Chin Liang Koh
Mechanical Engineering
School of Mechanical & Aerospace Engineering
Summary
As a seasoned Sales BD leader, I am passionate about driving business growth, developing strategies, and building high-performing teams. I am motivated by achieving sales targets, overcoming challenges, and recognizing team achievements. My inspiration comes from selfless leaders who work hard to leave a lasting legacy without expecting personal gain. I value individuals who contribute positively to the world and empower others to make a meaningful impact. With 30+ years of experience, I am driven to make a difference through my work. My approach is characterized by a hunter mindset, strategic thinking, and a commitment to excellence
Featured Skills
Work Experience
General Manager Aug 2022 - Jun 2023
Barnes Aerospace Singapore• Headhunted to lead a team of 5 in a 250-org, 10% revenue surge to USD90M, 10%OM. Fostered a collaborative, high-performing team, resulted in 20% increase in employee engagement score improved retention by 20%.
• Implemented impactful sales strategies with CVPs, CRM customer service initiatives, achieved a 98% OTD.
• Negotiated contracts, gate reviews, RFQs customer escalations, leading to multi-M$ recontracts.
• Presented regular financial operational performance (P/L) with targeted improvement plans to HQ.
Director Sep 2020 - Present
Xuan Rui Pte Ltd Singapore30+ years of woking experience including 20+ years in senior management. Skills in P/L, budget, forecasting and in strategic planning. Expertise in Sales, Business Development and operations.
Global Business Development Leader Jan 2018 - Apr 2022
Banshing/ Metal Comp Singapore• Spearheaded team, drove market share 10% revenue growth to USD 56M/$55M exceeded annual targets.
• Implemented strategic business plans, utilised market segmentation, SWOT analysis, and funnel optimisation.
• Executed targeted marketing strategies CVPs, leading to 2-5 major customers 30% sales pipeline growth.
• Drove customer centricity, prioritised SLA compliance, achieving 30% quote win rate 95% OTD.
• Led development of successful business continuity plan, implementation of digitalisation automation initiatives, that resulted in optimised cost that enhanced project ROI.
• Coached teams on negotiation, sales strategies, RFQ process, resulting in 10% improvement in sales efficiency.
Managing Director Jan 2014 - Dec 2017
Wilson Taylor Singapore• Headhunted to lead org. of 50 with 10 managers, achieved 43% revenue growth, $24M, $1.6M EBIT.
• Drive sales pipelines growth from distributors/projects/products/services/surveys, surpassed revenue goals.
• Executed business strategies streamlining business processes alignment with cash, inventory financial goals.
• Developed/presented financial reports to BOD detailing bookings, backlog, budget/forecast, margin, AR Capex which enhanced strategic decision making.
Sales / Ops Director Oct 2009 - Dec 2013
UMS Group Singapore• Led a high-performing team of 11, captured 25% market share growth ($120M), exceeded targets by 22%.
• Mastered PL, budget plan, sales strategies, delivered a 75% boost in profitability exceeded financial goals.
• Negotiated and enforced stringent SLAs Quality system, achieved an OTD 98%.
• Implemented data-driven system with KPIs which enhanced continuous improvement across operational metrics.
• Developed talent development programs that enhanced productivity(10%) fostered a highly effective team.
Sales General Manager Jan 2004 - Oct 2007
Baumann Springs Shanghai China• Reported to MD, led team of 7, org size of 105, achieved a 20% market share revenue surge with USD 12M.
• Developed strategic business plans CVPs, resulting in cultivation of strong customer relationships acquisition of 5 new clients.
• Managed PL, budget/forecasts coached teams consistently surpassed revenue targets.
• Implemented KPIs/continuous improvement, ensured timely RFQ responses, exceeding customer expectations.
Sales Manager Sep 1997 - Dec 2003
Foxconn Singapore Singapore• Led sales strategies, exceeded organizational goals achieved 25%YoY growth in revenue, USD 12M.
• Managed negotiations and budgets, leading to the successful acquisition of 10 new customers through effective project management and RFQ/design-in processes.
Product Director/ Eng. roles May 1990 - Sep 2009
Seagate Technology China• Led multi-site matrix teams of 200, resolving critical Mech/SW/FW/Automation issues, which enhanced operational efficiency and improved project outcome.
• Spearheaded projects (packaging design, automation, processes) while managing budgets for hiring training, resulting in successful on-time/ budget product launches scrap reduction of USD 3M/Y.
• Shared learnings, improved time-to-market and competitiveness earned top customer ratings.
Education
Executive MBA (Business Administration) Jun 2006 - Jun 2008
NUS SingaporePost Graduate Diploma in Marketing (Marketing) Oct 1996 - Apr 1998
Marketing Institute of Singapore SingaporeBACHELOR IN MECHANICAL ENGINEERING (Mechanical Engineering) Jul 1986 - Jun 1990
NTU SingaporeOther Skills
Careers Chin Liang favourited
Chin Liang Koh's Skill Profile
General Manager @ Barnes Aerospace
When I was working at Barnes Aerospace (Aug 2022 - Jun 2023), I demonstrated the P/l management skill when I was in charge of Operations commercial excellence. To tackle this challenge, I proactively drive continuous improvement initiatives. As a result, I managed to achieve the desired operating margin and revenue target.
Global Business Development Leader @ Banshing/ Metal Comp
When I was working at Banshing/ Metal Comp (Jan 2018 - Apr 2022), I demonstrated the marketing stratgies skill when I was responsible for sales and marketing strategies. To improve the situation, I proactively analyse the market, competitors and customer value propositions. As a result, I managed to achieve revenue growth and new market penetration.
Managing Director @ Wilson Taylor
When I was working at Wilson Taylor (Jan 2014 - Dec 2017), I demonstrated the Business Development skill when I was responsible for expanding the revenue, market share and margin. To tackle this challenge, I proactively develop marketing strategies and focused on strategic partnership. As a result, I managed to achieve 43% revenue expansion in Apac growth..
Sales / Ops Director @ UMS Group
When I was working at UMS Group (Oct 2009 - Dec 2013), I demonstrated the Operations Excellence skill when I was in charge of streamlining the process and utilisation of resources. To tackle this challenge, I proactively implemented KPIs to monitor performance. As a result, I managed to achieve 22% revenue growth and 75% increased in profitability.
Product Director/ Eng. roles @ Seagate Technology
When I was working at Seagate Technology (May 1990 - Sep 2009), I demonstrated the People Management skill when I was in charge of product launches and resolving engineering issues.. To resolve the issue, I proactively manage the engineering team and cross functional resource. As a result, I managed to achieve on time/within budget and TTM of our product launches..
Sales General Manager @ Baumann Springs Shanghai
When I was working at Baumann Springs Shanghai (Jan 2004 - Oct 2007), I demonstrated the Business Development skill when I was responsible for New customer development. To tackle this challenge, I proactively participated in networking events and focused on customer centricity. As a result, I managed to achieve growth the automotive market and new customer acquisitions..
Sales Manager @ Foxconn Singapore
When I was working at Foxconn Singapore (Sep 1997 - Dec 2003), I demonstrated the Business Development skill when I was responsible for new market penetration. To tackle this challenge, I proactively do market research, competitor analysis and uncover customer pain points. As a result, I managed to achieve growth the revenue and penetrate into new markets..
Q&A with Chin Liang Koh
What did you do to make yourself marketable?
I have invested in my professional development by enrolling for relevant courses, reading articles and publications that enhance my knowledge in key areas, including:
1)Advanced problem-solving techniques and issue resolution strategies.
2)Effective business strategies and planning methodologies.
3) Best practices for execution and delivery of tangible results.
Through this self-directed learning, I have expanded my skill set, improved my ability to drive results, and positioned myself for success in a rapidly evolving business landscape.
- Upvote | 0
- Posted 1 month ago
- Comment
What is the next career goal that you are planning for?
My next career goal is to make a profound impact on the organization within the next 12-18 months by achieving the following objectives:
Deliver significant financial results by increasing revenue, improving profitability, and expanding market share.
Develop and implement initiatives that promote a culture of continuous improvement, innovation, and experimentation, resulting in enhanced employee engagement and customer satisfaction.
Develop and implement a comprehensive succession planning strategy to ensure seamless business continuity, sustainability, and growth.
By achieving these objectives, I aim to demonstrate my value as a strategic leader, drive business success, and contribute to the organizations long-term growth and prosperity.
- Upvote | 0
- Posted 1 month ago
- Comment
What would you bring to a team if you join them?
If I were to join a team, I would bring a unique combination of skills, experience, and qualities that would enable me to make a significant impact:
1) With my strong background in sales and engineering, I possess a unique ability to analyze complex problems, identify key issues, and develop innovative solutions that drive results.
2)As a seasoned professional, Ive honed my ability to lead and work collaboratively with cross-functional teams, fostering open communication, and driving collective success.
3)I bring a deep understanding of the sales and engineering landscape, along with an extensive network of contacts and partners, which would enable me to provide valuable insights, introductions, and opportunities.
4) With a proven track record of delivering exceptional results, Im committed to bringing a strong work ethic, discipline, and focus on achieving outstanding outcomes that meet and exceed expectations.
5) In todays fast-paced and ever-evolving business environment, I recognize the importance of staying adaptable, flexible, and committed to ongoing learning and professional development.
By joining your team, I am confident that I would bring a unique blend of expertise, passion, and collaborative spirit that would drive success, growth, and innovation.
- Upvote | 0
- Posted 1 month ago
- Comment
What do you do to keep up with the current issues and trends in your field?
To remain at the forefront of the sales and engineering field, I have developed a multi-faceted approach to stay informed about current issues and trends:
I regularly read industry-leading publications, to stay up-to-date on the latest news, trends, and innovations.
I actively participate in conferences, seminars, and webinars to learn from industry experts, network with peers, and gain insights into emerging trends and best practices.
I engage with online communities, forums, and social media groups to stay informed about industry developments, share knowledge, and collaborate with others.
I am an active member of linkedin, which provides me with access to exclusive resources, training, and networking opportunities.
I prioritize ongoing learning and professional development by pursuing training programs, certifications, and courses that enhance my skills and knowledge.
I believe in the power of collaboration and regularly discuss industry trends and challenges with colleagues and peers to gain new insights and perspectives.
By adopting this comprehensive approach, Im able to stay current with the latest issues and trends in the sales and engineering field, ensuring I remain adaptable, innovative, and effective in my role.
- Upvote | 0
- Posted 1 month ago
- Comment
How do you effectively manage your work?
I have developed a structured approach to manage my work efficiently. Here are the key strategies I employ:
I start by setting clear, measurable goals aligned with the companys objectives. This helps me prioritize tasks, focus on high-impact activities, and track progress.
I use the Eisenhower Matrix to categorize tasks into urgent vs. important and focus on the most critical ones first. I also allocate specific time slots for each task, ensuring I make the most of my time.
I break down large projects into smaller, manageable tasks to maintain momentum and avoid feeling overwhelmed. This approach enables me to track progress, identify potential roadblocks, and adjust my strategy as needed.
I schedule regular review sessions to assess my progress, identify areas for improvement, and adjust my strategy to stay on track. This ensures I am continually moving forward and making progress toward my goals.
I utilize various tools and software to streamline my workflow, automate repetitive tasks, and enhance collaboration with colleagues and customers. This enables me to work more efficiently, reduce errors, and focus on high-value tasks.
Finally, I recognize the importance of ongoing learning and self-improvement. I stay up-to-date with industry trends, best practices, and new technologies to continually refine my skills and optimize my work processes.
By implementing these strategies, I am able to manage my work effectively, deliver high-quality results, and maintain a healthy work-life balance.
- Upvote | 0
- Posted 1 month ago
- Comment
What excites you about the industry you are in?
I am thrilled to be part of the sales and engineering industry, where innovation and creativity converge to drive business growth and transformation. Several aspects of this industry excite me:
1) The pace of technological change in our industry is breathtaking. Emerging trends like AI, IoT, and cloud computing are revolutionizing the way businesses operate, creating new opportunities for growth and innovation.
2) I am passionate about tackling complex challenges that require creative problem-solving and collaboration. The sales and engineering industry presents a constant stream of intriguing problems to solve, from optimizing product designs to developing innovative sales strategies.
3) I enjoy building strong relationships with customers, partners, and colleagues to drive mutual success. The sales and engineering industry relies heavily on collaboration, and I find it rewarding to work together with others to achieve common goals.
4) The sales and engineering industry is constantly evolving, with new technologies, trends, and best practices emerging regularly. I am excited to stay at the forefront of these developments, continually updating my skills and knowledge to remain effective and competitive.
Overall, the sales and engineering industry offers a unique blend of innovation, problem-solving, collaboration, and continuous learning – making it an exciting and rewarding field to be part of.
- Upvote | 0
- Posted 1 month ago
- Comment
What sacrifices have you had to make to succeed in this field, and do you feel the sacrifices were worth it?
Throughout my career, I have made significant sacrifices to succeed in the sales and engineering fields. These sacrifices have been intentional and strategic, enabling me to develop the skills, expertise, and business acumen necessary to drive exceptional results.
To stay ahead in this competitive landscape, I have dedicated countless hours to:
Honing my skills through rigorous training and certification programs.
Deep-diving into complex issues to develop a nuanced understanding of customer needs and expectations.
These sacrifices have yielded substantial rewards such as
consistently delivering impressive financial results and driving business growth, evolving into a respected leader, capable of inspiring and empowering high-performing teams, developing a robust business acumen, enabling me to make informed strategic decisions.
Without hesitation, I can affirm that these sacrifices have been worth it. Not only have I contributed significantly to the success of my previous companies, but I have also played a key role in succession planning, ensuring the continuity of business operations and the development of future leaders.
In retrospect, the sacrifices I made were investments in my personal and professional growth. These investments have paid dividends, empowering me to make a lasting impact in my field and drive meaningful outcomes for my organizations.
- Upvote | 0
- Posted 1 month ago
- Comment
What kind of education or training did you find most useful in your field?
I have discovered that a unique blend of technical, business, and marketing expertise has been instrumental in shaping me into a well-rounded leader in the sales and engineering fields.
Through my technical training at NTU, I gained a solid foundation in engineering principles, enabling me to effectively communicate with technical stakeholders, understand complex product architectures, and drive sales strategies that align with customer needs.
The business training I received at NUS helped me develop a strong understanding of business principles, including finance, operations, and strategy. This knowledge has been invaluable in driving revenue growth, managing PL, and making informed business decisions.
My marketing training at MIS equipped me with the skills to develop and execute effective marketing strategies, which has been critical in differentiating our products, building brand awareness, and driving demand generation.
This powerful combination of technical, business, and marketing expertise has enabled me to deliver exceptional results in the sales and engineering fields. By leveraging my technical expertise to drive sales growth, applying business acumen to make informed decisions, and utilizing marketing expertise to develop effective go-to-market strategies, I have become a complete employee and leader in my field.
- Upvote | 0
- Posted 1 month ago
- Comment
What was the most significant event that made you the way you are now?
A leaders true strength lies not in their ability to drive sales or achieve targets, but in their capacity to inspire, empower, and care for their people.
This wisdom struck a chord deep within me. I realized that I had been so focused on the numbers and the bottom line that I had neglected the well-being and growth of my team members.
Today, as a seasoned Sales BD leader, I remain committed to inspiring and empowering my teams, and I attribute much of my success to that transformative experience with my mentor and superior.
- Upvote | 0
- Posted 1 month ago
- Comment
What are some mistakes that you have made in your career? How did you deal with it and what have you learned from them?
Throughout my 30+ year career as a Sales BD leader, I have encountered several challenges and made mistakes that have ultimately contributed to my growth and success.
Micromanaging
As a senior leader, I sometimes tended to micromanage, which stifled the growth and autonomy of my team members. I recognized the need to delegate effectively, provide guidance while giving space for innovation and experimentation, and focus on coaching and development.
By acknowledging and learning from my mistakes, I have become a more resilient, adaptable, and effective leader, better equipped to navigate the complexities of todays fast-paced business environment.
- Upvote | 0
- Posted 1 month ago
- Comment
