Mark Tho

Digital transformation solutions and business process outsourcing services:

• Developed new go-to-market strategies for Singapore and Malaysia through evaluating market trends and competitive offerings.
• Leveraged professional networks and industry knowledge to generate new business development opportunities.
• Strengthened product branding initiatives by revamping marketing strategies to optimize outreach and lead generation.
• Negotiated contracts, pricing structures and delivery schedules.
• Developed and presented key projects to board to obtain approval.
• Reviewed financial and operational reports on regular basis to make effective decisions.

Retail operations of 12 multi category airport shops for beauty, fashion & confectionery across KLIA2 terminal (USD 40m turnover):

• Led over 150 employees across multi department verticals in Sales, Operations, Supply Chain, HR, Marketing, Category Management & Finance.
• Formulated policies and procedures to streamline operations (reduced personnel cost by 2%), while optimizing operational efficiency (increased product fulfillment from 56% to 78%).
• Developed and implemented strategies to increase sales profitability (grew gross margins by 2%).
• Developed new landlord partnerships to secure exclusive multi-category retail of 6,000 sqm at Merdeka 118, the world’s second tallest building.
• Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.

Wholesales and distribution of spirits, wine, confectionery, beauty, and fashion brands with full department P&L accountabilities (USD 30m turnover):

• Drove SEA regional distribution and export sales contribution to 43% for Asia Pacific with the highest profitability compared to Greater China and Oceania markets.
• Grew SEA regional turnover from USD 7m to USD 28m in 2 years.
• Strategized and executed tactical business plans with brand owners to obtain exclusive distribution to grow market presence in the region.
• Set up Malaysia's spirits and wine import wholesale license to enable direct route to market distribution.
• Drove key account strategies with existing clients to increase business reliance and identify potential growth opportunities.

Wholesales and distribution of spirits, wine, confectionery, beauty, and fashion brands with full department P&L accountabilities (USD 50m turnover):

• Developed commercial strategies and led external negotiations to improve existing business terms across markets for better profitability year on year.
• Retail consultancy management and resource planning to support key account requests and drive sales turnover across multiple categories.
• Set up a new department (Sales Support vertical) to drive internal operational efficiency and sales processes for the Asia Pacific region in 2021.
• Managed and cultivated a high-performing commercial sales team (13 employees) to consistently achieve sales target expectations.
• Successfully led project teams to drive new digital innovations in Asia Pacific and successfully drove/launched new digital initiatives for the organization.

Wholesales and distribution of spirits, wine, confectionery, beauty, and fashion brands in South East Asia region (USD 65m turnover):

• Established a new pricing strategy for the region across all different product categories by customer segmentation to ensure measurable profitability.
• Developed customer segmentation matrix and clear business plan to minimize unnecessary operational resources.
• Initiated key account acquisition and exclusive JV distribution partnership that supplemented Asia’s sell-through turnover by USD 55m in 2016.

Wholesales and distribution of spirits, wine, confectionery, beauty, and fashion brands in South East Asia region (USD 15m turnover):

• Oversaw and grew the B2B duty free distribution sales from USD 4m to USD 15m in 2015.
• Developed new businesses across different travel retail channels (airport, border, downtown, and airlines) within the region.
• Built key account relationships to establish long-term business growth.

Leading company specializing in technical food ingredients (stabilizers and emulsifiers):

• Regional key accounts management (Nestle, Danone, Kraft, Unilever) of technical food ingredients in the FMCG manufacturing industry.
• Initiated and led new commercial projects in multi-category B2B food applications for the region.
• Setup of Asia’s marketing department and KPIs – marketing, branding, advertising, events, public relations, and product concept innovations.
• Successfully developed and launched new product concepts for key accounts in the region and globally (winner of Kraft Foods Asia innovations challenge).
• Boosted brand awareness and generated leads while managing internal and external marketing initiatives.

Leading company specializing in functional food ingredients (prebiotic, dietary fiber, fat and sugar replacer):

• Commercial sales management of functional food ingredients in the FMCG manufacturing industry for Asia Pacific.
• Drove new business development for multi-category B2B food applications for the region.
• Managed Asia Pacific’s regional marketing budget (USD 0.5m) – marketing, branding, advertising, events, public relations, and product concept innovations.
• Developed innovative product concepts and marketing proposals for key accounts through consumer research.

Largest 24-hours convenience chain store operator throughout Malaysia (500 outlets in 2004):

• Category Management of the newly created 'In Store Services' (MYR 15m turnover) for listings across all 7 Eleven outlets in Malaysia.
• Vendor negotiations, listings/delistings, category profitability and performance management.
• Project manager for the setup and launch of in-store advertising sales to generate new additional income of over MYR 3m per annum for all outlets.
• Development of 7-Eleven private labels for key performing product categories (instant noodles, tissues and water) to increase gross margins by 7%.