kirby poh - resume

SUMMARY

Entrepreneurial, results-driven, and action-oriented leader

focused on achieving exceptional results in highly competitive

and constantly changing environments that demand continuous

improvement. Experienced in business development, solution

selling, client management, and building relationships with a

network of stakeholders to reach company and revenue goals.

Managed a team of 30 across Singapore, Malaysia, and Vietnam.

Areas of expertise:

> P&L responsibility > General management > Business and market

development > Solution selling

> Account management > Small and medium

enterprise (SME) market segment

> Southeast Asia exposure

EXPERIENCE

June 1999 August 2015

SOFTWARE EXCHANGE (SINGAPORE) PTE LTD

- IT services provider

Director

Sales Strategising

> The company was built on expertise in selling software

products, however gross margin had dwindled over the years

due to intensified competition and changing market dynamics.

I initiated a drastic switch to a business model centred on IT

services in 2012. As a result, years of retreating gross margin

trend reversed (margin increased from 8% to 26% after 3

years), and the company returned to profitability after a string

of losses.

> Steered the company towards expanding the IT support and

maintenance services customer base aggressively. Doing so

helped smoothen annual revenue fluctuations, and increase

product sales and profit margin. Where IT resellers of similar

size have 5 10 support customers, we have close to 50

contributing to approximately 20% of revenue.

> Constantly monitor IT industry trends (e.g. cloud computing)

and evolving customer needs so as to identify new revenue

and opportunities.

Poh Kirby Seeking a role in

> Business development

> Corporate sales

> Regional sales

> Sales management

+65 8388 9589

kirbypoh@gmail.com

https://sg.linkedin.com/in/

kirbypoh

CONTACT

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Hunter Mode

> Came up with new ways to generate demand so that I

wouldnt be deemed competing with the existing sales team

for leads. 1 of them was sending sales e-mails to companies

posting recruitment ads in daily newspapers and job portals.

> Also created a microsite (www.it-support.com.sg), and wrote

contents for electronic direct mails (eDM) and online ads (in

Google AdWords and Facebook) to gather sales leads.

Considering therere more than 500 IT services companies in

Singapore, I received 2 3 calls daily from companies we

hadnt dealt with before.

> Established and maintained relationships with individuals from

complementary businesses so as to obtain sales referrals from

them.

> Achieved or exceeded sales targets that were 50% higher than

industry average.

> My project opportunity-to-sale conversion rate was about 70%

realised by following the selling process Id developed.

> Sought after by SME clients for advice on IT infrastructure

improvements and evaluation of business management

software that support their business growth.

Sales Management

> Set sales goals, devised sales remuneration and incentive

plans, and provided coaching to the sales team; evangelised

the use of an online customer relationship management (CRM)

system for them to track sales pipeline and revenue.

> Pushed the sales and service delivery teams to focus on the

customer. The outcome: We received regular compliments

and business referrals from our clients; annual IT support

outsourcing customer attrition rate is merely 5%.

> Developed and wrote a set of training materials on How to

Sell to SMEs. Personally trained new sales persons in the

regional offices on business-to-business sales and account

management techniques. As a result, weve been able to

shorten the learning curve of a sales person new to IT sales by

3 4 months.

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Awards Won by Software Exchange

2002 2003 2003 2005 2007 2008 2010

Macromedia Top Reseller Adobe Outstanding Sales Performance Symantec Top Silver Partner Microsoft Top Value Added Reseller

2012 2012 2013

Autodesk Top iVAR Symantec Top SMB Partner Symantec Top Performance Partner (Commercial)

June 1995 May 1998

DRAGON CITY HOLDINGS (SINGAPORE) PTE LTD

- Chinese restaurant chain operator

Assistant Corporate Developments Manager

Project Management

> Project manager for a Chinese vegetarian restaurant (Dragon

Park Vegetarian Restaurant) setup and a conference rooms to

private banquet halls conversion (at Dragon City Szechuan

Restaurant). Even though the deadlines set were deemed

unachievable by the building owners, these projects were

completed ahead of schedule.

> 1 of 4 key persons involved in setting up a Chinese restaurant

(Dragon City Chinese Restaurant (Malaysia)) in Kuala Lumpur,

Malaysia. Id dealt with local bankers, government agencies,

mechanical and electrical engineers, renovation contractors,

and other vendors.

Franchise System Development

> Worked with a franchise consultant to develop the companys

franchise system. The system was to be used as a basis for

setting up new establishments either self-owned or through

the recruitment of franchisees to fuel the companys growth

plans.

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EDUCATION

1992 - 1995

NANYANG TECHNOLOGICAL UNIVERSITY

Bachelors Degree

> Bachelor of Business, Marketing

PERSONAL TRAITS (AS TOLD BY OTHERS)

> Sincere, respectful, empathetic

> Trustworthy

> Listens attentively, communicates effectively (verbally and in

writing)

> Strategic focused, win-win mindset

> Self-driven in achieving goals, hardworking

> Plans ahead

> Leads by example

> Constantly learns to improve, willing to try something different

LANGUAGES (FLUENT IN)

> English

> Mandarin (Simplified Chinese)

RECOMMENDATIONS

Look up recommendations on me at https://sg.linkedin.com/in/

kirbypoh