GRACE LIEW
Regional Business Leader
Summary
Highly accomplished business leader with a proven track record of success in business and customer management across Singapore, South East Asia, and other Asia Pacific countries in the lab diagnostics and medical device sector. Demonstrated ability to successfully manage teams and turn around businesses, resulting in solid, quantifiable achievements. Consistently achieving operational and sales success in responsible countries. Skilled at building and motivating diverse teams to drive optimal outcomes for the company. Possessing a forward-thinking mindset, balancing objectivity and subjectivity, as well as short- and long-term organizational objectives. A multifaceted leader whose values are rooted in morality, excellence, and empathy. Thrives on challenging learning curves and closely monitors business processes. Meticulous, analytical, and resourceful with a strong sense of urgency, excelling at meeting deadlines under pressure. Proven ability to develop and implement business management initiatives, create effective business strategies, allocate resources, increase productivity, and assess employee performance. Adept at bridging communication between partners and suppliers with strong business acumen and managerial abilities.
Overview
23
23
years of professional experience
5
5
years of post-secondary education
1
1
Certification
Work History
Regional Business Leader, Toxicology
ABBOTT RAPID DIAGNOSTICS
07.2023 - Current
- Accountable for strategy development, sales, business operations, marketing, financial performance, and stakeholder and distributor management of Toxicology Business Unit for Southeast Asia, Japan and Korea
- Leading a team of 3 Business Managers based out of Japan, Korea and Malaysia
- Focusing on setting up business processes in order to achieve commercial excellence while driving business goals and formulating business strategy for consistent and sustainable growth
- Utilizing data analytics and SFDC for sales reporting, sales pipelines and sales force efficiency tracking
Strategic Account Leader- BD Life Sciences, Medical, Interventional
BECTON DICKINSON
10.2022 - 06.2023
- Engaged and built relationships with c-suite/ high-level stakeholders and decision-makers to build value-driven strategic solutions, which supports long-term development and retention, and maximizes the revenue potential
- Appointed to lead a team of 5 Key Account Managers with an aim to build and maintain strong relationships with top business clients across BD's business segments- BD Life Sciences, BD Medical and BD Interventional segments
- Managed top strategic accounts' sales in Singapore
Business Development Manager, SEA- SM and Lab Automation & IDS Singapore
BECTON DICKINSON
10.2019 - 10.2022
- Appointed to develop growth strategy, develop continuous improvement plans, manage SEA sales, marketing and business operations for Specimen Management (SM) and Lab Automation portfolios in 2019 to 2021, and Singapore's Integrated Diagnostics Solutions (IDS) business in 2022 to drive and execute growth and marketing strategy
- Implemented and managed BD Veritor COVID Antigen Rapid Test (ART) business in 2021 & 2022 through actively promoting digitalized rapid POC testing, spearheading engagement effort through omnichannel marketing, e.g
- Government engagement, advocacy campaigns, news channel, digital marketing, social media etc
- Created 3-year regional strategic plan & marketing initiatives, set and align country-specific target across SEA, supported a diverse group of country business leaders by providing an environment of open communication to foster collaboration, ensured seamless collaboration and adhesive alignment across functions
- Managed marketing budget, funding and cost to optimize the return of investment on marketing events
- Created new clinical marketing and product management initiatives to implement strategies
- Assisted in implementation of new in-country product launches (e.g
- Kiestra & Veritor Antigen Rapid Test), marketing strategy, service readiness and service quality for process-oriented and profit-driven organization
- Created business proposals for potential Kiestra customers in Singapore, Malaysia and Thailand
- Supported implementation, system updates and customer trainings for Kiestra project in Singapore
- Supported the Go-To-Market (GTM) change for Integrated Diagnostics Solution (IDS) in Singapore
- Managed teams of 1x Clinical Marketing Manager, 1x Regional Marketing Executive, 1x business analyst, 3x COVID ART Sales Specialists (2019 & 2021), and local direct reports (2022)- 4x Singapore Account Managers, 4x Application Specialists and 4x Service Engineers
Business Manager, Singapore, Vietnam, Malaysia & OTA - Specimen Management
BECTON DICKINSON
06.2016 - 10.2019
- Accountable for full P&L, sales, marketing, financial performance, commercial excellence and customer management of Specimen Management/ Pre-analytical Systems (PAS) Business Unit for Singapore, Vietnam, Malaysia (2018 & 2019) and OTA (Other Asia- Myanmar, Cambodia, Laos, Timor Leste, 2019)
- Responsible for financial management, establish KPIs, and periodic business reporting to regional headquarter
- Performed ongoing operational, sales, financial, market share, situational and policy analysis; leading change management to reach process and performance goals
- Managed direct sales, clinical and marketing teams that were based in Vietnam, Singapore and Malaysia- with 1x in Vietnam, 3x in Singapore and 4x in Malaysia
- Established strong contacts with KOLs and managed channel distribution without compromising code of ethics
- Developed and implemented pricing strategy for competitive positioning to achieve business profit objectives
- Planned and executed both long and short-term business strategy
- Implemented new product launch, managed inventory, demand forecasting and SKUs rationalization
- Organized user group meetings and participated in trade shows in Singapore and Malaysia
Account Manager, Singapore
SIEMENS HEALTHINEERS, DIAGNOSTICS
07.2014 - 06.2016
- Accountable for key customer management and sales performance for Singapore market, focusing in Siemens Lab Automation, Clinical Chemistry, Immunology, POCT, Hematology and Molecular products
- Engage with c-suite/ high-level stakeholders and decision-makers to build total lab automation solutions
- Implemented sales plan with professional selling skills to promote and sell Siemens Diagnostics products to prospective customers, and managed complex/ strategic sales cycles and pipelines
- Coordinated service support and keep abreast with service support issues to maintain customer satisfaction
- Managed and retained relationships with existing healthcare professionals, develop strategy for Key Opinion Leader (KOL) advocacy plans to build and maintain critical relationships
- 100% key account retention within the tenure
- Maintained up-to-date clinical diagnostics knowledge so to communicate effectively with customers
Product & Application Manager, Core Lab, Molecular Diagnostics and POCT, Singapore
SIEMENS HEALTHCARE, DIAGNOSTICS
01.2010 - 07.2014
- Developed marketing strategy and implemented marketing initiatives for Singapore market
- Supported new test evaluation, customer qualification, product presentation and demo at customer sites
- Organized customer events, user meeting, site visits and trade shows, managed product life cycle and launch plans
- Provided ongoing education, communication, product update and review for sales representatives and customers
- Managed a team of Product and Application specialists
- Ensured appropriate equipment/system qualification, validation and customer training were completed with the highest quality for new equipment installation
- Organized user group meetings and participated in trade shows to strengthen brand presence and customer engagement
Senior Clinical Education Specialist
SIEMENS HEALTHCARE, DIAGNOSTICS
01.2008 - 01.2010
- Developed, prepared and delivered product training programs for external customers, field service engineers, field application specialists, sales representatives and technical support personnel for Siemens Lab Automation, Immunology, Chemistry, POCT, Molecular, Microbiology and Hematology products
- Assisted in setting up the training facility and training processes for the APAC & Japan Centre of Excellence
- Delivered on-site and training classes at customer sites and training centers in Asia Pacific countries
- Communicated, coached and mentored field service engineers and field application specialists to excel in technical support and application knowledge
Regional Application Specialist
SIEMENS HEALTHCARE, DIAGNOSTICS
09.2005 - 01.2010
- Provided application support in pre/ post-sales evidence-based clinical presentation/ demos on applications related topics on Siemens Molecular and Immunology portfolios
- Increased customer satisfaction by providing outstanding, high-quality customer support
- Consolidated and published regular technical newsletters and bulletins for internal communication and updates
- Provided technical support/ troubleshooting and managed technical issue systematically with proper route of escalation
- Participated and provided technology and technical presentation at regional conferences
Medical Technologist, Clinical Biochemistry Lab
SINGAPORE GENERAL HOSPITAL
09.2001 - 09.2005
- Performed routine and specialized analysis on specimens by using lab equipment including microscopy, centrifuges, spectrophotometer, automated clinical chemistry & immunoassay equipment, drug analyzers, electrophoresis, AA, HPLC, GC, etc
- Calibrated and operated analytical equipment and instruments according to SOPs
- Evaluated new equipment and test procedures by performing method verification and instrument evaluation protocol
- Provided basic instrument troubleshooting and applied process to ensure compliance with relevant ISO/ CAP requirement and quality management system
Education
MBA - Business Administration And Management
NATIONAL UNIVERSITY OF SINGAPORE
Singapore 05.2018 - 01.2020
Bachelor of Science - Biochemistry and Physiology
NATIONAL UNIVERSITY OF SINGAPORE
Singapore 07.1998 - 05.2001
Skills
Comprehensive Planning and Execution
Certification
Machine Learning and Advanced Analytics Using Python
Timeline
Regional Business Leader, Toxicology
ABBOTT RAPID DIAGNOSTICS
07.2023 - Current
Strategic Account Leader- BD Life Sciences, Medical, Interventional
BECTON DICKINSON
10.2022 - 06.2023
Business Development Manager, SEA- SM and Lab Automation & IDS Singapore
BECTON DICKINSON
10.2019 - 10.2022
MBA - Business Administration And Management
NATIONAL UNIVERSITY OF SINGAPORE
05.2018 - 01.2020
Business Manager, Singapore, Vietnam, Malaysia & OTA - Specimen Management
BECTON DICKINSON
06.2016 - 10.2019
Account Manager, Singapore
SIEMENS HEALTHINEERS, DIAGNOSTICS
07.2014 - 06.2016
Product & Application Manager, Core Lab, Molecular Diagnostics and POCT, Singapore
SIEMENS HEALTHCARE, DIAGNOSTICS
01.2010 - 07.2014
Senior Clinical Education Specialist
SIEMENS HEALTHCARE, DIAGNOSTICS
01.2008 - 01.2010
Regional Application Specialist
SIEMENS HEALTHCARE, DIAGNOSTICS
09.2005 - 01.2010
Medical Technologist, Clinical Biochemistry Lab
SINGAPORE GENERAL HOSPITAL
09.2001 - 09.2005
Bachelor of Science - Biochemistry and Physiology
NATIONAL UNIVERSITY OF SINGAPORE
07.1998 - 05.2001
Machine Learning and Advanced Analytics Using Python
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