Melvin Teh Chin Yu
Vice President - Sales and Commercial
Puchong
Summary
- Astute sales and commercial leader offers superior business acumen and organisational management prowess.
- Led 20-person sales & ops team with strong Salesforce governance to improve pipeline visibility and win rates.
- GTM strategist with ability to deliver quick wins while building scalable SaaS, partnerships and P&L-driven growth.
Overview
19
19
years of professional experience
2007
2007
years of post-secondary education
1
1
Certification
Work history
Vice President, Sales and Commercial
Project Argus Sdn Bhd
2025.08 - 2026.03
- Built GTM plan, defined target verticals, created channel and key-account playbooks, set KPIs and OKRs with SLT.
- Launched commercial program in 3 months; hunted and secured RM680K ARR in 2 months; secured 6 enterprise accounts and onboarded 2 channel partners.
- Implemented weekly forecasting cadence, keep track on quota attainment, opportunities won, sales cycle length, average deal size, lead-to sales, ACV and CRM governance.
- Recruited 3 quota-bearing reps (targeted roles), time-to-hire cut from 60 to 45 days; rep ramp time reduced from 6 to 4 months.
- Led RFP responses, negotiated multi-year SLAs and milestone billing.
- Won strategic contracts totalling RM450K (2+1 year terms) with KWSP.
- Applied coach-player methodology; building succession and ensuring talent pool continuity.
- 67% (6 of 9) Pilot-to paid conversion - 3 new pilots commencing March 2026.
- Built partner program (tiering, enablement) and revenue share agreements.
- Sourced, negotiated and secured new Malaysia office within 1.5 months.
- Secured tenancy contract at 20% below allocated budget.
- Represented Project Argus as local spokesperson at supply chain security industry conferences (TAPA APAC) in Singapore, reaching ~300 attendees, generating approximately RM1.7M in pipelines value.
- Supply-chain IoT Solution Provider
- Reason for Leaving: Seeking an organization where leadership agility and governance structures support the swift execution of high-value, multimillion-ringgit opportunities.
Head of Telematics
Radius Business Solutions
2024.08 - 2025.08
- Led 20-member multi-channel team (B2C/B2B/B2G/Channel).
- Realigned territories, restructured channel focus and implemented weekly commercial cadence.
- Delivered 180% revenue uplift in 2.5 months and increased enterprise revenue mix from 35% to 51%.
- Institutionalized SMART KPIs; improved quota attainment to 83%, pipeline coverage to 3.5X.
- Owned P&L and RM9.5M budget; improved gross margin 4%, reduced OPEX 11%, and delivered 102% revenue target attainment.
- Partnered with marketing to refine ICP targeting, launched 5 targeted digital campaigns and 3 industry-specific roadshows.
- Qualified leads increased 62%; cost-per-lead reduced 28%; campaign-driven revenue contributed RM1.05M incremental ARR.
- Developed sales academy; increased close rate to 27%, shortened sales cycle 25% and reduced ramp time 40%.
- Instituted HQ dashboard reporting (ARR, pipeline, churn); reduced escalations by 30%.
- Fleet Telematics Solution Provider
Business Development Manager
Blueshark Ecosystem Sdn Bhd
2022.12 - 2024.08
- Defined territory focus, segmented fleet vs. corporate buyers, implemented bi-monthly pipeline governance and progress tracking.
- Expanded customer base by 72% in 18 months; increased monthly sales run-rate 2.3X; improved team quota attainment from 35% to 75%.
- Penetrated 3 new market segments (mall, port, utilities) building RM900K pipeline in 9 months and increasing enterprise inquiries 60%.
- Conducted ROI modelling, operational cost comparison, pilot programs and fleet performance simulations to manage early EV adoption challenges.
- Improved close rate from 15% to 36%; reduced sales cycle by 25%; achieved 55% pilot-to-full deployment conversion.
- Served as company representative at 20+ EV conferences; reached >600+ enterprise accounts, generated 120+ qualified leads and ~RM2.6M pipeline opportunities.
- Won 5 strategic tenders & fleet contracts worth RM1.63M, driving 40% of total revenue from corporate segment.
- Electric Vehicle 2-Wheelers
Senior Group Sales Manager
Public Bank Berhad
2014.12 - 2022.10
- Re-segmented client base, implemented risk-adjusted product allocation, and introduced proactive portfolio review cadence with RM coaching.
- Led RM team to deliver up to 82% YoY portfolio growth, improving fee income contribution and asset quality.
- Lifted cross-sell/upsell penetration ~43%, increasing average revenue per client and improving top-client wallet-share.
- Cultivated HNI & corporate relationships — secured high-retention accounts that materially increased deposit and transaction revenue.
- Led RM coaching & succession planning across an ~8-year tenure; improved productivity and reduced attrition while building talent depth.
- Championed CRM roll-out and scorecards — improved follow-up rates and forecasting accuracy, enabling data-driven sales execution.
- Produced and presented monthly performance dashboards to GM, improving forecast accuracy to ±5% and enabling proactive performance and risk management.
- Banking
Brand Manager
Abbvie (M) Sdn Bhd
2012.03 - 2014.10
- Managed RM500K marketing budget; delivered on-budget launches, drove ~30% brand growth and improved campaign ROI ~20%.
- Aligned local strategy with global brand direction; reduced launch timeline ~15% and achieved 100% regulatory compliance.
- Leveraged market research & prescriber insights to improve detailing aid’s effectiveness ~25% and refine targeting strategy.
- Conducted structured weekly meetings with field sales representatives to gather qualitative physician feedback, competitor movement, pricing sensitivity and detailing effectiveness; consolidated insights into actionable brand adjustments and tactical refinements.
- US-based Pharmaceutical
Key Account Specialist
Abbvie (M) Sdn Bhd
2009.01 - 2012.02
- Achieved top sales ranking in assigned region, delivering an average 15% annual sales growth over 3 consecutive years, consistently exceeding targets and outperforming peers.
- Initiated, penetrated and established 2 new customer segments, expanding territory footprint and generating 28% in incremental revenue streams.
- Maintained disciplined territory planning and 100% compliance while sustaining double-digit annual growth.
- US-based Pharmaceutical
Product Specialist
Abbott (M) Sdn Bhd
2007.01 - 2008.12
- Became top sales producer within assigned region, delivering 12% annual growth and consistently exceeding territory targets over 2 consecutive years.
- Increased new user adoption by 30% year-on-year, significantly expanding prescriber base and strengthening long-term brand presence.
- Exceeded annual sales targets through innovative territory programs and proactive market development initiatives.
- US-based Pharmaceutical
Education
Bachelor of Arts - Business Administration
Anglia Ruskin University
PenangAssociate of Arts - Marketing
Tunku Abdul Rahman College
PenangSkills
- Enterprise Sales Leadership
- Critical Thinking
- Tender & Bid Management
- Executive Decision-Making
- Business Development & Commercial Growth
- Market and Competitive Analysis
- Enterprise Software
- Professional Networking
- Contract Negotiation Expertise
- Team Development & Coaching
- Commercial Awareness Aptitude
- MS Office (Word, Powerpoint, Excel, Outlook)
Certification
- AWS Cloud Computing Practitioner (Ongoing) – Amazon Web Services (2026)
- Artificial Intelligence Masterclass – Academy Of Artificial Intelligence (2026)
- Companies and Climate Change - ESSEC Business School (2023)
- International Leadership and Organizational Behavior - Bocconi University (2023)
- AI Literacy for Business Leaders
- B2B Sales Strategy: Pre-call Prep for Virtual or In-Person Deals
- Coaching Skills for Leaders and Managers
- Persuasive Coaching
Languages
English: Native language
Malay: C1 Advanced
Chinese (Mandarin): B2 Upper intermediate
Chinese (Cantonese): C1 Advanced
References
References available upon request.
Timeline
Vice President, Sales and Commercial
Project Argus Sdn Bhd
2025.08 - 2026.03
Head of Telematics
Radius Business Solutions
2024.08 - 2025.08
Business Development Manager
Blueshark Ecosystem Sdn Bhd
2022.12 - 2024.08
Senior Group Sales Manager
Public Bank Berhad
2014.12 - 2022.10
Brand Manager
Abbvie (M) Sdn Bhd
2012.03 - 2014.10
Key Account Specialist
Abbvie (M) Sdn Bhd
2009.01 - 2012.02
Product Specialist
Abbott (M) Sdn Bhd
2007.01 - 2008.12
Associate of Arts - Marketing
Tunku Abdul Rahman College
Bachelor of Arts - Business Administration
Anglia Ruskin University