Glenn Tan

Key Results & Impact:

As the Director of Business Development for APAC and the Middle East , I am responsible for driving market expansion, revenue growth, and strategic partnerships within two critical regions. In this role, I leverage my extensive expertise in business development , sales leadership , and maritime technology solutions to scale Metizoft's presence in APAC and the Middle East. I focus on long-term strategic planning, fostering client relationships, and overseeing high-performing teams that deliver results in an increasingly competitive market.

Key Responsibilities & Achievements :

• Strategic Market Expansion : Lead market analysis and identify business opportunities across APAC and the Middle East, focusing on emerging markets such as Vietnam , Indonesia, China, Thailand , Middle East Gulf States , and India . Drive the market penetration of Metizoft's maritime software solutions, particularly focusing on environmental sustainability , maritime decarbonization , and compliance with global maritime regulations .
• Sales & Revenue Growth : Drive regional sales growth by implementing data-driven strategies for market development, lead generation, and revenue maximization. Lead the implementation of Metizoft's sales cycle, aligning sales operations with the company's growth targets, resulting in a consistent YoY revenue increase and exceeding sales targets.
• Leadership of Sales & Business Development Teams : Build, lead, and motivate cross-functional teams across sales , marketing , and business development in the region. Develop robust training programs to enhance the skillsets of my teams, ensuring they are well-versed in product knowledge, maritime regulations, and industry-specific challenges.
• New Business & Partnership Development : Spearhead the formation of new strategic partnerships with government agencies, business associations, and leading maritime companies. This includes fostering relationships with IACS , flag states , and regulatory bodies to drive Metizoft's initiatives related to Inventory of Hazardous Materials (IHM) , Risk Assessment , and Lifecycle Assessment (LCA) .
• Regional Sales Leadership & Coaching : Oversee the regional sales pipeline , ensuring high-quality lead generation and conversion, while maintaining a strong pipeline of potential clients. Provide coaching to senior sales and business development personnel, enabling them to build strong client relationships, close large deals, and grow new business opportunities.
• Client Relationship Management : Act as the senior liaison for major clients, providing strategic direction and fostering long-term partnerships. I work closely with clients to understand their unique needs, recommend tailored solutions, and ensure successful implementation and customer satisfaction.
• Operational Excellence & KPI Management : Establish and monitor key performance indicators (KPIs) to track sales success, market penetration, and client satisfaction. Regularly report on progress to executive leadership, proposing adjustments to strategies when necessary to achieve targets.
• Brand Awareness & Market Positioning : Lead the development of marketing initiatives and campaigns to increase Metizoft's brand visibility in the APAC and Middle East regions. Participate in key industry events and conferences such as IMEX , APM , and SEA Japan , ensuring Metizoft is represented at all levels of the industry.
• Cross-Functional Collaboration : Collaborate with internal teams such as product development , technical support , and operations to ensure that our product offerings and services are well-aligned with market needs. Work closely with the marketing department to generate content that highlights Metizoft's expertise in maritime software solutions, positioning us as thought leaders in the field.
  
• Successful Market Expansion : Spearheaded Metizoft's successful entry into several new regional markets, including India , Vietnam , and the Middle East , establishing a strong client base and securing new business contracts.
• Revenue Growth : Achieved significant growth in revenue within APAC and the Middle East regions by leading a strategic sales overhaul that optimized the lead generation process, improving conversion rates and overall sales pipeline health.
• Team Development & High Performance : Developed a robust, high-performing regional team, successfully coaching sales leaders and representatives to exceed regional KPIs.
• Strengthened Strategic Partnerships : Played a key role in forging important partnerships with government agencies and business associations across the region, leading to collaborative projects in maritime sustainability.
• Increased Brand Awareness : Drove successful marketing campaigns and product launches across regional maritime events, leading to enhanced brand visibility and new leads from major maritime and environmental clients.

As the Head of Business Development for APAC , I was responsible for overseeing all business development activities and driving commercial growth across the region. In this role, I led teams across key offices in China, Japan, Malaysia, India, and Indonesia , helping to establish Metizoft as a recognized leader in maritime software solutions with a focus on environmental sustainability and maritime decarbonization . I played a pivotal role in strengthening Metizoft's market position, expanding our customer base, and forming strategic partnerships that supported the company's commercial objectives.

Key Responsibilities & Achievements :

• Regional Business Leadership : Led the business development operations across the APAC region, overseeing regional sales, marketing, and business development functions. Ensured the implementation of Metizoft's global strategies while tailoring approaches to the unique needs of each local market.
• Team Building & Development : Built and managed a high-performing team across the APAC region, recruiting and training new Sales Managers , Business Development Executives , and Marketing Intelligence professionals. My efforts to develop a robust sales and business development team helped position Metizoft as a leading force in the industry.
• Sales Cycle Process & Training : Developed a comprehensive Sales Cycle process tailored to the APAC region, enhancing the team's understanding of Metizoft's solutions and its value propositions. I focused on equipping the team with in-depth knowledge of KYC (Know Your Customer) and KYM (Know Your Market) through the use of data analytics and market research to drive smarter sales strategies.
• Strategic Market Expansion & Lead Generation : Led efforts to identify new business opportunities and foster partnerships in the fields of maritime decarbonization and sustainability . I established networks with local business associations and government agencies, including ASMI (Singapore), SSA (Singapore), Vietnam Register (Vietnam), and BKI (Indonesia).
• Strategic Partnerships & Synergy Building : Collaborated with IACS (International Association of Classification Societies) and Flag States to enhance awareness and promote Inventory of Hazardous Materials (IHM) solutions. My leadership in forming these strategic alliances created synergies that further elevated Metizoft's presence in the maritime and environmental sustainability sectors.
• Marketing Leadership & Content Creation : Worked closely with the marketing team to create compelling presentations, videos, and campaigns to raise Metizoft's profile across APAC. This included producing marketing materials focused on IMO regulations pertaining to Ship Recycling and leveraging the power of digital content to engage new customers and partners.
• Sales Coaching & Performance Management : Managed the APAC Sales Team , setting ambitious targets and KPIs. I actively mentored and coached team members to achieve sales goals while fostering a culture of continuous improvement. My focus on coaching helped the team not only meet but exceed targets, resulting in significant revenue growth across the region.
• Stakeholder Engagement : Played an instrumental role in representing Metizoft at key maritime exhibitions such as IME , APM , and SEA Japan . I led and supported the sales team in engaging with potential clients, generating new leads, and converting them into profitable business opportunities.
• New Market Entry & Account Management : Spearheaded the expansion of Metizoft's footprint in underpenetrated markets, such as Vietnam , Taiwan, UAE, Thailand , Japan , Indonesia and Australia . I also successfully managed relationships with key agents and distributors, securing long-term commitments and advancing Metizoft's market share.
• Product & Solution Training : Delivered training to new and existing staff, providing deep insights into Metizoft's products, including Risk Assessment Solutions , Lifecycle Assessment (LCA) , and Chemical System software solutions. My technical training ensured the team could confidently represent Metizoft's suite of solutions to prospective clients across the region.
• Sales Performance & Revenue Growth : Drove the region's sales performance, consistently meeting and exceeding sales targets. My leadership in business development and sales strategy resulted in a measurable increase in lead generation , sales conversion rates , and overall APAC revenue .

As Head of Business Development for APAC , I successfully led Metizoft's regional expansion, navigating the complexities of diverse markets while driving both organic growth and the development of strategic partnerships. I spearheaded efforts to enhance lead generation, improve sales cycles, and nurture a high-performing regional team. Through these initiatives, I significantly strengthened Metizoft's competitive position in the maritime and sustainability sectors, contributing to the company's commercial success and long-term growth across APAC and the Middle East.

I managed Damen Schedle's Singapore office, overseeing P&L, sales operations, and logistics. Focused on expanding the offshore markets, I built strong relationships with customers across Southeast Asia, contributing to business growth and operational excellence.

Key Achievements:
Profit Growth: Achieved significant sales growth, increasing RFQ hit rates and bringing in new customer accounts with favorable payment terms.
Strategic Market Development: Increased sales of marine spare parts and services by implementing targeted strategies to engage new customers in the offshore sector.
Team & Training: Led the sales team to consistently meet weekly sales targets and successfully trained new staff in business operations and product offerings.

As a partner and director, I led the strategic partnership with Gazpromneft Lubricants and managed distribution channels across Singapore and the Philippines. My role focused on driving sales for automotive and industrial lubricants, and forging partnerships to expand our market presence.

Key Achievements:
Strategic Partnerships: Led the official distribution partnership with Gazpromneft Lubricants in Singapore and Philippines, boosting market presence and sales.
Market Launches: Developed and executed marketing plans for G-Energy product launches, aligning with partner marketing teams.

During my tenure as an Assistant Sales Manager at ABB, I was responsible for driving business development and sales in the Southeast Asia (SEA) region for the Merchant Segment and Regional Shipyards , with a specific focus on delivering digitalization, electrical and automation solutions to the maritime industry. I worked closely with both existing and new clients to expand ABB's footprint in the region, providing high-level technical solutions and support.

My role also included managing key accounts, generating new business opportunities, and supporting sales strategies for significant projects, including offshore conversions and retrofits.

Key Responsibilities & Achievements :

Sales Leadership & Business Development : Spearheaded the sales efforts for the Merchant Segment and Regional Shipyards , driving new business opportunities by identifying customer needs and positioning ABB's electrical and automation solutions to meet those needs.

Key Account Management : Acted as the primary point of contact for major clients in the region, including Keppel Shipyard and Anglo Eastern Group , managing retrofit, conversion, and service projects. Ensured long-term relationships with these key accounts by providing tailored solutions that maximized customer value.

Project Management & Tendering : Led the tendering process for large-scale projects, including the modernization and conversion of vessels. I worked closely with engineering teams to develop cost-effective and technically sound proposals for projects related to FPSOs , FSRUs , FLNGs , and FSO .

Sales Coaching & Cross-functional Collaboration : Provided sales coaching and support to colleagues in the Philippines and Australia, equipping them with product knowledge and best practices to increase sales performance. Collaborated with various departments, including engineering and operations, to ensure smooth project execution.

Technical Solutions & Consultation : Provided in-depth technical recommendations to customers on ABB's energy-efficient and digitalization products, including power distribution solutions , energy efficiency products , and integrated automation systems (IAS). I used my technical expertise to present complex solutions in a clear and compelling way to non-technical stakeholders.

Client Engagement & On-site Support : Actively engaged with clients in face-to-face meetings, site visits, and technical consultations to better understand their operational challenges and offer ABB's innovative solutions. This hands-on approach helped to secure several high-value contracts in the region.

Contract Negotiation & Financial Oversight : Managed negotiations for large-scale contracts, overseeing the financial aspects of bids and contracts. Prepared cost evaluations for projects and collaborated with senior management to ensure profitability and alignment with business objectives.

Performance Metrics & Sales Targets : Consistently met or exceeded sales targets, contributing to ABB's regional revenue growth. My efforts in managing key accounts and closing significant deals were instrumental in achieving sustained business success.

As a Sales Engineer at Tractors Singapore, I was responsible for account management, technical proposals, and sales support for marine propulsion systems and generators. I worked closely with customers to provide customized solutions and ensured that projects were delivered on time and within budget. My role required deep technical knowledge of marine systems and a proactive approach to identifying customer needs and providing tailored solutions.

Key Responsibilities :

• Account Management : Managed key accounts for marine generators and propulsion engines, maintaining strong relationships with new and existing clients in the marine and offshore industries.
• Technical Proposals : Prepared detailed technical proposals and offers for marine systems, ensuring that customer specifications were met with precision.
• Project Management : Oversaw turnkey projects involving marine propulsion systems, ensuring smooth coordination with engineering teams and customers.
• Client Consultation : Provided technical support and recommendations on marine generators, propulsion engines, and custom solutions for specialized customer needs.
• Sales & Tendering : Participated in the preparation of tenders for marine generators, offering technical advice to optimize product selection based on client specifications.

Key Achievements :

• Won over 20mil USD of new engines and new generators with various local Singapore Shipyard such as Keppel, ST Marine, Sembawang, ASL, Pacific Ocean and Engineering and etc.

In my role as a Data Researcher at Lloyd's Register - Fairplay, I was responsible for maintaining and enhancing the quality of data for maritime products such as SEA-WEB and the LRF database. This involved conducting research, ensuring data accuracy, and liaising with both local and international teams to support database development and client reporting.

Key Responsibilities & Achievements :

• Data Quality Control : Conducted rigorous data cleaning, extraction, and validation processes to ensure the integrity of maritime data across various databases.
• Database Management : Managed large datasets, ensuring data consistency and alignment with company standards. This included matching, linking, and verifying data for industry-specific maritime products.
• Research & Analysis : Utilized various sources, including publications and regional information, to gather relevant data for the development of industry reports and directories.
• Data Reporting : Supported the generation of accurate and timely reports, ensuring that all data met quality and regulatory standards.
• Collaboration : Worked with international teams to coordinate data collection and ensure high-quality output for clients and stakeholders.
  

In my role at Wärtsilä, I was responsible for supporting the sales team in preparing bids, proposals, and managing client relationships. I worked closely with technical teams to ensure that customer requirements were clearly understood and integrated into the sales process. This role enhanced my skills in technical sales support and the coordination of cross-functional teams to deliver client solutions.

Key Responsibilities & Achievements :

• Bid Preparation & Proposal Management : Supported the preparation of technical and commercial proposals for customers, ensuring alignment with client specifications and company offerings.
• Customer Liaison : Acted as a liaison between sales, engineering, and customer service teams to address client inquiries, provide product solutions, and ensure timely delivery of services.
• Sales Coordination : Assisted in the preparation of sales presentations, reports, and market analysis to help identify new business opportunities and ensure customer satisfaction.
• Technical Support : Provided technical assistance in relation to Wärtsilä's marine products, ensuring that customers received the most accurate and up-to-date information regarding their projects.
• Client Relationship Management : Ensured smooth communication with existing clients, supporting the sales process from initial inquiry to after-sales service.