Paul Heskens
Managing Director APAC
Kuala Lumpur,14
Summary
Strategic and results-oriented business leader 20+experience in strategy, planning and operations. Dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
14
14
years of professional experience
7
7
years of post-secondary education
1
1
Certification
Work History
Managing Director APAC, Member of the Excom Team
Serac Asia
4 2021 - Current
- Managing day-to-day activities as well driving Change Management process throughout company, Oversee Operations of business in Manufactories plant for producing High standard custom-made equipment
- Delivered consistent revenue growth by identifying new business opportunities and expanding service offerings.
- Led change and transformation across business areas to deliver benefits and align company resources.
- Expand the footprint in the Asia Pacific market Develop the business in key markets like China, India and Indonesia & Thailand. with integrating agents/Distributors into the direct selling of the business
- Intergrade and driving ISO standards within company.
- Strengthened client relationships with regular communication, timely project delivery, and high-quality services.
- Led Sales and Aftermarket APAC of around $50M Euro with positive double digit % EBITA.
- Oversaw operations and provided corrective feedback to achieve daily and long-term goals.
- Spearheaded successful business development initiatives aligned with Serac company's strategy and core competencies.
- Creates & drives the local management team to sell the high-quality machines and services, with the best efficiency within the framework of the Group rules and standards.
- Worked closely with organizational leadership and board of directors to guide operational strategy.
- Develops commercial activity and sales of Serac range of products, according to Group commercial strategy.
- First contact point concerning all topics like HR, finance, Sales and Services, particularly regarding locally applicable legislations.
Co-Owner
Chef@Home
4 2020 - Current
- Set up E-commerce business in Bangkok Area to sell “Sous Vide” products to end Consumers as well as Small Business owners (restaurants) in High Premium Beef, Lamb pork & Chicken
- Due to Covid Pandemic, home delivery of Food made real jump in sales.
- Built and manage and create website to find our target customers (www.be-a-chefathome.com) As well as create target Marketing and advertising campaigns.
- Create and owned complete product mix as well manage production
Vice President Asia Pacific Business Unit FP
Provisur Technologies Inc.
05.2015 - 12.2019
- Expand their footprint in Asia Pacific market, from one Representative office in Bangkok with overall business volume in APAC of less than 10 million USD revenue in sales and aftermarket per year
- Led Sales and Aftermarket APAC of around $30M USD with positive % EBITA
- Led cross-functional teams for successful completion of major projects, resulting in increased efficiency and client satisfaction.
- Setup two fully functional Sales & Service offices in China and Thailand
- On top of that grow to 30 million USD or more business overall, and from there develop further year on year
- Further collaborate with sister companies within CC Industries Group that have cross business partners in APAC like Selig Flexibles for packaging solutions
- Owned P&L responsibilities for the Asia Pacific region and achieved all monthly and annual sales targets
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Increased revenue from $10M USD to $30M USD in 2019.
- Monitored industry trends, keeping current on latest changes and competition in industry.
- Recruited and mentored five Sales professionals and other team members to staff organization.
- Partnered with global key players located in APAC including Cargill, Tyson and Smithfield as well as local per country established Food Producers, such as Fujian Sunner in China and CP (Charoen Pokphand) in Thailand and rest of APAC.
- Partner up with sister companies from CC Industries group to bring total solutions to our customers, first project together with “Selig Flexibles” (sister company from CC Industries) with CP Thailand on Nuggets packed in pillow bags for 7/11 outlets.
- Initiated program to have spare part hub (±1500m²) in APAC to getter with third party for storage and warehouse facilities “CHR”
- This hub was to generate more aftermarket business and to be closer to our APAC customers to serve them to highest level of customer satisfaction.
- Supported successful technology acquisitions of AM2C, Beehive, Cashin, Formax, TST and Weiler with thousands of installations in 90+ countries.
- Improved regional distribution channels and transitioned six to eight distributors into direct sales units.
Sales Director APAC
IAC Acoustics
08.2013 - 02.2015
- Build Sales & Project management organization in Asia Pacific market, especially in China, Setup office in Shanghai and Dongguan (close to factory)
- Develop agent/Distributor network in Asia pacific
- Built and managed complete business units in China including Sales, project management & services, programs, marketing and advertising.
- Instrumental in startup of operations in China with setup of complete sales and service organization and scaled up operations across with deep understanding of Chinese market.
- Made significant contribution to identify key drivers in China to enable 15% increase in revenues at RMB 40 Million.
- Displayed exemplary performance to build key business partnerships and develop robust distribution channels across Thailand and Hong Kong including China Metro in Shenzhen, Nanjing air systems (HVAC).
- Implemented strategic initiatives with aim to maximize functional synergies in strategic business areas & spearheaded steps to identify & add new local distributors in Thailand and Philippines.
- Acted as catalyst of change to skillfully recruit, train, and mentor 5-6 sales professionals to build capacity & upgrade skills set to surpass regional performance goals & ensure professional excellence.
- Demonstrated capability to successfully study market trends & consumer behavior to launch the first international test rooms at BYD and SIAC, reputed car brands in China.
Head of Sales Asia Pacific
GEA Food Solutions Co. Ltd.
04.2010 - 07.2013
- Develop business in China, Intergrade agents/Distributors into direct selling of the business, Intergrade the previous Company into the new GEA culture as well as maintain on the set grow plan for the APAC region
- Grow two segments Pack to slice as well as Preparation/Marination to Processing
- Owned budget of €48M across APAC region to manage Sales strategies, marketing, and advertising as leading global supplier of secondary food processing and packaging equipment.
- Adeptly recruited and developed sales professionals to build 65+ strong collaborative, innovative, and motivated team to exceed customer expectations and boost brand awareness.
- Scripted an impressive success story by introducing changes to overhaul & re-organise business entity with transfer/merger of the acquired company into the global GEA structure.
- Managed to get local production started of packaging machines (Tiromat) produced in China Wuqing, developed sourcing of 50% local produced parts and labour to manufacture packaging machine ‘Tiromat Classic” at the GEA facility in Wuqing China
- Managed biggest packaging account with “Shuanghui” Shineway where we installed and maintained more than 250 horizontal thermo packaging machines
- Introduced measures to recruit, train, & mentor the sales professionals to promote the corporate brand, increase market share, exceed metrics, and deliver exceptional customer service.
Education
Some College (No Degree) - HBO Bedrijfskader
Hoge School Utrecht University of Applied Sciences
Utrecht, The Netherlands 01.1993 - 04.1994
MTS-Engineering
Technical Lyceum Eindhoven
Eindhoven, The Netherlands 01.1989 - 04.1994
Skills
Business Leadership
Change Management
P&L Management
Mentoring and training
Business/Sales Development
Strategic Planning
Revenue Growth
Problem-solving aptitude
Analytical Skills
Performance Improvement
Certification
Dive Master PADI full certified
Personal Information
- Age: 52 Years
- Nationality: Dutch
Languages
Dutch
English
German
Training
Completed management training modules 1-6, facilitated by Gustav Käiser, in Switzerland, 2011
Timeline
Vice President Asia Pacific Business Unit FP
Provisur Technologies Inc.
05.2015 - 12.2019
Sales Director APAC
IAC Acoustics
08.2013 - 02.2015
Head of Sales Asia Pacific
GEA Food Solutions Co. Ltd.
04.2010 - 07.2013
Some College (No Degree) - HBO Bedrijfskader
Hoge School Utrecht University of Applied Sciences
01.1993 - 04.1994
MTS-Engineering
Technical Lyceum Eindhoven
01.1989 - 04.1994
Managing Director APAC, Member of the Excom Team
Serac Asia
4 2021 - Current
Co-Owner
Chef@Home
4 2020 - Current
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