Lai Kam Kuan
Commercial/ Sales Manager
Selangor/ Kuala Lumpur
Summary
Self-Determined, result and action oriented are key contributing factors to achieve next level success in my career path. Learning attitude determine everything!
I wish to achieve a higher level of success in Sales or Commercial operation function/role as my next career objective and continue improve and upgrade my skills and competency to meet the job expectation and requirement. Strategic Commercial Manager possessing solid knowledge of performance reporting and financial and budgeting processes. Bringing more than 10-years background developing and implementing commercial strategies, conducting market research and analysis and coordinating with diverse teams. Confident communicator comfortable managing high volume of work.
Goal-oriented manager with distinguished experience in healthcare industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent.
Overview
21
21
years of professional experience
3
3
years of post-secondary education
Work History
Malaysia Commercial Manager
Synergy Sterilisation (M) Sdn Bhd (STERIS Applied Sterilization Technologies)
12.2014 - Current
- Responsible to achieve and exceeded the sales target given and involved in budget planning with Operation team, increase Customer database and portfolio and exploring opportunity for business segment diversification
- Maintains and update Customer Database by regular input after the meeting and via Market Intelligence
- Actively involved in STERIS Business imperatives sharing both Inter-companies and with Customers enabling value creation and proposition to establish strong and sustainable business partnership with STERIS Customers.
- Negotiated contracts and product prices by collaborating with vendors and developers.
- Streamlined internal processes by identifying areas for improvement and implementing changes to increase efficiency.
- Strengthened client relationships through regular communication and timely resolution of issues, leading to increased customer satisfaction.
- Developed strong partnerships with key stakeholders, fostering collaboration to achieve shared goals.
- Evaluated and improved sales processes, leading to a more streamlined approach that maximized revenue generation opportunities.
- Managed and analyzed budgets, P&L, balance sheets and sales reports.
- Coordinated trade shows and other promotional events, showcasing company offerings effectively to prospective clients.
- Analyzed sales data to identify opportunities for expansion into new markets, driving increased market share.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
Sales & Marketing Divisional Manager
Terumo Malaysia Sdn Bhd
04.2012 - 12.2014
- Sales and marketing for the products of the company to achieve company's annual sales and P&L budget
- Achieved and exceed division target business growth and maintaining good margin
- Formulate, direct and coordinate sales and marketing activities and policies for product promotion/ market penetration
- Identify, develop and evaluate marketing strategy, based on knowledge of establishment's objectives, market characteristics, and cost and markup factors
- Distributor Management and support new business development and new product launch
- KOL engagement and establishment.
- Identified and communicated customer needs to supply chain capacity and quality teams.
- Established performance goals for employees and provided feedback on methods for reaching those milestones.
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
Senior Sales Specialist
Pall Malaysia Sdn Bhd
10.2011 - 03.2012
- Manage distributors and key customer accounts, provide service and grow business for Blood/ Transfusion filter and Critical care range filter such as breathing filter/ HME and Intravenous Therapy filter
- Managing and monitoring business development for both Blood filters (Leucocyte filters, Platelet filters) in Blood Bank and Bedsides, and Critical care range filters such as Breathing filters (HME) and IV filters used in Critical care units in hospital
- Develop new customers and explore new business opportunities
- Monitoring trends, understanding what competitors are doing and inform marketing team
- Participate in Conferences and exhibition related to Blood/ Transfusion (such as ISBT) and Critical Care Conference (such as Anaesthesia and ICU Conference) locally and nationally.
- Mentored junior sales staff, sharing best practices for lead generation, prospecting, and closing techniques.
- Expanded customer base by identifying new business opportunities and conducting targeted prospecting efforts.
- Delivered dynamic presentations to C-level executives, showcasing the value proposition of products and services.
Senior Sales Executive
Everlife-Chemopharm Group
04.2011 - 10.2011
- Area Sales accounts management (East Coast), maintain and expand business with existing customers for lab diagnosis products in government, private hospitals as public health clinics for east coast region and key accounts in central region
- Develop new customers and new business opportunities in Continuous Glucose Monitoring (CGM) and confirmation tools such as Biorad HbA1c testing and quality control materials used in clinical laboratory testing, Point of Care Testing (POCT), Lab Information Management System (LIMS)
- Partner with marketing team/personnel to ensure the up-to-date market intelligence information and competitor information/ update and establish strategic marketing approaches
- Provide leadership to the team assigned – build, coach and mentor team member/s and direct report
- Inventory management- for Biorad CGM and Third Party controls.
- Mentored junior sales executives, providing guidance on best practices and strategies for achieving success in the field.
- Leveraged strong negotiation skills to maximize profit margins while maintaining exceptional customer service standards.
- Established long-lasting relationships with key clients through effective account management and consistent communication.
- Exceeded sales targets by effectively managing a diverse portfolio of products and services.
- Expanded market presence by identifying new business opportunities and successfully closing deals.
Product Specialist
BD Medical Sdn Bhd (Becton Dickinson company)
02.2006 - 03.2011
- Promote, sustain and expand sales of blood collection products to both government and private hospitals in order to achieve and exceed company target sales goal
- Improve and sustain BD product category share in the diagnostic industries, and identify the unmet healthcare needs to expand BD growth opportunities
- Participate in Conferences and exhibition related to Blood (such as MACB Conference for laboratory) and Infection Control Conference (such as ICAM and APSIC) both locally and nationally
- Assist in developing clinical marketing strategies and to be involved in the implementation of marketing activities with the regional marketing team.
- Assisted with demonstrations for Blood Collection and General Hospital Products to showcase functionality.
- Continually expanded knowledge of venous blood collection and critical care unit product line.
- Supported sales representatives during client meetings by providing expert knowledge on specific features or functionalities of the given product line.
- Increased market share by identifying new opportunities through comprehensive competitor analysis.
Biochemist
Pathology & Clinical Laboratory (M) Sdn Bhd
09.2003 - 01.2006
- Conduct blood sample testing especially in haematology and biochemistry testing
- For example: Blood grouping, Differential count (DC), Blood Film Morphology (BFM), Renal function tests, Lipid profile and Renal Function testing with chemistry and immunology analyzers
- Operating the Haematology and chemistry analyzer
- E.g:- Abbott Cell Dyn, Roche Modular and Elecsys, including the maintenance and troubleshooting the analyzer
- As a acting supervisor for haematology department, leading a team of 5 MLTs for daily department operation monitoring the departmental performance, test TAT was met and monitoring the reagent inventory.
- Undertook preventive maintenance and safety inspections for smooth, uninterrupted operations.
- Prepared standard operating procedures (SOPs) documents for incoming personnel.
- Collected and stored specimens and samples to prevent contamination.
- Set up and calibrated laboratory instruments and equipment to prepare for testing purposes.
Education
Bachelor's degree in Science, Biochemistry - Biochemistry
University Putra Malaysia (UPM)
Selangor 01.2000 - 04.2003
Skills
- Microsoft Office (Excel, Word, Powerpoint)
- Customer Service
- Key Account Management
- Sales Management
- Distributor Management
- Strategic Planning
- Budget planning
- Maintains/ Update Customer Database (CRM)/ Sales Connection
- Cross-functional Team Leadership
- New Business Development
- Product Launch
- Strategic acquisition and integration
Customer Relationship Management
Pipeline Management
Accomplishments
- Award winner for “Set the Standard” award in STERIS for 3 Years consecutively by achieving sales growth of 15%, 21% and 32% in last 3 Financial Year respectively in 2020, 2021 and 2022
- Award winner for “Winner Cycle” award in Becton Dickinson (BD) Malaysia consecutively by achieving sales growth > 20% in 2 Financial Year in 2009 and 2010
- Award Winner for “Club Diamond” award in Becton Dickinson (BD) Malaysia in 2009 representing BD APAC
Music, Reading, Sports
Interest in reading self management/ improvement related literatures and instrumental musics. During free time, I enjoyed playing Badminton and Bowling with family members and friends.
Timeline
Malaysia Commercial Manager
Synergy Sterilisation (M) Sdn Bhd (STERIS Applied Sterilization Technologies)
12.2014 - Current
Sales & Marketing Divisional Manager
Terumo Malaysia Sdn Bhd
04.2012 - 12.2014
Senior Sales Specialist
Pall Malaysia Sdn Bhd
10.2011 - 03.2012
Senior Sales Executive
Everlife-Chemopharm Group
04.2011 - 10.2011
Product Specialist
BD Medical Sdn Bhd (Becton Dickinson company)
02.2006 - 03.2011
Biochemist
Pathology & Clinical Laboratory (M) Sdn Bhd
09.2003 - 01.2006
Bachelor's degree in Science, Biochemistry - Biochemistry
University Putra Malaysia (UPM)
01.2000 - 04.2003
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