VALERY SIEW
Singapore,520388
Summary
Qualified professional with 16+ years of experience in IT Manufacturing, Telecommunication and Mobile Money Industry specializing in Sales Support, Product & Pricing Management, Sales Operations and Business Analysis. Strong experience in optimizing sales processes, maximizing sales and profitability. Detail-oriented, data driven with very strong analytical skills in achieving business metrics and target. Highly organized, independent, able to prioritize tasks and work under pressure in a fast pace environment. Excellent communication skills and ability to interact at all levels of the organization, constantly operates as a focal point for multiple parties including Sales Teams, Sales Operation & Supply Chain, Suppliers, Pricing Team Members and Senior Management from diverse cultures to provide overall direction & analysis to achieve business objectives. Also adept in Pre & Post-Sales support work.
Overview
3
3
Languages
5
5
Certifications
13
13
years of professional experience
Work History
HPE Financial Services, HPEFS
- It is an asset management company offering broad range of financial services and asset management capabilities enabling customers worldwide to acquire complete IT solutions including hardware, software, and services.
- Responsibilities:.
- Provide pricing proposal (RFI/RFP), rate card, lease structuring expertise and pricing support to sales team on new and existing customer deals/opportunities.
- Engage with senior leadership team to develop pricing strategies and tactics, defining pricing approach to maximize profitable growth.
- Provide value proposition, design, and implement commercial strategies to enhance profitability, overseeing price position, financial structuring, deal shaping and qualification activities.
- Partner with sales in pricing negotiation and value proposition to customer.
- Provide insightful report and information on sales cycle, forecasted deals, revenue, and pricing results to sales on monthly and quarterly basis through data manipulation and analytics.
- Leading cross-functional initiatives to transform and streamline processes to drive productivity improvement by implementing best practices, process, and reporting.
- Driving operational efficiencies by automating and improving processes, tools, and dashboards.
- Define, monitor, and analyze program metrics, targets and strategic imperatives based on company’s direction and annual planning as well as structure and/or review the cost models to achieve the most competitive price Accomplishments:.
- Successfully lead pricing request migration to SalesForce.com.
- Initiated creation of share point, drafted training guides and establish processes for new pricing and sales team members.
- Lead ad-hoc projects – Revenue and pricing dashboard and Pricing Tools improvement program.
- Provided pricing solutions for multiple winning bids worth over USD 25M and successfully secured run rate and newly acquired customers businesses for APJ from FY17 to date.
- Developed programs offering for “Graphic Solution Business (GSB) Structured Pricing”, “HP 0% Interest Promotion”, “HPE 0% Interest Promotion” and “Payment Relief Program & Payment Deferral Programs” in APJ to drive sales and create new business opportunity with new and existing customer.
Pricing Specialist
Hewlett-Packard Enterprise Financial Services
11.2016 - Current
- Hewlett-Packard Enterprise (HPE) is the industry leading technology company specialized in cloud to data center to workplace applications, technology, and services to help customers around the world to enable IT efficiency and productivity.
Business Planning Manager
Hewlett-Packard
09.2015 - 11.2016
- (HP) is the world's leading PC manufacturer specialized in developing and manufacturing computers, data storage, printers, designing software and delivering services Responsibilities:.
- Involve in regional pricing execution and implementation for Print Long Life Consumables, Print Accessories, Print & PC Parts.
- Collaborate with regional and worldwide pricing analysts to drive pricing performance, planning and implementation ensuring effective pricing execution and compliances.
- Provide expert direction and guidance to process improvements and establishment of pricing policies.
- Analyze and develop pricing solutions to drive business improvements delivering measurable P&L improvements.
- Develop pricing strategies in collaboration with key stake holders to formulate successful strategies.
- Perform timely regional pricing reviews based on products and parts life cycle and supply and demand.
- Drive pricing policies and strategies relative to cost and currency trends.
- Quarterly Business Review (QBR) on sales and profitability to senior management team Accomplishments:.
- Provided pricing for winning bids worth more than USD 1.5M and successfully secured long term trade part deals for Australia Education Sector for FY16 to FY18.
- Introduced “Bulk Part” Program in APJ to drive down overall handling cost and demand for these parts increased by more than 250%.
- Assisted Sales in winning multiple big deals ranged from USD 200k to USD 600k per order in APJ.
- Overachieved sales target for Japan by 114% and margin dollar exceedingly by 122% in FY16.
- Aligned Hardware Accessories (PL65) pricing against trade part (PLUD) to mitigate risk of market cannibalization.
- Created processes and structured for pricing governance across APJ and regionally to ensure pricing optimization.
- Re-evaluated pricing position for HP top print and personal computer spare parts to compete with refurbished and counterfeit market.
Pricing Manager
DT One – Singapore
11.2012 - 09.2015
- DT One is a leading provider of International Airtime & Value Remittances with a network of over 350 receiving Mobile Operators in 100+ countries.
- The company provides Mobile, Web, POS, and white label solutions for Mobile Network Operators, MVNO's, Financial Institutions and Money Transfer Operators across six continents Responsibilities:.
- Primarily responsible for providing overall strategic global pricing structure for the company by analyzing market trends and global competition.
- Managing and directed pricing team to:.
- Provided timely pricing report and additional ad-hoc pricing support for sales team.
- Performed periodic review of price list, conduct business & market trend analysis, monitoring currency fluctuation, transfer validations, cost price changes.
- Recommended changes to align price list to prevailing market conditions.
- Collated market intelligence on competitor to improve existing product offer and create effectively “placed” pricing structure.
- Managed launch of new operators, promotional campaigns, and products.
- Generated Margin Monitoring reports and analyze them to ensure targeted sales objectives are met.
- Worked closely with Suppliers & Partners to enhance product offering and optimize product costing, at the same time constantly sourcing for better offers for cost improvements.
- Collaborated with Sales Team to understand actual market conditions & gather product feedback, to effectively create suitable pricing strategies.
- Focal point of communication between Pricing Team members, Suppliers, Sales Teams, and Senior Management to ensure overall business objectives are achieved Accomplishments:.
- Successfully built and trained the Pricing Team from scratch, leading the team to function up to & exceeding management’s requirements.
- Provided key analysis reports on global competition and market trends, resulting in the formulation of effective Sales direction / strategies leading to strong sales growth of 16% in 2013 & 18% in 2014.
- Collaborated with the Sales Team to set up a system that identifies and mitigates potential revenue leaks, leading to substantial growth of 5% in 2013 & 2014 on existing customers for the company.
- Successfully regained 25% of lost customers by resolving pricing issues and re-offering competitive pricing.
- Delivered a 30% turnover growth within 3 months in a stagnant market by initiating Promotional Campaigns with Key Clients.
- Effectively restructured key SMS destinations cost with SMS aggregators to minimize messaging services cost by 40% in a year by introducing new aggregators to generate competition among service providers mBlox (now Sinch.
Costing & Pricing Analyst
Sybase
09.2011 - 11.2012
- MBlox is the world’s largest independent application-to-person (A2P) mobile messaging provider, offering carrier-based and over-the-top (OTT) mobile messaging services via Smartphone mobile applications Responsibilities:.
- Mainly responsible for sourcing for routes, performing SMS quality and reach testing to global destinations, ensuring optimal cost level and 99% interconnectivity up-time.
- Conducted Cost and Quality of Service (QoS) analysis to enhance product offering, optimize product costing, at the same time constantly sourcing for better offers for cost and quality improvements.
- Worked closely with.
- Suppliers & Partners to identify strategic and long-term suppliers pertaining to reselling businesses.
- Network Operations team to oversee and manage complete test cycle of new suppliers.
- Customer Support team to resolve clients & aggregators issues pertaining to business and operational requirements.
- Responsible for tracking and reporting on the progress of new mobile operators, products, and aggregators development cycle from new integration to final customer launch.
- Proposed sales team with quality routes which fits customer’s price range and specific requirements Accomplishments:.
- Distinguished for meeting margin targets in adverse market conditions and enhanced quality of service by implementing route-testing system to identify problematic routes and eliminate loss of revenue by 50%.
- Minimized number of poor-quality aggregators and time spent on technically integrating non-productive routes, decreased average completion time of 8 weeks to 3 weeks by implementing new processes (route incubation period and supplier on-boarding procedure).
- Constructed and designed MS Access database solution accessible by multiple teams to monitor and follow-up on route issues escalated by client support, customer, and network operation center.
- Reduced live routing time from 5 days to 24 hours by setting up route testing system.
- Implemented process improvements and system automation leading to elimination of human errors in supplier cost management, 365 (now Sinch.
Costing & Pricing Analyst
Sybase
02.2008 - 08.2011
- 365 is a global leader offering widest selection of mobile messaging interoperability, end-to-end mobile commerce solutions, innovative mCRM, mobile marketing and content delivery services to mobile operators, financial institutions, and enterprises Responsibilities:.
- Primarily responsible for maintaining and providing strategic cost structure for the company’s global A2P and P2P Products, accountable in ensuring balance traffic on P2P routes between messaging partners (Bill & Keep Model).
- Worked closely with.
- Suppliers & Partners to enhance product offering and optimize product costing, at the same time constantly sourcing for better offers for cost and coverage improvements.
- Network Operations team to oversee and manage complete test cycle of new suppliers.
- Customer Support team to resolve clients & aggregators issues pertaining to business and operational requirements.
- Responsible for tracking and reporting on the progress of new mobile operators, products, and aggregators development cycle from integration to final launch.
- Generated & analyzed “Margin Analysis” and prepared “Competitor Intelligence Report” to ensure targeted sales objectives are met and identify area of improvement on existing product offers.
- Proposed to sales team quality products/routes that fits customer’s price range and specific requirements.
- Interacted with clients pertaining to implementation & deliverables of international SMS services for global mobile operators, Enhanced application-to-peer traffic margin by 15% using cheapest high-quality routes towards multiple destinations based on customer requirements by implementing least cost routing (LCR).
- Distinguished for enhancing peer-to-peer traffic by 25% in 2 years by integrating new destinations like Saudi Arabia, Pakistan and South Africa currently not offered by partners (BICS, TIS, Syniverse) in collaboration with hub partners.
- Successfully developed MS Access system to evaluate/ identify destinations with traffic downtrend and regain lost traffic from major customers.
- Collaborated with 700+ operators across 4 peering partners on 2-way messages traffic maintaining consistent revenue growth.
Education
Bachelor (BSc) - Information Technology (Information System Engineering
Multimedia University
Skills
Campaign development
undefinedCertification
Microsoft Advance Courses - Access and Excel
Accomplishments
- Supervised team of [Number] staff members.
Timeline
Pricing Specialist
Hewlett-Packard Enterprise Financial Services
11.2016 - Current
Business Planning Manager
Hewlett-Packard
09.2015 - 11.2016
Pricing Manager
DT One – Singapore
11.2012 - 09.2015
Costing & Pricing Analyst
Sybase
09.2011 - 11.2012
Costing & Pricing Analyst
Sybase
02.2008 - 08.2011
Bachelor (BSc) - Information Technology (Information System Engineering
Multimedia University
HPE Financial Services, HPEFS
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