Kim To

In charge of enabling the Field Sales Channel for the APAC region to drive successful sales transformation and achieve goals set for the 'Ambition 2023' programme.

Reviewed & optimized existing global sales force effectiveness programme framework; Improved sales pipeline growth of 30% after 4 months. Designed & implemented a simplified global sales dashboard with a concise set of key performance indicators. Created and orchestrated a simple pipeline gap analysis tool improving sales forecast accuracy to 95%.

Established a new sales operations team after 3 months; Optimized resource budget by 15%. Revamped sales on-boarding process and shaped a new sales training & coaching direction. Built sales analytics capabilities within 6 months. Optimized pricing operations processes.

To contribute to the group's transformation, successfully established, developed and institutionalized the sales operations/sales steering function to support a solutions-focused B2B sales force; Various company entities within same area of responsibilities.

Developed and drove execution of the regional sales strategy for the telemarketing & telesales leading to YOY growth of 26.3% for APAC and 15.4% for EEMEA region and gross margin of 45% compared with outdoor sales.

Sales transformation APAC.

Responsible for managing full spectrum of strategic sales planning, forecasting and sales incentives to achieve business targets via introduction of multiple Sales and Marketing initiatives

Developed and pioneered customer satisfaction surveys; Analysed results and implemented measures which led to surge in customer satisfaction from 68% to 82% within a year

Thesis at DHL Freight GER (2002); Score: 1.0 (excellent); Nominated best thesis.