WEE KHIAN CHIA
Head Of Distribution
Summary
A creative and dynamic, results-driven sales leader with over 18 years of achievement and success in both the manufacturing and distribution businesses; generating increased revenue in highly competes with dynamic leadership skills and relationship management.
Design, craft and solution-zing business needs to focus customer within the region. Assisting and helping customer increasing the understanding of total cost of ownership (TCO) and reducing redundancy cost.
Strategic Business Development skills including 10 years of experience in Distribution management covering various industries, like Data Centre, Power, 0ffshore, Oil & Gas, Semiconductors/Electronics, Aviation, Transportation and General industries.
Strong analytical skills on identifying total available market (TAM) with strategic key account plan market share penetration. Experienced in handling both Channel and direct end users go-to-market (GTM) with strategic development plan to provide customer with consultative one stop solution.
Overview
18
18
years of professional experience
12
12
years of post-secondary education
Work History
Head of Key Accounts - Distribution
Hoppecke Asia Pacific Pte Ltd
08.2024 - Current
- Management of Distribution clientele within APAC (S.E.A, Indo-China, North Asia, Sub-India & ANZ) Focus in S.E.A, Korea, Taiwan, ANZ
- Identify, Design and implement Go-to-market strategies with selected partners within specific industries within the countries.
- Manage, supervises and training of partners to ensure up-to-date knowledge and tools.
- Determines annual business unit gross-profit plans by implementing marketing strategies, analyzing trends and results.
- Plan and participate in industry focus events like Data Centre World(DCW), Inter Battery Korea to stay intact the power market eco-system.
- Align and maintain global initiatives, pricing and strategy with Headquarters.
- Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories and projecting expected sales volumes and profit for existing and new projects.
- Maintains sales volume by tracking changing trends, economic indicators, competitors and supply and demand.
Regional Sales Director – S.E.A
Flytronics Pte Ltd
12.2023 - 07.2024
- Form and lead a sales team, creating and executing the overall sales and business development plan across South East Asia
- Developing and managing strategic partnerships across the region
- Hands on management of the end-to-end sales cycle, including lead generation, managing live accounts
- Developing sales strategies using your local market expertise to maximize go-to-market resources and execute against relevant opportunities
- Managing the new accounts to maximize revenue through cross and up selling opportunities
- Providing timely reports to the management team regarding performance, sales activity, account management and strategy, as well as advise on local industry trends
- Effectively communicate the needs of the market and customers to the team and design the appropriate business solution to support them.
Sales Director - SG
Future Electronics
01.2022 - 10.2023
- Responsible for setting and meeting annual budgets for the branch
- Responsible for the overall profitability and sales targets of the branch
- Responsible for recruiting and staffing for the branch sales team
- Provide leadership to sales team, empowering them for further career development
- Manage and develop group(s) of local field sales force
- Implement sales strategies set by management, review, develop and execute sales strategies to focus customers.
- Assign sales account and quota/target for the sales force
- Designing and implementing short-, medium- and long-term commercial plans to effectively maintain and grow the business across branch level.
- Coordinate with Global / Regional account management team ensuring global / regional strategic planning is given the necessary modifications to align with local markets.
- Understanding local markers and provide sound advice that is in line with changing market conditions for future commercial growth.
- Deliver KPI requirements to regional and local leaders and provided support in achieving key goals.
Sales Director - Key Account Management APAC
Hoppecke Asia Pacific Pte Ltd
07.2019 - 12.2021
- Management of Key Accounts within APAC (S.E.A, Indo-China, North Asia, Sub-India & ANZ) Design and implement KAM strategic plans within the region
- Manage, supervises and training of regional sales managers.
- Determines annual business unit gross-profit plans by implementing marketing strategies, analyzing trends and results.
- Align and maintain global initiatives, pricing and strategy with Headquarters.
- Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories and projecting expected sales volumes and profit for existing and new products (NPI).
- Maintains sales volume by tracking changing trends, economic indicators, competitors and supply and demand.
Market Segment Manager APAC – Industry & Rail Infrastructure
Hoppecke Asia Pacific Pte Ltd
02.2015 - 06.2019
- Management of Market Segment Industry & Rail Infrastructure across Asia Pacific Region – exclude China, Hong Kong, India and Japan. And spearheading market strategy in respective countries, leveraging on Framework agreement and contract management.
- Channel management in identifying, creating and managing channel partners across the region.
- Management of budget and P&L within market segment Industry & Rail Infrastructure.
- Identifying Critical mission requirements with Client to derive the execution budget for targeted annum sales revenue (ROI), both order income and delivery invoice accordingly to sales forecast.
- Managing customer within the Asia Pacific Region through Direct End Users (Owners), EPCs, OEMs, System Integrators and Consultants.
- Recommend strategies to integrate into local regional marketing plans and Key partnership planning and business review regularly with System OEMs on both new and replacement projects.
- Understanding of customer procurement procedure and qualification into customer approved vendor list (AVL) Act as the bridge of communication to bridge and relate customer requirements to cross-functional team.
- Head development and execution process of ethnic and other main focused marketing plans to reach vital customer segments.
- Project: Singapore - Thomson East Coast Line – UPS & Battery Package via Main Con – Guthrie & UPS – Huawei
- Project: Malaysia - KVMRT Line 2 – PSDS Package via Borri – Colas Rail (Pestech)
- Project: Taiwan – Taichung MRT – Schneider UPS & Battery Package via distribution – CTCI (ASI)
- Project: Indonesia – LRT JABODETABEK – Rolling Stock via local partner – OEM PT Inka
- Project: Indonesia – PT Pertamina
- Project: Macau MRT & Ho Chi Minh Metro – UPS package via AEG
- Project: Petronas Retrofitting projects
Sales Account Manager
RS Components Pte Ltd
04.2014 - 01.2015
- Project Management & Cross Functional Leadership
- Under the Maritime Cell Project, to case study 5-10 customers in generally offshore and maritime industries with potential business revenue of SGD5 million per annum.
- Responsible to identify business opportunities, requirements and success criteria including documentation which act as sharing and training material for the local sales team.
- Change management coordination
- Nominated by management to represent sales team in the “My Voice” Focus group to gather inputs by functional level to help improve engagement and processes within the organization.
- Nominated by management as senior to guide and site coach new field sales on both business and value proposition.
Senior Sales Engineer
RS Components Pte Ltd
04.2012 - 03.2014
- Team Management
- Responsible to support local sales team to identify and qualifying prospect E-Commerce customers to acquire seamless transaction experience.
- In charge of Funneling of E-commerce adoption and pipeline with timeline measurement.
- Appointed as SAP Support (Sales) to China Team (Guangzhou) during the pre-implementation stage for the period December 2013.
- Successfully completed the E-solution training and acquired Certificate of Excellence in November 2013 to be Trainer for Sales Team.
- Sales Driver initiation for Large Project List to help the local sales team identify, penetrate and capture “top line” opportunities.
- Successfully completed the E-solution training in November 2013 to be Trainer for Sales Team and rolled out E- Application Training to the local sales team.
Sales Engineer
RS Components Pte Ltd
04.2010 - 03.2012
- Corporate Account Management & Business Development
- Involvement in Corporate Accounts Contracting – Framework Agreement like detailed Account Development Planning and Activities to align and endorsed by Area Sales Manager and Corporate Account Manager.
- Identification of regular part list for FPA – fixed pricing agreement.
- Bi-quarterly business review and alignment with Corporate Account Manager on areas of opportunities and service level improvement plan to help create a more valued added support back to the customer.
Senior Telesales Consultant – EDP
RS Components Pte Ltd
04.2009 - 03.2010
- Managed Education and Electronic Segment for the period April 2008 to March 2010, comparison of SGD1million to SGD1.3milllion, and 30% sales growth.
- Responsibilities would include: Support Corporate, Key, and Standard and New Business development in the geography.
- Use financial and customer data to analyze and plan effective territory coverage to exceed territory sales/growth targets.
- Maintain accurate and up-to-date data within the JDE system Support Marketing campaigns to drive activity and sales.
- Generate, follow up and convert profitable quotations to return of investment (ROI) Sales Presentation and Road show initiative.
- Actively participate and tender potential requirements through customer Portal.
Telesales Consultant – MRO Team
RS Components Pte Ltd
05.2007 - 03.2009
- Responsibilities would include: Achieve required KPMs, including outbound call numbers and time and other identified metrics.
- Support Corporate, Key, and Standard and New Business development in the geography.
- Use financial and customer data to analyze and plan effective territory coverage to exceed territory sales/growth targets.
- Maintain accurate and up-to-date data within the JDE system Support Marketing campaigns to drive activity and sales.
- Generate, follow up and convert profitable quotations to return of investment (ROI) Sales Presentation and Road show initiative.
Education
Diploma - Multimedia Art
Lasalle-SIA College of the Arts
01.2000 - 01.2002
GCE ‘N’ & ‘O’ Levels - undefined
Yuan Ching Secondary School
01.1994 - 01.1999
PSLE - undefined
Merlimau Primary School
01.1988 - 01.1993
Skills
- Key account management
- Business development
- People Management
Career Overview
A creative and dynamic, results-driven sales leader with over 18 years of achievement and success in both the manufacturing and distribution businesses; generating increased revenue in highly competes with dynamic leadership skills and relationship management. Experienced in management of both Project and maintenance, repair and operation (MRO) needs of client and streamlining commodities supply in form of contract framework. Design, craft and solution-zing business needs to focus customer within the region. Assisting and helping customer increasing the understanding of total cost of ownership (TCO) and reducing redundancy cost. Accomplished Sales & Campaign leader and initiator of collaborative ventures, with excellent organizational skills who provides business insights and best sharing experience to the team. Strategic Business Development skills including 10 years of experience in Distribution management covering various industries, like Data Centre, Power, Offshore, Oil & Gas, Semiconductors/Electronics, Aviation, Transportation and General industries. Experience in crafting and managing market segment and multi-product strategic plans to drive revenue and market share through selected distributors and end users across region. Strong analytical skills on identifying total available market (TAM) with strategic key account plan market share penetration. Experienced in handling both Channel and direct end users go-to-market (GTM) with strategic development plan to provide customer with consultative one stop solution.
Other Professional Courses
- APPCOM (Sales Skills Training) – Similar to SPIN Training, 12/01/07
- Account Development Strategies Certification by Achieve Global, 09/01/08
- Leading Your Team Workshop, 07/01/13
- SAP Facilitator Certification, 05/01/13
- SAP Learning Partner (Trainer) Certification, 05/01/13
- Introduction to Coaching Workshop, 07/01/13
- Developing Self Awareness Workshop, 07/01/13
- Effective Feedback Workshop, 07/01/13
- Fluke Level 1 Certification, 04/01/10
- Japanese Language Course Certified – Elementary I, 10/01/09
- Certificate of Excellence – E-Solution, 11/01/13
- Dealing with Difficult Situation, 09/01/13
- Battery Training – Reserve Power, 06/01/15
- Data Center Practitioner by DCProfessional Development, 11/01/15
- Content Marketing Strategy - ASK Training, 09/01/20
- Mastering Sales by Kellogg School of Management, 11/01/20 to 03/31/21
Voluntary Works
- Grassroot Leader, 07/01/16 - Present
- MCST, 03/01/21 - Present
Other Spoken Languages
Hokkien
Personal Information
- Age: 44
- Nationality: Singapore Citizen
- Driving License: Class 3
Timeline
Head of Key Accounts - Distribution
Hoppecke Asia Pacific Pte Ltd
08.2024 - Current
Regional Sales Director – S.E.A
Flytronics Pte Ltd
12.2023 - 07.2024
Sales Director - SG
Future Electronics
01.2022 - 10.2023
Sales Director - Key Account Management APAC
Hoppecke Asia Pacific Pte Ltd
07.2019 - 12.2021
Market Segment Manager APAC – Industry & Rail Infrastructure
Hoppecke Asia Pacific Pte Ltd
02.2015 - 06.2019
Sales Account Manager
RS Components Pte Ltd
04.2014 - 01.2015
Senior Sales Engineer
RS Components Pte Ltd
04.2012 - 03.2014
Sales Engineer
RS Components Pte Ltd
04.2010 - 03.2012
Senior Telesales Consultant – EDP
RS Components Pte Ltd
04.2009 - 03.2010
Telesales Consultant – MRO Team
RS Components Pte Ltd
05.2007 - 03.2009
Diploma - Multimedia Art
Lasalle-SIA College of the Arts
01.2000 - 01.2002
GCE ‘N’ & ‘O’ Levels - undefined
Yuan Ching Secondary School
01.1994 - 01.1999
PSLE - undefined
Merlimau Primary School
01.1988 - 01.1993
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