CV: Download Word version
OBJECTIVE: Senior Sales Manager / Director (EMEA)
PROFILE
Pauline Gan is an inspirational, energetic, elite team leader who is recognised for extraordinary abilities with outstanding achievements. She is a multi-lingual, sophisticated software sales professional, who focuses on company’s vision and implements strategies to encompass revenue targets. Her colleagues integrate well with her dynamic sales leaderships and interpersonal skills. Pauline’s customers enjoy working with her tremendously because of her superior relationship and rapport building skills.
SKILLS
* Consultative solution selling
* Sales strategy
* Leadership management
* International business development
* Networking at C-level
* Communication: 8 languages
MAJOR ACCOMPLISHMENTS
* >15 years of international sales and marketing experience within software and services
* Outstanding track record in sales and new business development. Achieved 60% market share as industry leader by selling to Fortune 1000 companies
* Creative marketing campaigns in building brand awareness, which increased global revenue by >50%, resulting in capturing >£100 million in revenue
EMPLOYMENT HISTORY
CONSULTANT: 2010 - present
* Entran Limited: BUSINESS DEVELOPMENT CONSULTANT (UK)
* Developing business plan to generate leads, consult on RFPs and negotiating contracts
* Attending sales management courses and certified in coaching
* Training with America’s top sales guru – Brian Tracy’s Psychology of Selling methodology
* Learning 9th language: Spanish
Thomson Reuters: 2006 – 2009
REGIONAL SALES MANAGER (UK)
Thomson Reuters is the world’s largest Business Intelligence provider with £6 billion in revenue.
My responsibilities were driving new business and consultative sales. Full sales cycle from lead generation, software demonstrations, contract negotiation, closing, customer retention, implementation, team support, final delivery to maximise revenue. (Enterprise Content Management, Workflow, Document / Risk Management, Business Process Outsourcing)
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Devising business plan with territory penetration solutions and executing strategic sales, resulted in increased market awareness exponentially by 400% and achieved target by 106%
* Conceptual selling by utilising knowledge of clients' business and demonstrating value propositions in business process outsourcing, ROIs and building strategic relationships
* Proactively prospecting leads by networking at C-levels within EMEA, manage solid pipeline. Identified >£2 million new opportunity and doubled the average contract size
* Synthesising revenues by leading, motivating teams in customer satisfaction and cross-selling. Generated >£1.5 million in new business and managed >£5 million sales
* Built pipeline *500% over sales target and achieved 50-600% in new sales over previous years
Micro Survivor Inc: 2001 – 2005
SENIOR GLOBAL SALES MANAGER (USA)
* Led and managed team in prioritising and localising customers’ requirements to ensure effective communication, project management, implementation and technical support. Resulted in winning contracts > £1 million
* Established network with start-up alliances and acquiring seed investment from venture capital for web-based e-commerce solutions, specialising in IT automation software
* Identified, evaluated and developed business opportunities to introduce new products for intellectual property market in Silicon Valley
SCM Microsystems Inc: 1999 – 2001
SENIOR INTERNATIONAL BUSINESS DEVELOPMENT MANAGER (USA)
Responsible for directing new sales and marketing campaigns, from branding, pricing, budget, forecasts to global project management.
* Led and coordinated teams of 50 staff from 6 global cross-functional sites. Accomplished 55% gross profit margin, over exceeded management's financial targets
* Achieved leading market share through research, product positioning, lead generation campaigns and new business penetration strategies to target industry segments
* Generated >£20 million revenue by providing competitive proposals, targeting customers’ product requirements, influenced decision makers and removing foreign language barriers
Celestica Inc (Primetech): 1998 – 1999
BUSINESS DEVELOPMENT MANAGER (Canada)
Future Electronics Inc: 1996 – 1998
PRODUCT MANAGER (Canada)
Exchange Data International: 1994 – 1996
MARKETING EXECUTIVE (UK)
Siemens AG: 1992 – 1993
MARKET RESEARCHER, work experience (Germany)
PROFESSIONAL AFFILIATIONS
ISMM (Institute of Sales & Marketing), Institute of Leadership and Management, CIM (Chartered Institute of Marketing), Software Development Forum, Stanford University – California, LSE (London School of Economics)
TRAINING
* Sales training: Miller Heiman Strategic Selling, SPIN Sales Methodology, Sales Psychology, Thomson’s University - Think Like A Customer, Selling Against Competition, Managing Pipeline and Complex Solution Selling; Salesforce.com
* Management development: certified in Coaching. Courses in NLP (Neuro Linguistic Programming), CBT (Cognitive Behavior Technique), leadership communication
* Technology savvy with a strong understanding in hi-tech. Obtained electronic sales certification and training on semiconductors
* Computer literacy: web tool Macromedia Dreamweaver. Microsoft Office: PowerPoint, Word, Excel, Access and ISO 9001 quality audit certification
QUALIFICATION
* BA Honours: European Business Administration - University of Wolverhampton, UK
* HEAO Diploma: Economics - Hogeschool Holland, Netherlands
* College Diplomas: A-level Mathematics, Economics, Geography - Alton College, UK
* Improved international communication through proficiency in 8 languages: English, German, French, Dutch, Cantonese, Hokien/Taiwanese, Malay and Mandarin
INTERESTS
* Adventurous sports: Helicopter skiing, GS ski racing (Won Oracle Team Championship Cup and gold medals)
* Running and exercise (Team training. Won Silicon Valley Marathon Medal, ranked top 20%)
* Fitness coach (teaching Spinning, Boot Camp and Ashtanga power yoga)
Psychometric test: Download Strength report
Summary sales strengths:
