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Summary

Experience: 
Inside Sales Management - implementation of inside sales business model for different fields:
- IT hardware and software (software licenses and renewals)
- Engineering and energy industries (software licenses, renewals & services)
- Life sciences (instruments, consumables & services)
Channel & Key Account Management
Business Development
Emerging Markets
Regional Sales Leadership

Work experience

Nov 2015Present

District Sales Manager, South Asia

Illumina

District Sales Manager, South Asia: Jan 2017 - Present

Regional lead responsible for the overall sales business of the South Asia region (SEA and India) - direct sales, distributor management and inside sales.

On track to delivering >30% YoY growth and achieving commercial commitments

Senior Manager, Inside Sales: Nov 2015 – Dec 2016

Responsible to set up an inside sales and lead generation team as a new business group (16 headcounts across APJ). Provided overall strategy and tactical guidance.

Achieved >400% YoY growth and delivered overall budget commitments

Oct 2013Nov 2015

Senior Manager, Inside Sales

Aspen Technology

Regional lead managing the Asia-Pacific SMB inside sales & lead generation team located in Singapore to drive new license sales and renewals.

People Management & Coaching: Hired to turn around sales performance of start-up telesales division. Implemented call blitz days, streamlined business operations and implemented tracking mechanisms to improve productivity and drive for results. Set-up pilot team in Shanghai (3 headcounts) – responsible for the hiring and on-boarding of new team, with new KPIs and business objectives.

Sales Management: Ensured team kept to Customer-Centric Sales program and methodology for progressing deals. Improved CRM discipline via Salesforce.com by ensuring all weekly territory reviews are done based on inputted data and reports. Implemented KPIs to ensure that the team is on track towards their commitment numbers - new customer discussions / week, calls / day, sales activities / day.

Lead Generation: Develop lead campaigns to improve conversion rates of sales accepted leads - call-back campaign to revisit lost opportunities, industry and vertical-centric focus months.

FY14: Best region – highest mix of new logos @ 104% of target. 14% YoY growth, improvement of renewal rates. Promoted 1 team member to senior rep.

FY15: Top rep delivered highest gross numbers WW. 9% YoY growth, despite macroeconomic factors (currency, oil prices) Q2FY15 – delivered best APAC quarter since inception, largest-sized deal booked

Sep 2012Oct 2013

Inside Sales Manager, APJ

ServiceSource International

Managed a team (inside sales and data enablement) to drive software license renewals for HP Software, a key global account ($26M p.a. in APJ). KPIs include meeting renewal rate, bookings and revenue targets and managing accuracy of operational pipeline management.

People Management & Coaching: Mentored and developed team to meet client expectation and deliver results. Turned-around a flagging team by delivering strong results, driving positive behavior and increasing productivity. Promoted 2 team members due to strong results in the turn-around.

Delivered 5% renewal rate YoY growth overall (85% to 90%). Team leader was awarded star performer for Q2FY13. Successfully expanded territorial coverage to new territories (Japan and Korea) due to client confidence from strong results delivered.

May 2010Sep 2012

Regional Business Development Manager, Services

Lenovo

Managed the ASEAN services business portfolio (USD$13M p.a.) across the relationship, SMB and consumer segments (inside sales + channel). Responsible for services bookings growth from the sale of warranty extensions and upgrades, managed deployment and warranty hard-bundling.

Business Development: Negotiated hard-bundle opportunities to drive growth with internal stakeholders and increase attach rates from reps. Planned spiff contests and incentives to drive ISR performance. Launched new service offerings (data recovery, preventive maintenance) by working with third-party vendors and internal stakeholders.

On-site Job Experience in India: Stepped up to cover gap in business development role in India (July 2010 – Feb 2011). On-site experience in New Delhi, Mumbai & Bangalore for business development, partner management and sales ops process enablement. Initiated and deployed project for post-warranty maintenance (USD$1m/FY) in India with IBM.

Overachieved India target numbers (Q2: 128% / Q3: 130%).

Strong business attainment results – 36% growth in services bookings revenue YoY

Over-exceeded annual sales KPI – bookings 109%, revenue 120%, profitability 154%

July 2004May 2010

Various Sales & Marketing Positions

Dell

Brand Marketing Manager: Aug 2009– May 2010

Managed the ASEAN consumer laptop portfolio (inside sales & channel). Responsible for planning, analysis and program management to achieve revenue and margin goals. Delivered >30% QoQ growth in margin & revenue during tenure.

Q4FY10 – Awarded South Asia Most Valuable Player for driving outstanding consumer laptop business growth in ASEAN.

Product Marketing Specialist: Mar 2007 – Aug 2009

Managed product operations and lifecycle planning. Ensure successful launch and depletion of product portfolio, with focus on zero risk of obsolescence. Responsible for product & sales training deployment for sales (inside+ field) and country marketing teams.

Q3FY08: Awarded Director’s Award in recognition of operational excellence and received mid-cycle promotion

Rated as “Exceptional” in the FY09 yearly review. Maximum bonus plan received – 150% of Bonus Payout Awarded.

Inside Sales Account Manager: July 2004– Feb 2007

Inside sales of computer hardware products and services for the home and small business segments in Australia & New Zealand.

2006: Awarded annual sales consistency performance bonus for year 2006 for consistent over-achievement of targets.

Education

20082009

MBA

University of South Australia
20012004

Bachelor of Laws (Hons)

University of London