Singapore
Senior Telecommunications Professional with extensive experience including over 15 years in senior commercial positions. Expertise in market research, installation & launch, market penetration, marketing programmes, in-service management, P&L responsibility, financial cases, communications, training, and service & sales support. Highly skilled in leadership and management. International services specialist with considerable start up experience. Strong commercial acumen combined with determination and resourcefulness with a record of delivery in pressurised environments.
Established VSAT product in Asia and pioneered initial penetration • Prepared entry plans to penetrate regional Offshore & Maritime markets • Won initial contracts worth over US$ 1,000,000 in Offshore Oil & Gas Segment in Asia Pacific • Penetrated Japanese Offshore market with flagship win • Won VSAT service contracts to penetrate Maritime market in Asia Pacific • Introduced and launched new VSAT product into the region • Developed relationships to acquire distributors in China, Hong Kong, Singapore and Indonesia • Conducted market research and prepared specific Marketing Plan for China • Created new product package to penetrate the new build vessels and yachting markets • Introduced innovative entry level product to migrate MSS customers to VSAT services • Prepared and conducted product and sales training for distribution channels
Established presence in Singapore and developed business channels • Opened Singapore office and established business base in Asia • Signed up a breakthrough first large maritime customer in Asia for US$ 3.2 million deal over 3 years • Won a landmark first US$1.2 million Oil & Gas contract in Mainland Asia for CapRock • Prepared entry plan, target markets, forecasts and budgets for Mainland Asia market penetration • Developed relationships with key accounts to win energy and maritime sales in region • Developed partnerships in SE Asia to penetrate the growing Oil & Gas market • Developed partnership with China Telecom Satellite to penetrate Oil & Gas and Maritime markets in China • Set up maritime trials to demonstrate Broadband VSAT benefits to potential customers
Developed distribution channels to increase revenue and market penetration • Installed and developed channel development function in Asia Pacific introducing processes, support materials and training to partners • Provided consultative services to channel partners for penetration of iDirect technology in Asia • Set up and facilitated marketing planning workshops for partners to prepare marketing programmes • Identified market segments, solutions and messages for channels to win additional business • Conducted product development workshops to design and specify new products for channels • Briefed and trained partners sales teams to further penetrate the market with iDirect products and solutions. Developed briefing materials to conduct training. • Prepared sales tools and collaterals for partners’ sales teams to take to market
Started My Own Telecoms Consultancy Business Client: CAST Asia Pacific Pte Ltd - Singapore Start Up of UK Mobile Applications Provider Developed entry strategy, commercial proposition and support processes for Location Based Services (LBS) • Conducted market research and produced the initial entry strategy, marketing plan and revenue forecasts. Identified initial prospects and built relationships to develop business. • Took control of stalled conceptual discussions with first prospect and within six months prepared and submitted proposal. • Turned concept into a commercial offer with pricing, marketing & service support, billing, T&Cs etc. • Prepared revenue forecast of demand and business case for Singapore market • Developed sales tools including presentations, collaterals, briefing documents and branding. Clients: Maxis Communications Berhad – Fully Licensed Operator in Malaysia and Licensed Millicom Lao Co Ltd - Mobile Operator in Laos Developed strategy, financial cases and product definitions for new services in two short term projects • Prepared Sales & Marketing Plan to generate over RM 300 millions revenue in five years for Maxis. • Produced the business case and product definitions for Hosted IP Voice and MPLS VPN at Maxis. • Produced price and discount structures, SLGs and service performance measurements. • Advised on organisation and skills of sales team for new services. Introduced concept of structured sales to engage customers at CEO, CFO, CIO as well as working levels. • Wrote the business case and financial appraisal for the launch of international services at Millicom. • Prepared robust forecasts of demand, revenue and projected P&L. • Devised the market entry and pricing strategies. • Advised on setting up international services and negotiated with international partners.
Developed business and sold services in private company start up in South East Asia. • Brought in over US$ 20 millions revenue per annum for three years. Established Singapore office as the regional contact point and developed locally based sales and customer service operations. • Identified and prospected new customers to support Intelsat’s growth and new strategic direction. Penetrated regional cellular, ISP and new entrant telecommunications markets with new solutions. • Introduced Intelsat’s new broadband, internet, broadcast and IP services to the SE Asian market. • Ran customer training, seminars, briefings and events. Developed customer support agreements with regional partners to strengthen Intelsat’s local capabilities. • Led privatisation programme in region. Guided and advised customers on options, benefits and implications. Negotiated customer contracts from signatory status to commercial terms. • Introduced price changes, discounts, promotional incentives and equipment loan scheme to SE Asia. • Adapted and implemented marketing programmes, communications, advertising and literature to suit SE Asian market. Repositioned product features and targeting for the local environment.