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The role here excited me because I was entrusted with more responsibilities and direct report to the MD with a vision of setting a Sale Team to generate a 60M revenue for the company by the year 2011. That is an increase of 25%, comparable to year 2010.
i. Vision / Mission, Team setup and Process
Define team vision, KPI and commitment. Setup a new sales team, sales & partnership module as well as define new work flow and process. After doing some analysis on existing customer & industry profile, the sales teams are broken into 3 target industries to efficiently manage and control customer expectation. That result in new customer sales acquisition and increase sales volume b 15%.
As a people manager, my roe is to enable my team members to meet their monthly accountability, management coverage and build on other skill such as negotiation skill, relationship or coverage skills.
ii. For existing customers, up sell / cross sell of products. Build a unique position for TTC.
iii. Build Marketing Theme
As an SME, we often have the advantage of being more flexible to meet customer expectations in terms of new, customized, low volume transactions. We did Mystery Shopping, gather customer requirements and build a story of ITC vision, product line and positioning in the market to differentiate ourselves from the competitor but still able to meet customer demand.
iv. Identify business flow, process, use of automation and Business intelligence.
Does some change management by influencing the use of technology to increase sales time visit to customer, tracking of cost and control sales visibility and management. The technology worked well to help identify / track leads, opportunities and pipeline in a single dashboard report to the management. We are all now talking the same language.
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History
A local company which has been opened for the past 10 years, focusing on chemical glue used packaging, wood and other materials.
Currently, the company is expanding into the Vietnam market.
Overview
I was entrusted and assigned to take care one of the largest account in Thailand, which is the Siam Cement Group, consisting of up to 12 sub companies. The following are my role in the company:
i. For existing customers, generate continuous sales revenue to the company by up sell and cross sell of products. Also work on plan to find new market.
Siam Cement Group was one of the most difficult groups to engage as ATAC has zero presence over there. My first focus was to identify the needs and competitors presence before laying out Sales and Marketing plan to the Manager for approval to gain the necessary comment / resources.
ii. Identify key decision makers, influencer and build upon that relationship.
ATAC has a unique characteristic in its price, service and quality which is something that Siam Cement has been looking for. My focus for the past 1 has been concentrated on building a relationship before gaining and becoming a Trusted Advisor.
iii. Generate on short term and long term sales and marketing plan which helps to meet quarterly forecast & performance.
iv. To engage in strategic planning to tackle competitor and solution approach.
Proper planning allows me to spend less time to engage with customer and build on secondary plan. By engaging and influencing the right resource within the company and customers, customer gain trust and sees the value that I can provide to them in terms of short and long terms investment on ATAC Products.
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