Experience

• 

  Shell

  • Learning Solutions Advisor Commercial (Global)

    • Oct 2021 - Present

  • Vehicle Care Product Category Manager - Asia

    • Mar 2020 - Sep 2021

    • Lead the successful implementation of scalable initiatives, programs and campaigns within the specified marketing budget.• Assume a ONE TEAM approach, forming strong partnerships with Global and local stakeholders to identify relevant opportunities to synergize Marketing, Training, Category management, Pricing strategies and Route to Market.• Accelerate growth of Shell branded Car Care category in Asia, ensuring a successful launch of Shell’s new car care portfolio across multiple Asia markets, manage 4Ps with particular focus on product portfolio, pricing, promotions and store execution.• Ensure competitive supply, distribution, product quality assurance by working closely with Supply Chain, Procurement, and Global vendors.• Leverage existing best in class practices across markets.• Support market delivery; closely monitor business performances and engage local teams to drive actions to address performance issues.

  • Indirect Channel Excellence Manager

    • Oct 2018 - Feb 2020

    • Led the Route-To-Market (RTM) Strategy Development, by ensuring that global processes and standards are localised during the development stage in preparation for implementation.• Led prioritisation of network planning and implementation programme including recommending, validating and endorsing changes in the network needed to meet plan and mitigate risks.• Supported, coached, and developed sales teams’ capability with training programs and capability assessment.• Implemented new ways of working internally and externally, through data driven performance conversations.• Proactively reviewed and proposed solutions to cross channel conflicts or risks.

• 

  BP

  • United Kingdom
  • Oil and Gas
  • 700 & Above Employee

  • Distributor Development Manager

    • Jan 2017 - Oct 2018

    • Delivered growth strategy through effective Distributor Management, standarisation of business plan, timely business reviews, and SMART action plans with monthly follow-ups.• Monitored distributors' profitability through ROI calculations and management of working capital.• Ensured a robust and transparent distributor appointment and termination process is in place. • Ensured distributors’ Code of Conduct is embedded in ways of working; including license to operate ﴾e.g. PDA license ﴿ and valid Distributor Contract. Conduct Ethics & Compliance training for all distributors as part of license to operate.• Objectively assessed distributor sales force competencies and capabilities and take actions to close gaps.• Supported and drive projects which impact distributor business and improve performance (e.g Customer charter, Distributor Management Program).• Management of change ‐ ensured that the customer transfer process is in place, and support the transfer process following sales reorganization.• Implemented area operating standards to sales teams to achieve World Class Sales Teams.• Managed team to support business systems to ensure data integrity necessary to make business decisions.

  • Business Support and Capability Manager

    • Jul 2013 - Dec 2016

    • Developed and provided learning solutions, knowledge and processes for the sales organisation, required to become and remain a World Class Customer Management Organisation. Developed training and development plan to grow and improve the value selling and technical skills in direct and indirect sales teams, through a performance-based culture.• Developed capability and provided knowledge and processes for distributors' growth toward becoming Ambassador Distributors.• Delivered growth strategy through effective Distributor Management, Route-To-Market planning and implementation, KPI management and embedding World Class Customer Management culture in direct and indirect sales teams.• Implemented Ways of working and coached direct and indirect sales teams as part of continuous improvement initiatives.• Supported and managed business systems and sales tools to ensure data integrity to make business decisions, by ensuring all business support systems and sales tools are functioning to meet business requirements.• Key Accounts Management - training for key accounts team and monitor that all key account plans are in completed and reviewed.• Conducted Coaching training for all managers and sales teams. Coaching plans for all sales persons in place and reviewed periodically.

  • Business Support Manager

    • Mar 2010 - Jul 2013

    • Managed sales and marketing spending according to policy and within budget.• Achieved primary and secondary sales targets ﴾sell-in, sellout and stockholding, distribution, for all product categories﴿, through effective channel development and support.• Successfully planned, implemented, and tracked distributor sales incentive plans.• Implemented collaborative distributor business plan and business review processes.• Planned, coordinated and implemented all channel activities according to channel plan.• Initiated, delivered and influenced the benefits of sales tools.• Introduced ways of working for all sales channels.

  • Customer Management Executive

    • Aug 2005 - Mar 2010

    • Planned and implemented business systems tools to support effective distributor management.• Data analysis and on-time reporting for effective business planning and collaborative business reviews.• Trainer for Persuasive Selling program in English and Mandarin. Delivered sales and business systems training.• Coordinated Route-to-Market (RTM) studies and post-RTM implementation analysis to measure effectiveness.• Introduced, influenced and increased utilization of secondary sales data.• Implemented Customer Relationship Management ﴾CRM﴿ programme.

  • Sales Executive

    • Apr 2002 - Aug 2005

    Planned and executed all sales activities to achieve sales plans.