Kenneth Yeo
Summary
Strong leader and problem-solver dedicated to streamlining operations to decrease costs and promote organizational efficiency. Uses independent decision-making skills and sound judgment to positively impact company success. Dedicated professional with a history of meeting company goals utilizing consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
24
24
years of professional experience
Work History
Regional Director
Royal Caribbean Limited
05.2021 - 04.2023
- Lead 4 corporate divisions: Corporate, Retail, Trade and Sales Support for 26 countries
- Represented company at various national and global events
- Crafted and championed comprehensive 3 year strategic business plan
- Accomplished business strategies, increasing revenue and effectively targeting new markets.
- Designed effective route-to-market pathway for market growth and margin actualization
- Spearheaded corporate key directives and business plans to meet financial and growth objectives
- Reviewed financial reports to identify potential issues, cost saving opportunities and significant departures from budget
- Drove Sales, Marketing, and people development
- Recruited, hired, and trained initial personnel, working to establish key internal functions and outline scope of positions for new organization
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness
- Remodeled sales team paradym from Transactional to Transformational sales
- Redesigned Trade Partner selection, management and development
- Responsible for P&L and BTL Marketing budgets
- Over delivered $USD101Mil in regional revenue in 2022.
- Achieved revenue growth of €30m for FY2022
- Attained 30% market growth vs pre pandemic
- Championed digital marketing, social media and e-commerce growth to be embraced in cruise industry
Regional Director
DMV-FONTERRA-EXCIPIENTS, DFE Pharma
07.2018 - 09.2020
- Crafted and designed comprehensive strategies for North America business
- Implemented business strategies, increasing revenue and effectively targeting new markets.
- Designed DFE North American route-to-market for market growth and margin actualization
- Drove sales, service and Business pipeline and people development
- Trained and guided team members to maintain high productivity and performance metrics
- Implemented Channel Partner selection, management and development program
- Fully responsible for P&L and Marketing budgets
- Direct process of hiring, training, and evaluating managers and supervisors in region
- Recruited, hired, and trained initial personnel, working to establish key internal functions and outline scope of positions for new organization.
- Achievements:
- Crafted comprehensive 5 year business plan for North America
- Reorganized regional route-to-market model to fully maximized coverage and drive business development Successfully navigated sensitivity and increased regional prices and margins by 15% within 6 months
- Expanded market share in North America by 2x
General Manager
DMV-FONTERRA-EXCIPIENTS, DFE Pharma
06.2014 - 07.2018
- Refined and steered DFE APAC route to market for market growth and margin actualization.
- Drove year-over-year business growth while leading operations, strategic vision, and long-range planning
- Leading team of dedicated Regional Sales Managers, Technical Managers and Ops Team
- Won 2014 Best Team for outstanding business achievements
- Explored and seeded new business in emerging regions in APAC
- Successfully grew market share to 72% in 2018 from 35% in 2010
- Achieved EBIT targets of Euro 31mil in 2018
- Fully responsible for effective application of P&L and Marketing budgets.
- Regional distributor selection, management and development
- Hiring, training, and evaluating managers and supervisors in region.
- Developing team capabilities for future and leadership for succession planning.
- Interacted well with customers to build connections and nurture relationships.
Global Account Manager
DFE Pharma
- Developing and executing 5 year strategy for key growth markets
- Reorganized regional distribution model to fully maximized coverage and accelerate business development
- Renegotiated and grew GSK multi-year contract by 7.2% YOY
- Grew market share in Indonesia Korea and Thailand from average of 40% to over 70% (global highest share)
- Achieved revenue of €30m with average EBIT 37% for FY2018
- Strategically increased DFE regional prices and margins by 40% within 12months
- Prepared sales presentations for clients showing success and credibility of products.
Area Sales Manager
DMV-FONTERRA-EXCIPIENTS, DFE Pharma
09.2010 - 06.2014
- Drove success in 30% growth from Volume and EBIT
- Spearheaded S.E.A, Korea, Sri Lanka, New Zealand, Australia, Pakistan, Bangladesh & Taiwan
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Develop and execute strategies for each specific region and territory
- Successful search, selection, appointment and direction of individual country distributor(s)
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Collaborated with clients and distributors to create and promote new products.
- Formulated tactics and strategies to target new potential customers within prioritized markets.
- Refined indirect sales team at regional distributors to grow business portfolio in region
- Successful growth of product demand through customizing strategies for regions, cultural and business and regulatory hurdles
- Actively providing effective market information and uncovering business opportunities for distribution partners
- Ensuring that business development and marketing activities comply to DFE initiatives
Channel Development Manager, Head
KRAFT FOODS SINGAPORE (MONDELEZ)
05.2009 - 09.2010
- Rebuilt and developed General Trade from SGD (-4mil)
- Execute strategies for General Trade and On Premise
- Spearheading sales team and managing local distributor to grow On-premise and General Trade in Singapore
- Selection, appointment and direction of General Trade and On-Premise distributor(s)
- Driving consumer demand by understanding specific buying habits and patterns
- Drive country specific sales efficiency projects to enhance effectiveness of operations
- Responsible for P&L and Trade Investment for General Trade and On Premise Dept
- Change business paradigm from transactional sales to business development
- Leverage on global brand and its marketing to drive growth
- Redesigned General Trade to meet new demands for efficiency and sales targets
- Drive acceptance and distribution of Kraft brands in competitive and cluttered environment
- Successfully selected and appointed new distributor for General Trade in place of direct team
- Successfully increased business development efficacy and brand equity for ingredients applied On-premise
- General Trade distribution grew by 20% and sales 40% accordingly, On-premise grew volume by 2X in 6 months with 43% increase in sales.
Key Account Sales Manager
FIJI WATER COMPANY
03.2006 - 05.2009
- Launching of virtually unknown product into local market
- Coordinating logistics, warehousing and transport activities
- Spearheading sales team and managing local distributor to grow On-premise market in Singapore
- Search, selection, appointment and direction of regional distributors in Indonesia, Malaysia and Philippines
- Researching and ensuring all necessary documentation and licensing requirements are acquired
- Deriving consumer demand through understanding country, cultural and business specific requirements
- Actively involved in country specific sales efficiency projects to enhance effectiveness of operations
- Ensuring that regional marketing activities comply and maintain FIJI brand architecture
- Actively providing effective market information and uncovering business opportunities for distribution partners
- Adopting different route-to-market model and set of plans to kick start market access.
- Understanding bottled water consumption behavior and culture was key to positioning and pricing strategies
- Executed experiential marketing through events, F&B application and product placements saw quick acceptance into markets
- At end of 3 years successfully established 4 countries with strategic distribution partners
- This led to a team of 13 with YOY volume growth of 40% in the regional premium F&B sectors
- FIJI Water waster of choice with top dining establishments and hotels and loved by elite socialites in region.
Education
BBA - Business Administration
ROYAL MELBOURNE INSTITUTE OF TECHNOLOGY UNIVERSITY (RMIT)
Melbourne - Australia1999
Diploma - Business Studies, marketing
NGEE ANN POLYTECHNIC
Singapore1997
Skills
- Business Planning and Strategy
- Change Management
- Sales Management
- Distributor Management
- Organizational Leadership
- Strategic Partnerships
- Regional Sales and Support
- Channel Development
- Staff Development
- P&L Responsibility
- Client Needs Assessment
- Revenue Stream Management
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
The way to get started is to quit talking and begin doing.
Walt Disney
Timeline
Regional Director
Royal Caribbean Limited
05.2021 - 04.2023
Regional Director
DMV-FONTERRA-EXCIPIENTS, DFE Pharma
07.2018 - 09.2020
General Manager
DMV-FONTERRA-EXCIPIENTS, DFE Pharma
06.2014 - 07.2018
Area Sales Manager
DMV-FONTERRA-EXCIPIENTS, DFE Pharma
09.2010 - 06.2014
Channel Development Manager, Head
KRAFT FOODS SINGAPORE (MONDELEZ)
05.2009 - 09.2010
Key Account Sales Manager
FIJI WATER COMPANY
03.2006 - 05.2009
Global Account Manager
DFE Pharma
BBA - Business Administration
ROYAL MELBOURNE INSTITUTE OF TECHNOLOGY UNIVERSITY (RMIT)
Diploma - Business Studies, marketing
NGEE ANN POLYTECHNIC
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