Presentation on theme: "ELECTRONICS - SYSTEMS SALES : JAMES TAN"— Presentation transcript:
1 ELECTRONICS - SYSTEMS SALES : JAMES TAN CORPORATE MARKETING ANALYSTGTE AIRFONE, USABased Chicago, USARegional Asia Pacific - Europe Support RoleAircraft Passengers TelephoneTelecommunications / Airlines IndustriesBusiness-to-Business SalesDISTRICT SALES MANAGERAMP INCORPORATEDBased Malaysia. Territory role.Electronic connectors componentsIndustrial Marketing / OEM ManufacturingSENIOR MANAGERNEC SALES MALAYSIABased Malaysia. Territory role.Telecommunications Industry /Information TechnologyConsumer Marketing /Dealer Network Management
2 CAREER TRACK : OVERVIEW VISUAL RESUME CORPORATE MARKETING ANALYSTGTE AIRFONE, USABased Chicago, USARegional Asia Pacific - Europe Support RoleAircraft Passengers TelephoneTelecommunications / Airlines IndustriesBusiness-to-Business Sales
3 GTE AIRFONE Your business doesn't stop just because you're in the air Make calls no matter where you're flying worldwide
4 GTE AIRFONEJune 1986 to Oct 1988CORPORATE MARKETING ANALYST, GTE AIRFONE(Based Chicago, USA)Aircraft Passengers Telephone(Consumer Marketing / Technology Marketing)Market analysis/ planning and traffic research, airline industry business-to-business sales. Satellite-cellular telecommunications for passenger airlinesair-to-ground public telephone system.Supported deployment priorities, business proposals, coverage-revenue projections to international telecommunications companies and international commercial airlines. Supported investment proposals, marketing / technical strategy for Europe & Asia.KEY SUCCESS@ Airfone early commercialization in Asia and Europe on major airlines @ Category Market LeaderAirfone Inc. acquired as GTE Airfone then restructured to Verizon Airfone
5 GTE AIRFONE : PROFILECorporate Profile : GTE Airfone (now Verizon Airfone) installed the world’s first air-to-ground telephone system in 1984 forairborne in-flight passenger communications. Today over 5100 aircraft (commercial & general aviation) are Airfone-equippedAirfone provides in-flight laptop data, fax, voice-audio services and SATCOM globalsatellite service to commercial airlines to keep business travelers productive while flying.Your business doesn't stop just because you're in the airMake calls no matter where you're flying worldwide.
6 GTE AIRFONE : TARGET BUSINESS TRAVELERS Your business doesn't stop just because you're in the airMake calls no matter where you're flying worldwideFIRST AIR-TO-GROUND PASSENGER PHONE SYSTEM IN WORLDPIONEERED USE REMOTE POLLING CREDIT CARD BILLING TECHNOLOGY (AIR-TO-GROUND)VENTURE TECH COMPANY, ACQUIRED BY GTE, NOW VERIZON AIRFONE
7 GTE AIRFONE : BUSINESS CHALLENGE Extending US network, building business coalition of airlines, and national- SATcom telecommunications carriers based on Airfone revenue sharingOceanSatComRelayLandTerrestrialNetwork
8 GTE AIRFONE : EUROPE & ASIA PACIFIC BUILDING AN INTERNATIONAL NETWORK OF AIRLINES, LAND TELECOMMUNICATIONS AND SATELLITE SUPPLIERSBUSINESS-TO-BUSINESS SALES, REVENUE FORECASTS & TRAFFIC ANALYSIS, INVESTMENT PROPOSALSEUROPE TARGET NETWORKASIA PACIFIC TARGET NETWORK
9 DISTRICT SALES MANAGER AMP INCORPORATED Based Malaysia. Territory role.Career transition back to Malaysia after over eleven years in USA. Family reasons. Restarted career track.Electronic connectors componentsIndustrial Marketing / OEM Manufacturing
11 AMP May 1992 to Dec 1993 DISTRICT SALES MANAGER (NORTHERN REGION) AMP INCORPORATED (Malaysia)Electronic connectors components(Industrial Marketing / OEM Manufacturing)Area sales for Fortune 500 electronics interconnection multinational. Targeted key U.S., European and Japanese multinational manufacturing accounts in automotive, computer, consumer electronics, telecommunications and semiconductor industries. Managed account sales, territory strategic planning, sales force management, account planning and area field application engineering. Accounts Sony, NEC, Motorola, Alcatel, Bosch, Intel, HP, Seagate, Matsushita, Sharp, Toshiba and Solectron.KEY SUCCESS@ Secured new key multinational accounts. Executed industry-driven sales strategiesand account plans.@ Switched Bosch key automotive account to localized AMP sourcing
12 AMP : INDUSTRIES AND ACCOUNT BASE EQUIPMENTCONSUMER ELECTRONICS /TELECOMMUNICATIONSAUTOMOTIVEELECTRONICS
13 AMP : INDUSTRIES AND ACCOUNT BASE COMPUTERS / SEMICONDUCTORSAMP acquired by /merged into TYCO
14 SENIOR MANAGERNEC SALES MALAYSIABased Malaysia. Territory role.Telecommunications Industry /Information TechnologyConsumer Marketing /Dealer Network Management
15 NEC SALES MALAYSIA Jan 1994 to Dec 1994 SENIOR MANAGER, NEC SALES MALAYSIA (Malaysia)(Consumer Marketing) Mobile phones, computers, printers, monitorsManaged Northern Region Malaysia full line product sales for NECCommunications and Computers Divisions. (mobile phones and corporatephone systems / PABX, laptops, PC(s), monitors and printers)Managed NEC sales network of computer dealers / mobile phone resellersKEY SUCCESS@ Maintained cellphones retail leadership at 45% NEC market share,dominant printers market share for non-laser category@ Expanded dealer network Northern Region for NEC computer line.Initiated NEC Technology Seminars (Microsoft-Intel-NEC) to profileNEC corporate image.
18 NEC SALES MALAYSIA : KEY SUCCESS TERRITORY MANAGEMENT FOR NORTHERN MALAYSIA(AREA MARKETING DIVISION)SALES RESPONSIBILITY FOR FULL PRODUCT LINES OF BOTH NEC COMMUNICATIONS DIVISION (MOBILE PHONES, PABX, OFFICE SYSTEMS, FAX)AND COMPUTER DIVISION (PC, PRINTERS, MONITORS, SERVERS)KEY SUCCESS :ACHIEVED CONSTANT 45% to 50% MARKET SHARE FOR NORTHERN REGION NEW CELLPHONE HANDSET SALES,MATCHING MOTOROLA WITHCOMBINED 90% MARKET SHAREDOMINANT MARKET SHAREIN RETAIL PRINTER(NON-LASER) CATEGORY
19 CONSULTANT / MIGRATION TRANSITION CONSULTANT Feb 2006 to Present *Independent Contractor.Business advisory and support projects for corporates and mid-size enterprisesMarket entry strategies, product positioning and sales - reseller tools.Focus on Asia and North America sectors.Transitional Preparation :New Zealand / Auckland Family Migration 2010Pre-qualified for NZ Residency with 140 maximum migrantpoints on job offer. Work Permit within 3-4 weeks of job offerprocessed via visa specialist IMMAGINE in Auckland.19
20 CAREER TRACK : OVERVIEW VISUAL RESUME JAMES TANCORPORATE MARKETING ANALYST GTE AIRFONE start BASED CHICAGO, USAASIA -EUROPE ROLEMARKETING DIRECTOR - ASIA PACIFIC CIMLINC INC start BASED CHICAGO, USAREGIONAL ASIA ROLE* 1992 returned home to Malaysia after 11 years in USA. Family reasons. Restarted career track.DISTRICT SALES MANAGER AMP INC startSENIOR MANAGER NEC SALES start SALES DIRECTOR QUEST EXPRESSIONS 1995 start* 1997 resumed prior US software industry career track. Asia Pacific Regional Role.MANAGING DIRECTOR ENGINEERING REGIONAL ASIA ROLEASIA PACIFIC REGIONAL OFFICE (Malaysia) ANIMATION INC startMANAGING DIRECTOR SPOTFIRE INC start REGIONAL ASIA ROLE ASIA PACIFIC REGIONAL OFFICE (Malaysia)
21 SKILLSETS : CHANNEL MARKETING DISTRIBUTOR MANAGEMENTBUSINESS DEVELOPMENTAbility to manage Asia and US Channel Marketing, and Europe secondarilyEXTENSIVE CHANNEL MARKETING EXPERIENCEOVER (10) YEARS ASIA CHANNEL MARKETING(2) YEARS EUROPE CHANNEL MARKETINGOVER (10) YEARS ASIA CHANNEL MARKETING. TERRITORY MANAGED:Lived in USA (11) years. US-educated and US “high-tech” work experienceFamiliar US product segments, channels and overall market structureFamiliar US business-corporate culture and US consumer marketingBROAD EXPOSURESome Experience Europe Channel Marketing2 YEARS
22 SKILLSETS : JAMES TANTertiary Qualified < B.Sc Marketing Degree + MBA >Sales & Sales Management background < sales focus entire career >International distributors network experience <channel-distributors core experience>Familiarity various nations, cultures < extensive Asia, USA exposure. 5 languages >Willingness to travel < extensive work travel background >• Over (10) years sales management experience in Asia technology-industrial marketing• Focused work exposure handling Asia regional markets, OEM accounts and distributor channels• Reseller channels focus, 8+ years channel sales / Regional Asia resellers, distributors, enterprise customers.Leveraged product demand among large enterprises - market segments via territory channel partners• Trained Marketer + Sales Experience. Background balancing end account sales and channels withmarketing programme creation-execution• Heavy new business development experience, successfully evangelized new products and technologies withminimal support infrastructure. Start-up, early build skillsets, distribution-reseller focus. Directed lean pre-sales& post-sales technical team, coordination-leverage back end US corporate resources• Familiarity high level business-to-business sales / business structuring, proposals. Excellent communication andpresentation skills. High-level sales presence in presentations, discussions negotiations and closing• Team collaborative player, work independently. Work tools & Net collaborative technology savvy
23 SKILLSETS : JAMES TAN JAMES TAN EDUCATION :CAREER OBJECTIVE :JAMES TAN2 / 29A St. Stephens Avenue, Parnell, Auckland 1052, New ZealandAge 50, Married, One Child (Saint Kentigern College)Cell phone :
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