Gek Hai Ng
Summary
Highly skilled and strategic leader with 35 years in the HVAC and BMS business experience driving revenue growth and customer satisfaction through working with key global MNC customers in Hospitality and Commercial Real Estate industry.
Proven track records in developing and implementing Global and Regional key accounts framework agreements and identifying opportunities for growth.
Possess great motivation and passion in exceeding customers' needs and becoming their trusted advisor while meeting company performance requirements.
Highly resourceful and ability to generate energy to own outcomes. Build strong brand awareness and strong working relationship across key accounts C-suites.
Exceptional skills in managing P&L functions and cross business collaborations globally
Overview
31
31
years of professional experience
Work History
Managing Director, Enterprise Accounts, Asia - Building Solutions Group
Carrier Global Corporation
02.2017 - Current
- P&L responsibilities for enterprise sales across Carrier Business units
- Orders growth to $350M in 2023 from $85M in 2017 ( 28% CAGR ) and consistently exceed plan targets
- Lead a team of 20 sales and technical support team working with all Carrier P&L companies across Asia
- Develop strategy, engagement initiatives, pipeline analysis, key account plans and KPIS across 50 global enterprise and regional MNCs and strategic projects in 7 key verticals ie Datacenter, Hospitality, Commercial Real Estate, Healthcare, Retail, Logistics and Industrial
- C-suites engagement with Hilton Hotels Global, Marriott Hotels, International Hotel Groups (IHG), Accor Group, Wyndham Hospitality, Shangri-la Hotels in Asia as well as close collaboration with their global HQs.
- Develop solutions for vertical customers to meet their needs and able to offer a strong unique business proposition to ensure higher profitability and sales for our business units
- Develop and execute business solutions frameworks with key customer accounts globally and regionally
- Initiate business proposals and sponsorship with C Suite leadership of key accounts to ensure Carrier brands visibility
- Co-ordinate and leverage with other Carrier BSG global teams in North America and EMEA for global customers and strategic projects.
Asia Sales Director
LGE Asia B2B Sales
10.2014 - 12.2016
- P&L responsibilities for Sales Operations in Asean, Taiwan and Australia
- Achieved total sales of US$100mil with over 120 team members
- Improving current sales organization internal and external key strategies and go to market planning
- Develop new business strategies and product development for new markets and new segments
- Improve channel and distribution customer relationship through closer rapport and CRM activities
- Develop integrated solutions to serve vertical markets with other LGE products eg consumer electronics, commercial display
- Continue key accounts experience and networks to link LGE global organizations
- Key leader in HQ team in identifying and developing talents for the organization and creating leadership training programs for the region.
Director, Asia Key Accounts
UTC Building & Industrial Systems
01.2011 - 10.2014
- Successfully develop new regional accounts across Asia
- B2B key accounts relationships
- Leverage geographic leverage and key accounts expansion program with focused customer solutions and offerings
- Develop and implement regional key account process and management across selling companies in Asia
- Setting up of KPIs with the Carrier stakeholders in the support of key accounts management
- Co-ordinate strategies and product development with other Carrier regions in US, Europe, and Latin America
- Develop new key accounts with other UTC companies.
Group General Manager
UTC Carrier Malaysia & Brunei
04.2008 - 01.2011
- P&L responsibilities for Sales and Distribution companies in Malaysia and Brunei
- Combined sales of US$60mil with 10% ROS
- Total no
- Of employees ~ 200 people
- Director for Carrier Expert Service and PNB joint venture with CISB
- Responsible for local CISB factory operations
- Reporting to VP, South East Asia Region Distribution and Aftermarket.
General Manager
UTC Carrier Singapore
04.2002 - 04.2008
- General Manager with P&L responsibilities for Commercial business units and staff manager for South East Asia countries
- Annual sales of US$13 mil with 15 people
- General Manger for commercial business for South East Asia reporting to VP, SEAR
- General Manager for Toshiba air-con for Singapore ( include VRF ) and re-exports markets
- Annual sales of US$18 mil with 10 people
- General Manager for Carrier Marine with annual sales of US$3 mil.
General Manager
York International Pte Ltd
08.2000 - 04.2002
- General Manager for Singapore office and Regional Manager for operations in Brunei, Bangladesh, Cambodia, Sri Lanka and Vietnam
- Annual sales on US$35 mil, with 140 sales, service and support staff
- In charge of business development for the region
- Providing leadership, management, motivation and development of employees in region.
Senior Product and Marketing Manager
UTC Carrier Asia Pacific Operations HQ
01.1995 - 01.2000
- Program manager for the first joint project with Carrier and Toshiba
- A key strategic project in working towards the success of the alliance
- The residential inverter driven IES ( Intelligent Energy Saving ) for Carrier and I-Smart for the Toshiba brand
- Product launched since late 1998
- First year sales of $4 mil and 3000 systems
- Product also launched for the European and Australian markets for the heatpump version
- Program manager for the export version of the Modular Multi System with TCCJ ( lead design centre ) and APO distribution companies
- Target first 3 year sales of 4,500 systems and $25 mil sales
- Joint working program with TCUK ( lead design centre )in developing selling tools for selling operations
- Lead manager for business development of Carrier China commercial export products
- Potential incremental sales of $10 mil for Carrier China for year 2000
- Development of Chinese versions of E20 programs and AHU selling tools
- Program manager for the 39G APO AHU project
- Project completed within 12 months, meeting cost reduction targets of 20% and better production lead-time
- Transfer of technology to other APO factories
- Incorporated user-friendly selection tools for the sales operations
- Annual sales turnover of $5 mil
- Co-manager with TCTC in developing new Flexi-Console for the Toshiba brand for Asian and European markets
- APO product manger for global commercial projects eg current Global Chiller, Rotary chillers of NAO, global AHU
- Coordination of operational issues between APO entities and WHQ and ETO and NAO eg Y2K, transfer of technology
- Supporting operations in the implementation of the plan discussions
- Supporting and contributing team member in quarterly APO PSC.
Senior Sales Manager
UTC Carrier Singapore Pte Ltd
01.1993 - 01.1995
- Managing the various diverse sales channels of Carrier Singapore ie dealers, contractors and consultants
- Annual sales turnover of S$30 mil with over 10% ROS
- With 10 sales engineers reporting in division
- Number of dealers and contractors increased by 2X
- Identifying and developing new market opportunities for domestic and export
- Developing and implementing sales strategies
- Developing with MIS in creating management information systems for the distribution channels network, integrated with
- General sales management functions in both budgeting and sales forecasting
- Conceptualizing and organizing of sales and promotional activities
- Facilitation of Management Improvement Teams
- Responsible for annual sales conferences, dealer seminars, incentive programs
- Product Champion for residential, commercial and industrial products.
Education
MBA - Strategic Business Studies
Darden Graduate Business School
Virginia, USA03.2000
MBA - Business Administration And Management
Strathclyde Graduate Business School
United Kingdom12.1999
Graduate Diploma in Marketing - Marketing And Communications
Marketing Institute of Singapore
Singapore12.1990
Degree of Bachelor of Engineering ( Mechanical ) - Mechanical Engineering Technology
National University of Singapore
Singapore04.1987
Commissioned Officer of the Singapore Armed Forces - Leadership And War Planning
Singapore Armed Forces Training Institute
Singapore06.1981
Skills
- Customers relationship management across all levels
- Strong leadership and communication skills
- Innovation and thinking out of box
- Results and performance oriented
- Building best teams
- Strong in strategy and execution
- Passionate in mentoring and coaching
- Cross functional collaboration
Professional Career Summary
- Feb 2017 - Present : Managing Director, Enterprise Accounts, Asia, Building Solutions Group, Carrier Global Corporation
- Oct 2014 - Dec 2016 : Asia Sales Director, LGE Asia B2B Sales
- Jan 2011 - Oct 2014 : Director, Asia Key Accounts & Integrated Solutions ( UTC BIS )
- Apr 2008 - Dec 2010 : Group General Manager, UTC Carrier, Malaysia & Brunei
- Apr 2002 - Apr 2008 : Director, Sales Carrier, UTC Carrier Singapore, General Manager for Toshiba Singapore
- Aug 2000 - Apr 2002 : General Manager, York International Pte Ltd, Singapore Region including Vietnam, Lanka, Bangladesh, Brunei
- Jan 1995 - Aug 2000 : Senior Product and Marketing Manager, UTC Carrier Asia Pacific Operations HQ
- Feb 1987 - Jan1995 : Senior Sales Manager, UTC Carrier Singapore Pte Ltd
Activities
- Instructor in Singapore Armed Forces War-game Centre
- Company Commander with rank of Lieutenant in the Singapore Armed Forces.
- Awarded “ Good Service Conduct “ Medal and NS Operational Medal
Awards
- 1997, 1999, 2000, 2004, 2005, 2010, 2011, 2017 to 2023 :
UTC and Carrier Corporation “ Recognition Stock Option “ Award.
These awards are given to Carrier senior leaders who have shown consistent leadership and exceeding the annual plan KPIs
across Sales Orders, EBIT and Cashflow, Customer Net Promoter Scores, Employee Pulse Surveys
- 1997 : Carrier “ 10 Years of Conscientious Service ” certificate
- 1994 : Carrier Singapore “ Excellent Award ”
- 1994 : Carrier Singapore “ Excellent Team Award ”
- 1992 : Carrier “ 5 Years of Conscientious Service ” certificate
- 1989 : Carrier Singapore Special Award for “ Outstanding Sales Performance
Languages
English
Advanced (C1)
Chinese (Mandarin)
Bilingual or Proficient (C2)
Timeline
Managing Director, Enterprise Accounts, Asia - Building Solutions Group
Carrier Global Corporation
02.2017 - Current
Asia Sales Director
LGE Asia B2B Sales
10.2014 - 12.2016
Director, Asia Key Accounts
UTC Building & Industrial Systems
01.2011 - 10.2014
Group General Manager
UTC Carrier Malaysia & Brunei
04.2008 - 01.2011
General Manager
UTC Carrier Singapore
04.2002 - 04.2008
General Manager
York International Pte Ltd
08.2000 - 04.2002
Senior Product and Marketing Manager
UTC Carrier Asia Pacific Operations HQ
01.1995 - 01.2000
Senior Sales Manager
UTC Carrier Singapore Pte Ltd
01.1993 - 01.1995
MBA - Strategic Business Studies
Darden Graduate Business School
MBA - Business Administration And Management
Strathclyde Graduate Business School
Graduate Diploma in Marketing - Marketing And Communications
Marketing Institute of Singapore
Degree of Bachelor of Engineering ( Mechanical ) - Mechanical Engineering Technology
National University of Singapore
Commissioned Officer of the Singapore Armed Forces - Leadership And War Planning
Singapore Armed Forces Training Institute
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