Alec CHUAH

Facilitated channel engagement to support territory sales goals

• Managing indirect SEA countries – Malaysia, Indonesia, Philippines and Vietnam for both Clinical and Life Science division
• Over-achieved 2021 sales target 138% against budget
• Growth 26% against 2020, 5% against 2021 with Covid pandemic condition.
• Completing channel strategy plan, go to market strategy and mitigate and solving operation complexity of channel management.
• Engaged new channel partner for Indonesia and Vietnam.
• Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
• Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
• Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
• Coordinated sales activities with partners and resellers to identify and close new business.
• Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.

• Managing ASEAN indirect market – Vietnam, Myanmar,
  Malaysia, Brunei, Indonesia & Direct Market in Singapore.
  Achieved 9+3 budget in 2018 and Meeting H1 2019 budget.
  • YTD 2018 vs YTD 2019 – 16% growth rate.
• Met with clients, delivering presentations, and educating on product and service features and offerings.
• Established and cultivated solid business relationships with new or existing customers.
• Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

• Regional Leads for new products XT7600 launch for
  platform and automation. Working with various internal department and global business field to ensure the new product launch is in place and on time with regular monthly meeting.
  • Regional automation council Lead which leading all the automation business direction together with all the country manager in ASPAC and update regularly.
  • Performed automation product and sales training for
  ASAPC countries particularly in India & Korea and market segment targeting. With target focus strategy – 6 automation leads closed in 2018.
  • Frequent update the automation funnel and managing accurate forecasting with global automation team.
• Developed and implemented marketing strategies to use for launches, rebranding campaigns and promotions.
• Created company brand messaging, collateral materials, customer events, promotional strategies, and product commercialization.
• Performed market segmentations, targeting and positioning for each product line.
• Managed marketing budget and associated P&L to develop and execute marketing strategies, budgets and sales plans for business segments.

• Managing Business Unit’s Sales & Marketing, Operation & BU’s P&L
• Exceeded FY2016 budget
• Handling other hospital-based product portfolio as well: Arkray HbA1c, Japan (HPLC) Nihon Kohden hematology, Japan BioSystem Chemistry, Spain
• Achievement:-
• Exceeded FY2016 budget with more than 40% growth rate compare to FY2015
• Secured Hospital Selayang – Infectious Disease tender
• Secured Hospital Lawas – Vitros Chemistry tender
• Secured PPUM Blood Bank Tender with VisionMax
• Secured Hospital Sg Buloh – Microbiology serology tender
• Secured Hospital Ampang – Microbiology serology tender
• Managed to extend Makmal Kesihatan Awam (MKA) Ipoh contract
• Secured 2 new sites for Vitros solutions with Vitros 350 & Vitros
• Build & established new sales force – 2 sales personals and growing new head count and territories of coverage
• Participant in MACB conference, National Pathology
• Conference, Sabah, & performed more than 20 CMEs in FY2016 and reference site visit by potential customers to Mahkota Medical Centre, Malacca & MKA, Ipoh – brand awareness campaign.

• Meets region sales objectives – forecasting requirements, preparing annual budget, scheduling expenditures, analyze variances and initiate corrective actions towards developing 4 business units namely central laboratory, maternal care & women health, hematology and diabetes care
• Established sales objective by creating sales plan and quota for each business units
• Building and maintain rapport with key channel partners and identify new business opportunities
• Expand business units by identifying & qualifying potential business partners and initiate marketing plan and products readiness through product and marketing training as well as participants in trade shows as part of the promotion
• Achievement:
• Organized a master class for STI new business units in the region with 70 units sold as part of initial business transaction
• Double digits % growth rate in FY2015 vs FY2014
• Expand ASEAN market into Myanmar & Laos which previously didn’t explore and won government tender with local strategic partners (300 devices in Myanmar & 40 devices in Laos)
• Locked 3 years commitment order with local Malaysia distributor – 1,000 devices and 1.5M cuvette in 3 years
• Introduced EKF Diagnostics branding into ASEAN market by participant in Medlab Asia, Singapore in March 2015
• Expanding sport medicine market in Malaysia using Lactate testing (Lactate Scout Device) in local National Sport Institute
• Won 40 devices plus 12,000 cuvette
• OEM agreement – 2,300 devices & 7.0 million cuvette for Indonesia business partner.

• Strategize business unit strategies align with both operational & financial objectives
• Strategize business unit sales plan & market positioning – against competitions
• Increase competitiveness for sales personal through product and selling skills training
• Gather market competitor’s information and strategies
• Created value to existing customers with after sales & supports activities – healthcare consultants- workflow analysis, services support and marketing support.

• Manage 11 key accounts and business partners.
  • Customer relationship management:
  ➢ Retention rate – 100%. Maintain customer bases and
  build good rapport and relationship with key
  customers.
  ➢ Achieved RM2 million sales revenue growth.
  ➢ Won largest commercial laboratory automation deal
  by taking out major competitors dispute aggressive
  offered by major competitor. Combined deal over
  RM70 millions for 7 years which also taking over from
  competitors’ business.
  • Strategic Account Management:
  ➢ Partnership and solution provider - Laboratory
  automation solutions.
  ➢ Grow with customer - provide cost -effective and
  competitive solution to key customer.
  ➢ Act as reference site and KOL for recognition
  of solution provided.
  • Business Partner Management:
  ➢ Starting from Jan 2012 until now taking care of
  distributors in East Malaysia market.
  ➢ Aligned and strategized with business partner into
  expanding and increase market share in East Malaysia
  Achievement:
  • Increase sales growth of responsive accounts from 5 to 38%
  growth rate by having big win over competitor in 1 major
  account.
  • Awarded best sales performer in FY2011/12 with over MYR70
  million deal for 7 years contracts in single account dispute
  aggressive competitor’s offering to end user.
  • Won over Key Account from major competitors with taking
  over competitors installed base worth additional more than RM
  5.0 million revenue.
  • Completed Master of Business Management (MBA) from
  University of Southern Queensland in 2012.

• Manage 11 key accounts and business partners
• Customer relationship management: Retention rate – 100%
• Maintain customer bases and build good rapport and relationship with key customers
• Achieved RM2 million sales revenue growth
• Won largest commercial laboratory automation deal by taking out major competitors dispute aggressive offered by major competitor
• Combined deal over
• RM70 millions for 7 years which also taking over from competitors’ business
• Strategic Account Management: Partnership and solution provider - Laboratory automation solutions
• Grow with customer - provide cost -effective and competitive solution to key customer
• Act as the reference site and KOL for the recognition of solution provided
• Business Partner Management: Starting from Jan 2012 until now taking care of distributors in East Malaysia market
• Aligned and strategized with business partner into expanding and increase market share in East Malaysia
• Achievement:
• Increase sales growth of the responsive accounts from 5 to 38% growth rate by having a big win over competitor in 1 major account
• Awarded best sales performer in FY2011/12 with over MYR70 million deal for 7 years contracts in single account dispute aggressive competitor’s offering to end user
• Won over Key Account from major competitors with taking over competitors installed base worth additional more than RM0 million revenue
• Completed Master of Business Management (MBA) from
• University of Southern Queensland in 2012.

• Established and managing application specialist team in Malaysia after integration completed.
• Increase training satisfactory index by 17% compare to previous year with more than 90% satisfaction rated good & excellent
• Create pool of experienced and skills application support team and well – recognized by regional sales and support teams E.g. supporting Taiwan, Hong Kong, Philippines and Singapore
• Accreditation of ISO9001/2000 GCMP Certification involvement with zero non-conformity on application support team
• Support local needs of training and product application support locally with above 90% satisfactory rate
• Achievement:
• Successfully organized and co-ordinate internal & external training needs by increase more than 120% on targeted 60 weeks development activities on competency gap for service engineers and application team aligns with KPI of the organization goal
• Successfully organized 3 sessions of soft skills training to services and application team in FY2009/2010 as part of individual development objectives and goals
• Conducted 2 internal cross training among service engineers and application on both immunoassay & chemistry solutions
• Developed new pool of talents towards services value and customer royalty program by creating differentiation factors in competitive offering with objectives goal of 100% customer retention
• Qualified as train the trainer facilitator.