Singapore
An experienced commercial leader in B2B with strong networks within Asia Pacific. Proven track record of delivering exceptional new business growth through networks and via team. As Sales leader, a proven track record of wins, business growth and talent acquisition and development, with extensive knowledge in aviation and oil & gas sector. Recognized leader and effective operator within the core industries, including account and market management, new business prospecting and development, senior level engagement and negotiation, developing and leading a highly effective sales team and establishing new sales and distribution channels and nurturing long-term partnerships. Proven commercial leader with 20+ years of B2B experience.
Regional business manager for Asia Pacific, Indian subcon & the Middle East regions for Eastman Aviation Solutions, including Eastman aviation turbine lubricants and Skydrol aviation hydraulic fluids; responsible for financial performance of assigned territory; key account management and delivery of new business targets in line with global strategy; actively managed the development and performance management of 3rd parties which included distributors, resellers and commissioning agents; integrated the turbine oil (BP) and hydraulic fluid (Solutia) businesses within region and assumed technical sales and support for the combined business.
Primary lead for Asia Pacific region for Castrol Offshore (lubricants/fluids sales to Oil & Gas sector); responsible for financial performance and delivery of sales targets, key account management and business development within Asia; led a team of six sales managers and two engineers; developed new organization for Offshore team to enable double-digit growth; region was split into North and South Asia to accelerate growth of two distinct territories.
Regional business lead for Asia & Pacific region, encompassing South-East Asia, North Asia, Greater China, Australasia, India and Middle East regions for BP Turbo Oils (BPTO); responsible for financial performance and delivery of sales targets, key account management and business development within Asia & Pacific; developing and driving business strategy in Asia Pacific, including business segmentation, marketing, strategy-refreshes, organisational optimisation.
Responsible for financial performance and delivery of sales targets, key account management and business development for BP Turbo Oils (BPTO); supporting the development of a region-specific business strategy, including business segmentation, marketing, acquisition targets and criteria for their selection; establishing business processes, partnerships e.g. distributors and agents, internal service level agreements to ensure business continuity following acquisition from Exxon in 2001.
Key account management for major airlines within Asia, such as Japan Airlines, Air China, China Southern, China Eastern and Garuda and market manager for hub airports in Asia; as market manager, responsible for providing offers to visiting airlines through supply partnership with local refiners; closely involved in exit strategy of a hub airport and regional supply coordinator i.e. fuel replenishment between refinery and airport storage; developed a strong understanding of fuel sales fundamentals, including tender processes, pricing fundamentals, supply economics and operations, building customer relationships and deep understanding of back-end processes such as invoicing and collections.
Provided technical services and support to assigned engines and accessories, including PW4000’s, JT9D’s and PW901 APU’s; worked closely with Line and Base maintenance to monitor engine performance and troubleshoot events. Liaised closely with engine OEM’s to ensure appropriate levels of support.