Marcus Wong
Senior Key Account Manager
Summary
Proven individual with consultative sales, value-based selling and product management work experience in ASEAN. Possesses excellent interpersonal and polished value-based consultative sales skills. Collaborates effectively with internal teams, demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
I bring along expertise in building partnerships, retaining key accounts and enhancing profit channels. High proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management.
Motivated individual with experience in customer service and sales. Skilled in building customer relationships and understanding customer needs. Strong communication and interpersonal skills for providing superior customer service to drive commercial performance.
Overview
19
19
years of professional experience
Work History
Senior Key Account Manager
ICIS
10.2018 - Current
- Managing 16 Key Accounts in the regions – Singapore, Malaysia, Thailand and Taiwan with a book of business of US$5.8 Millions
- Played an instrumental role in winning new business through targeted prospecting and relationship building activities.
- Implemented process improvements within the key accounts division, enhancing efficiency levels across the team.
- Collaborated with internal teams to ensure timely and accurate delivery of products and services to clients.
- Efficiently manage a portfolio of customers to optimize client satisfaction, engagement, and retention
- Ensuring continuity in using ICIS services, upsell and cross sell various products and services
- Account planning – transform relationship from transaction to strategic partnership
- Drive higher and deeper industry relationships and support ICIS transition to strategic partner in alignment with our vision
- Responsible for exceeding financial and wider business objectives
- Develop a deep understanding of customer workflow, market trends, competitors’ activity, opportunity and threats
- Supporting client in their digitization journey
- Identified opportunities for upselling within existing accounts, resulting in increased revenue generation.
Account Manager, Healthcare
NEC Asia Pacific Pte Ltd
01.2018 - 10.2018
- Manage the whole healthcare infrastructure business (excluding Managed Services)
- Develop new business opportunities within assigned accounts, IHiS, NUHS, SingHealth, NHG groups of institutions
- Hunt for new accounts within private healthcare sector
- Engaging all levels of key stakeholders on Technology Refresh Strategy (Network, Server & Storage Infrastructure, Security, Monitoring, high performance storage, etc)
- Engaging C-Levels with relevant technology updates and activities to maintain relevancy
- Support Mid-level managers in planning and implementation – Pre RFQ/RFP preparation engagements
- Involved in various project delivery with end users together with Project Manager
- Value-based consultative selling approach.
Senior Sales Executive, ASEAN
Curvature Solutions
11.2016 - 01.2018
- Managing 60 transacting accounts in ASEAN
- Develop new business opportunities within assigned accounts
- Develop new business in ASEAN
- Engaging C-level on Technology Refresh Strategy (Network, Server & Storage Infrastructure)
- Identify key offerings to provide consultative solutions to End Users in various vertical
- Engaging various levels – C-Levels, Operation team, Engineering team of the IT department
- Value-based consultative selling approach
- Deliver company’s Go-To-Market strategy as an advisory partner.
Regional Account Manager & Asia/Pacific
International Data Corporation (IDC)
05.2013 - 10.2016
- Develop new business in Singapore and Hong Kong with a regional portfolio in Asia/Pacific
- Work closely with countries sales representatives (Korea, China, Hong Kong, Taiwan, ASEAN, ANZ) to develop product go to market strategy
- Managing monthly, quarterly and yearly product performance across Asia/Pacific
- Engage all job titles within organization including C-Levels to understand organizational challenges to propose right solutions
- Maintaining relationship with existing clients with constant touch points with analysts engagements for the key stakeholders
- Work closely with C-Level in developing their IT Strategy and planning
- Maintain relationship with existing key accounts for up-selling and cross selling opportunities
- Ensure internal collaboration with analysts and project managers.
Strategic Account Manager
Frost & Sullivan
04.2010 - 05.2013
- Managing existing accounts in Energy & Power System as well as Environmental & Building Technology industry
- New business development responsibility
- Key accounts – Schneider Electric, Philips Electronics, Toshiba, Sanyo, Vestas, AEG Power, Hitachi, Moog, Shell, ISS Facility Management, Keppel Seghers, Hyflux, among more
- Market Intelligence focus product offerings
- Customized solution for clients to derive Go-To-Market Strategy by country or by region
- Constant engagements with key stakeholders to understand gaps of clients and provide suggestive solutions to clients
- Work closely with project delivery team to ensure timely delivery of deliverables and managing both internal and external expectations.
Assistant Account Manager
Sato Asia Pacific
10.2008 - 04.2010
- Managing existing accounts in Manufacturing Industry
- Main accounts – Sony Group of companies, Precision Magnetic, Bilcare Research, PT Sat Nusa (Batam), PT TEAC (Batam), among more
- New business developments within existing set of accounts
- Identify opportunity for solution selling.
Business Owner/Sales Manager
Nippon Kikai Engineering Pte Ltd
11.2005 - 08.2008
- Company Set up
- Operation workflow planning
- New Business Development and Market Penetration
- Cost Management, Sales Management, Project Management, Customer Relationship Management, Inventory management.
Education
Bachelor of Business in Business Administration (Marketing) -
Diploma in Electronics, Computer and Communication Engineering - undefined
Skills
Relationship Management
Manages client needs and expectations throughout sales and project lifecycles
Liaise and communicate with customers at all levels to understand concerns and respond to requests for new services to help grow businesses
An excellent team player and an independent worker with excellent interpersonal skills
Highly adaptable to communicate with different work environments and cultures resulting from international work experience
Cross-Functional Collaboration
Account Retention
Sales Quota Achievement
Consultative Selling
Miscellaneousinformation
Available upon request, Three months’ notice, Negotiable
Timeline
Senior Key Account Manager - ICIS
10.2018 - Current
Account Manager, Healthcare - NEC Asia Pacific Pte Ltd
01.2018 - 10.2018
Senior Sales Executive, ASEAN - Curvature Solutions
11.2016 - 01.2018
Regional Account Manager & Asia/Pacific - International Data Corporation (IDC)
05.2013 - 10.2016
Strategic Account Manager - Frost & Sullivan
04.2010 - 05.2013
Assistant Account Manager - Sato Asia Pacific
10.2008 - 04.2010
Business Owner/Sales Manager - Nippon Kikai Engineering Pte Ltd
11.2005 - 08.2008
Singapore Institute of Management (SIM) - RMIT - Bachelor of Business in Business Administration (Marketing),
Nanyang Polytechnics - Diploma in Electronics, Computer and Communication Engineering,