily contact with EPC contractors worldwide and engages with end users, recognizing the importance of long-term relationships in her sales strategies.
Her success is exemplified by her involvement in the construction of onshore downstream plants in the Middle East, which she considers unparalleled in scale and complexity. Her ability to navigate these projects demonstrates her exceptional skills in managing complex sales and her commitment to delivering results.
In summary, Marianna’s approach combines technical and commercial acumen with personal attributes and a commitment to building long-term relationships with key stakeholders, ensuring that her sales strategies effectively meet the unique needs of clients in the oil & gas sector.
Words of Wisdom
Marianna underscores the imperative of continuous learning and self-improvement to maintain a competitive edge in her industry. She remains at the forefront of innovation by ceaselessly studying, learning, and investing in cutting-edge technology. Her open- mindedness and eagerness to tackle new challenges ensure that she stays abreast of the latest developments in her field.
For her peers, Marianna offers sage advice: always be thoroughly prepared and unafraid to venture beyond familiar boundaries. She believes that the sole genuine limit is one’s comfort zone, and she encourages others to seize new opportunities and challenges with confidence and preparedness.
