Ana Morao

About Ana Morao

Senior Director | Driving Billion-Dollar Growth Through Strategic Contracts, Commercial Excellence & Complex Deal ExecutionI’m a global commercial and operational leader (MBA, PMP) with 15+ years driving complex contract negotiations, supplier strategies, commercial governance, and cross functional program execution across the U.S, LATAM, Europe, and Africa. My career has been built at the intersection of contracts, sourcing, commercial strategy, and operating system design, where I help organizations scale, de risk, and execute with clarity.I’ve led commercial and procurement workstreams for portfolios exceeding $1.2B, negotiated EPC, equipment, service, and supplier agreements across highly technical environments, and partnered with Engineering, Legal, Finance, Sourcing, Sales, and PMO to align commercial strategy with execution reality. Whether supporting a multi-million dollar tenders, managing 700+ proposals across four countries, or standardizing commercial processes for global teams, I bring structure, judgment, and high agency leadership to ambiguous, high stakes environments.A consistent theme in my career is the ability to master new domains quickly. When I stepped into subsea contracting with no prior exposure, I became fully effective within months — leading the commercial teams and presenting risk profiles to executives. I bring this same learning agility to new industries, whether energy, technology, or SaaS.I thrive in roles that require:• Leading and developing senior teams• Designing and scaling commercial or procurement frameworks• Driving cross organizational programs and governance• Improving quote to cash, sourcing, or contracting processes• Influencing senior stakeholders and shaping decision making• Managing supplier negotiations, claims, and risk• Bringing clarity and structure to complex deal cyclesAcross every role, my focus is the same: build mechanisms that improve execution, strengthen commercial outcomes, and enable teams to operate with confidence and speed.If your organization is scaling, transforming, or navigating complex commercial or procurement challenges, I bring the leadership, rigor, and global experience to help you get there.#CommercialLeadership #ContractManagement #EPC #DealStrategy #BusinessDevelopment #SalesLeadership #RiskManagement #OilAndGas #Energy #ProposalDirector

Experience

1. Senior Legal Commercial Manager

   TechnipFMC

   Jan 2025 — Present · Houston, TX, US

   Strategic Contract Leadership & Commercial ExecutionComprehensive contract risk analysis for a multi-billion-dollar portfolio, proactively identifying and mitigating potential liabilities while ensuring 100% alignment with corporate compliance standards and client requirements.Implementing a streamlined negotiation playbook that reduced average contract cycle time and enhanced cross-functional alignment between sales, legal, and commercial.Led commercial contract strategy and execution for a diverse pipeline of complex deals, including EPC, EPCI, Equipment Sales, and Service agreements for major subsea construction projects, consistently delivering proposals that met critical tender deadlines and exceeded client strategic objectives.Championed a customer-centric overhaul of the tender experience, introducing proactive client feedback loops and clear communication protocols that increased client satisfaction during the bid phase and strengthened key account relationships.Spearheaded end-to-end negotiations for high-value contracts, taking ownership of complex term sheets, drafting and refining critical contractual language, and managing the clarification log to final execution, directly securing agreements with optimized terms and minimized risk.Served as a key commercial strategist within the in-house legal team, translating legal requirements into actionable business strategies and providing decisive guidance to senior management on contractual risk and opportunity.

Education

• University of Michigan

  PhD

  1998 — 1999

• Tilburg University

  Erasmus exchange student

  1995 — 1995

• Universidade Católica Portuguesa

  Management and Business administration

  1989 — 1995

• IESE Business School

  AESE/IESE Executive MBA (Portugal)

  2006 — 2008

Skills

• Process Improvement
• Management
• Project Planning
• Energy Industry
• Energy
• P & L Oversight
• Process Implementation
• Contract Management
• International Negotiations
• Salesforce
• Ghana
• Microsoft Office
• Public Relations
• Business Strategy
• Product Development
• Mozambique
• Leadership
• Change Management
• Public Speaking
• P&L Management
• Negotiation
• Marketing
• Management of Distributed Teams
• Operations Management
• Nigeria
• Portuguese
• Market Intelligence
• English
• Business Development
• Risk Management
• Cross-Functional Team Leadership
• Angola
• International Project Management