kirby poh - resume
DESCRIPTION
Kirby Poh's resume. He's entrepreneurial, results-driven, and an action-oriented leader focused on achieving exceptional results in highly competitive and constantly changing environments that demand continuous improvement. Experienced in business and market development, solution selling and client management, and building relationships with a network of stakeholders – to reach company and revenue goals. Kirby's fluent in both English and Chinese, and lives with his family in Singapore.TRANSCRIPT
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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
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