CRMpeople.com

Presents

Resume 822.

Year of Birth : 1966 Ethnicity : Chinese

 

 

To help any US-based company start up, grow and develop their operations in Asia in the areas of CRM marketing consultancy, software or services. To be responsible for Profit and Loss, Business development and management of the business.

 

 

Through the course of my career, I have developed a strong set of core skills that I am confident will enable me to achieve a high standard of professionalism and expertise in any organization.

Personal

Entrepreneurial and I have a proven track record of establishing new business units,

Innovative start-up companies and growing them successfully, using a range of creative ideas and solutions.

Regional My interpersonal skills developed through years of regional work has

Team player enabled me to work effectively with people at all levels from across the Asia Pacific. I perform especially well in regional roles managing and supporting local country teams, helping them stay focused working towards common organizational goals.

Hands on, strategic Having held senior management positions, I am able to plan and

thinker execute strategically, yet I have no qualms being hands-on and involved at all levels of the organization.

Multi-tasking I am able to stay focused despite having to handle a myriad of complex projects concurrently through the excellent use of time management and organizational skills.

Task and results I am passionate about giving my best, inspiring others to achieve

oriented the same. I believe that results will speak for itself.

 

Specialization

Throughout my career, I have sought to develop specific skills and have honed these abilities to achieve the goals that I have set out to accomplish.

Starting new business ventures or growing business units within a large enterprise. Having launched new products for Hewlett Packard, started my own marketing company, and being part of the team that launched Acer’s Initial Public Offering in Singapore, I have solid experience in starting and growing businesses.

Strategic selling. I am able to take any given product or solution, understand its value proposition, market positioning and present it in a manner that helps the customer understand its strategic importance and justify the need for it. I am effective selling at executive management level and rate myself as an excellent and convincing public speaker.

Marketing. I constantly seek to apply the latest marketing concepts and ideas effectively to ensure that marketing achieves the ROI. I have kept up to date on how to apply Internet technologies and techniques to current marketing practice.

Business partner and alliances management. I have managed business partners from different backgrounds and objectives, covering a wide range of products from IT hardware, software and services. This makes me very familiar with business partner operations, their expectations and issues. I have launched various channel marketing and incentive programs to address all aspects of the channel business from sell-in, sell-out, stock management to leads and funnel development.

Customer Relationship Management programs. I am passionate about Customer Relationship Marketing and have provided marketing and consultancy services to organizations of various sizes on how to launch CRM marketing programs apply CRM processes, software and tools to improve their profitability. Have started a membership program and built and monetized customer databases for IBM, HP, SurfGold and CNETAsia. I have provided CRM services to Motorola, Compaq, Palm, United Overseas Bank, Eng Wah Cinemas, and work with partners including Asia Miles (frequent flyer program).

 

 

 

CNET Networks Asia Pacific Sep 2002 - present

Leading global IT media company that provides advertising, internet marketing and direct marketing solutions.

Strategic Marketing Director (Reporting to General Manager, Media Division)

Key Achievements

Grew gross profit by 25% from Q3 to Q4 in 2002 despite challenging economic conditions. First Quarter 2003 is on track to be 50% higher year on year. Closed two major accounts within two months of joining worth US$50,000 in profits. Realigned sales and marketing team. Launched a CNETAsia membership loyalty program and acquired 30,000 members within three months.

Responsibilities

Direct Sales. Strategic selling of media and eMarketing programs to executive management, agencies and marketing professionals in the IT industry. Integrated CNETAsia product offerings like advertising units, micro-sites, email marketing, events, into an integrated eMarketing solution for clients.

Marketing. CNETAsia branding, marketing and lead generation campaigns. Managed the CNETAsia membership program. Liaised with marketing partners including other media owners, clients and sponsors.

Management. People-manager of a team of four sales and marketing staff.

Reason for leaving CNET : Current job covers only Singapore due to company downsizing. I would like revert to my previous regional jobs and continue to have a wider Asia Pacific experience.

SurfGold Pte Ltd (3 years) Oct 1999 – Sept 2002

Local internet start up focusing on CRM, channel and consumer loyalty marketing and reward programs. Application Service Provider in Partner Relationship Management (PRM) software, OLAP tools, analytics and CRM consultancy. Revenue exceeded US$1M per month in 2002.

Co-founder, Managing Director

Key Achievements

Together with four other co-founders, secured initial seed funding of US$1.4M from venture capitalists. Eventually another US$ 11M was raised. Expanded business to six countries in Asia within first year of operations. Secured the top three customers – Hewlett Packard, Seagate, Motorola which provided more than 50% of revenue. Provided strategic leadership to transform the company from a B2C ‘dot-com’ to a B2B application service provider in the area of PRM and CRM. Three out of six countries is profitable by end 2002, these countries are under my direct supervision.

Responsibilities

Direct Sales. Strategic selling to large accounts covering the SE Asia and India markets. Provided consulting in the areas of PRM and CRM to key regional customers. Took on the role of Account Director and managed some key accounts. Direct responsibility for the profitability, cash flow management and business health of the company.

Business Development. Regularly spoke at local and regional seminars and conferences to position the company as the leading marketing consultancy in the area of loyalty marketing and CRM. Launched lead generation programs to generate new business revenue. Successfully won business from more established US-based competitors.

Strategic Alliances. Established alliances with trade associations, government organizations and the financial investment market.

Management. Personally hired and supervised a team of 25 staff through two levels of management. This constituted half of the company total staff strength. Team members were responsible for sales, marketing, technical development and customer service.

Reason for leaving SurfGold : Majority of company equity acquired by third parties after three rounds of funding. Was not able to provide more personal cash to keep current equity ownership.

Reason for joining CNETAsia : Was invited to join by the CNETAsia General Manager.

Hewlett Packard (4 years) July 1995 – Oct 1999

Regional PC Product Manager July 1995 to Nov 1997

(Reporting to Business Unit Manager, Asia Pacific Marketing Centre)

Key Achievements

Was part of the global team that grew HP Commercial PC market share from 10th to 3rd world-wide within two years. Personally responsible for starting a new PC Workstations product line, that grew to No.1 position in Asia Pacific in 1997.

Responsibilities

Direct Sales. Supported the Asia Pacific region’s country sales teams on strategic deals and large accounts by preparing and delivering strategic sales presentations, product marketing direction and pricing strategy. Regular public presentations at HP product launch events, trade shows and industry events to promote the HP PC product family.

Product Marketing. Product pricing, forecasting, supply chain and marketing programs for the Asia Pacific region. Direct liaison with Global headquarters in Grenoble, France and established marketing strategy for Asia Pacific. Launched product bundles, channel marketing programs and competitive win-back programs. Started a new product line, HP PC Workstations from scratch and established it as a market leader within 14 months of operations.

Business Unit Manager, Nov 1997 to Oct 1999

(Reporting to Sales Director, Enterprise Accounts Organization, South-East Asia)

Key Achievements

Overachieved revenue targets in 1998 despite challenging economic conditions. Closed one of HP’s largest super-computer deals in SE Asia worth US$1.8M

Responsibilities

Strategic Sales. Strategic selling to large accounts focusing on HP Technical Computing Solutions in the SE Asia region. Covered a wide range of HP hardware and software.

Business Partner Management. Provided direct sales support to HP’s largest reseller partner in the Enterprise Accounts Organization. Helped reseller partners plan sales force deployment strategies, sales force incentive programs and business health. Worked with strategic software partners and ISVs to form win-win alliances and co-marketing programs.

Reason for leaving HP : To start own Internet business amidst the dot-com boom.

Reason for starting SurfGold Pte Ltd : Managed to secure US$1.4M initial seed funding from two Venture Capitalists before leaving Hewlett Packard.

Acer Computer International (1 year) May 1994 – June 1995

International Group of Acer Inc, successfully listed on the Singapore Stock Exchange in 1995

Global PC Product Marketing Manager (Reporting to Marketing Director, Worldwide. I was two levels away from Stan Shih, CEO)

Key Achievements

Provided product marketing, pricing, forecasting and marketing programs for ACI’s global operations resulting in Acer’s leading market share in six countries. Was part of the global team that launched the world’s first black retail PC : Acer Aspire. Grew world-wide revenue by 15% year on year. Countries covered : South Africa, Middle East, Russia, Japan, Australia, India, South East Asia

Responsibilities

Product Marketing. Determined global pricing policy, competitive tracking, liaised with RnD in Taiwan to plan for and launch future products for world-wide sales. Global inventory forecast and supply chain planning.

Strategic Partner Management. Worked closely with global partners and suppliers like Intel, AMD, Microsoft, Lotus to provide accurate forecast, future product planning and price negotiations.

Reason for leaving Acer : Acer planned to shift all global marketing to the Acer Inc in Taiwan within two years after the Singapore IPO and subsequently de-listed from the Singapore bourse in 1997. I did not want to relocate to Taiwan.

Reason for joining Hewlett Packard : Headhunted to Hewlett Packard to grow their PC business (on joining, HP PCs were ranked #10th worldwide)

 

IBM Singapore (4 years) May 1990 – May 1994

IBM Business Representative May 1990 to Dec 1992

(Reporting to Branch Manager, Channels Branch)

Key Achievements

Branch Manager award for overachieving personal sales quotas in 1991. Successfully helped conceptualize and launch marketing programs that maintained IBM’s market leader position in the mid-range computer market segment.

Responsibilities

Direct Sales. Strategic selling to IBM Global accounts. Covered all aspects of the IBM products including hardware and software solutions.

Business Partner Management. Managed and grew a new IBM AS/400 Business Partner to overachieve the revenue targets of S$ 2.5 M within the first year of operations.

Business Partner Manager, Jan 1993 to May 1994

(Reporting to General Manager, IBM PC Company)

Key Achievements

Managed 85% of IBM PC Dealer volume business sales. Revenue overachievement of 200% in 1993. Increased dealer sales by 20% year on year. IBM Hundred Percent Club Award 1993.

 

Responsibilities

Direct Sales. Provided IBM resellers strategic selling support into large accounts and major deals.

Marketing. Organized major channel events and reseller council meetings. Set up a PC Warranty Database. Implemented Direct Response Marketing for IBM PCs. Launched IBM retail PCs in a major shopping mall, first of it’s kind in 1993. Launched various marketing events including the OS/2 and PS/2 launches.

Business Partner Management. Planned channel strategy, recruited and appointed IBM Business Partners. Increased dealer and reseller loyalty and share-of-revenue by launching innovative Channel loyalty and incentive programs.

Reason for leaving IBM : Wanted to do regional marketing, headhunted to join Acer.

Reason for joining Acer : Opportunity to work in a strategic, global marketing position.

 

 

University of Hull May 1997 – Oct 1999

Masters of Business Administration (Distance Learning)

National University of Singapore Jul 1987 – Mar 1990

Bachelor of Business Administration, Dean’s List

Raffles Junior College Jan 1983 – Dec 1984

GCE ‘A’ Levels – 1984

Raffles Institution Jan 1979 – Dec 1982

GCE ‘O Levels – 1982, with five Distinctions