ADRIAN LIM HONG WEI
Highland Park,IL
Summary
Dynamic Key Account Manager with a proven track record at Amcor Flexible North America, adept in leveraging business development and CRM skills to foster robust relationships and drive significant account growth. Excelled in translating brand management and strategic account planning into a 30% increase in account profitability, showcasing exceptional relationship selling and business strategy acumen. Results-driven Key Account Manager combining cross-functional competencies in sales forecasting and analysis, sell-in and sell-thru strategies, design and production. Expertise includes creating brand awareness, analyzing data and and implementing projects to positively impact organizational goals. Proficient in identifying challenging areas and achieving corrective measures. Recognized by executive management as a dependable leader that contributes as a team player, coach and develop colleagues and interface with professionals on all levels.
Overview
12
12
years of professional experience
Work History
Key Account Manager
Amcor Flexible North America
, America
01.2023 - Current
- Ownership of the account, connecting Amcor's values of safety, collaboration, accountability, results, and outperformance into all aspects of the role.
- Create and execute an account strategy to maintain share of wallet and profitability, and grow the account.
- Manage account complexities to support customer requirements, and anticipate future needs.
- Build collaborative relationships based on trust and respect between Amcor and Global Key Account.
- Develop relationship enrichment opportunities between senior leadership, procurement, sales management, research and development, quality, operations, marketing, sustainability, and other crucial support teams.
- Responsible for the management of account planning, monthly forecasting.
Business Development Manager
Amcor Flexible Asia Pacific
Singapore, Singapore & Malaysia
09.2020 - 12.2020
- Use research data (e.g
- Quantitative and qualitative) to identify new business opportunities - including new markets, growth areas, trends, customers, products and services - or new ways of reaching existing markets
- Seek out the appropriate contact within the new business opportunity and generate leads, cold calling prospective customers where necessary
- Foster and develop initial business relationships with new customers/prospects' key contacts and meet potential customers either face to face or online
- Understand the needs of the allocated customers/prospects and create a plan of how these needs can best be met by Amcor
- Build a sales pipeline to illustrate & track where prospects are in their journey from lead to customer
- Deliver revenue growth and generate profit from direct penetration within new business opportunities
- Partner with the Account Management team to hand off new customer accounts and transition them to stable accounts
- Serve as subject-matter expert assisting the Marketing Team for market sizing, market trends and dynamics, and competitive analysis
- Collaborate with cross-functional teams on the development and implementation of a defined strategy (marketing, technology, product management, commercial) for the allocated prospective accounts and targeted segments
Key Account Manager
Mondelēz
Kuala Lumpur, Malaysia
01.2019 - 08.2020
- Key account planning, in-store execution, demand forecasting, commercial hygiene management & regular conduct of business reviews
- Manage relationship with Key Accounts at HQ & store level
- Working with operations team for in-store executions
- Conduct Joint Business Planning alignment & trading terms restructure, negotiation & closure
- Plan, drive & negotiate closure of building block projects with Key Accounts i.e
- Category management
- Build Key Accounts database & analysis
- Gathering of market & competitive info via analysis & trade visits
- Coach and guild key account executive on key account management and business planning
- Conduct performance review for key account executive
- Handle Total Mydin and Total Pharmacy Chain
Business Development Manager
Royal Canin
Kuala Lumpur, Malaysia
06.2017 - 12.2018
- Transfer Royal Canin Nutrition Knowledge
- Develop sustained relationship with customer by identifying business opportunities
- Manage and identify customer business development in different stages
- Periodic update on individual scorecard customer business review
- Tracking on investment plan against the objective for the customers
- Look for opportunities of development with defined strategy for the distributor
- Periodic customer visit in accordance to work plan
- Ensure the distributor target is met through consistent delivery of Net Sales Value
- Develop business plan to accelerate the sales growth and KPI which contribute to the overall growth of the company
- Coach and guide sales team on the steps of visit as well as Royal Canin nutrition knowledge
Product Specialist
Johnson & Johnson
Kuala Lumpur, Malaysia
06.2015 - 04.2017
- Responsible for achieving product sales to new and established accounts to accomplish sales objectives and greater market penetration
- This job is eligible for sales incentives/sales commissions
- Assists in the attainment of established sales goals including market share objectives
- Schedules appointments and makes sales presentations to customers
- Develops customer and product focused presentation packages for sales
- Coordinates Professional Education activities to enhance the knowledge of Healthcare professionals
- Makes regular visits to customer locations to gather information on orders and market conditions
- Performs contract and/or tender management activities
- Targets and manages assigned territory while operating within an assigned budget
- Checks with logistics to ensure product availability
- Executes national, regional and local promotional activities that are designed to advance sales in specific product lines or areas
- Assists in making sales forecasts for business planning by account and submits to management
- Prepares sales reports and documents as required
- Relays relevant market information to management
Customer Development Executive
Unilever
Kuala Lumpur, Malaysia
08.2012 - 06.2015
- Provide support to the respective Key Account Managers in teams
- Analyzing data regarding consumer patterns and preferences
- Interpreting and predicting current and future consumer trends
- Supporting business growth and development through the preparation and execution of marketing objectives, policies and program
- Researching potential demand and market characteristics for new goods and services by collecting and analyzing data and other statistical information
- Prepares and manages supporting documentation for daily operation as well as evidence for negotiation
- Creating the TPR/CPP sheets and handing over to CS
Education
MBA - Business Administration And Management
University of Wollongong
Australia07.2016
BBA - International Business
Multimedia University
Melaka Campus06.2011
Skills
- Brand Management
- Business Development
- Business Strategy
- CRM
- Pipeline Management
- Product Management
- Account performance analysis
- Needs analysis
- High-impact proposal presentation
- Relationship selling
- Business strategies
- Sales negotiations
- Account presentations
- Account development
- Account strategy
Accomplishments
- 2019- Rockstar Award FY23- Amcor Flexible North America
- 2019- Best Overall Growth Performance for the brand Chipsmore
- 2019- Manager Award 2019 (Outstanding Key Account Manager- Mondelēz)
- 2018- GM award 2017 (Outstanding contribution to support the business unit) − Royal Canin
- 2016- Achieve 112% for YTD 2015 H2 sales − Johnson & Johnson Ethicon Division
- 2016- Top 2 New Product in the country (Malaysia) – Stratafix- Johnson and Johnson Ethicon Division
Languages
- Bahasa Malaysia, Native
- Cantonese, Native
- Chinese, Native
- English, Native
Passions
Passionate and driven professional with extensive experience in the FMCG, medical, pharmaceutical, and flexible packaging industries. Seeking to leverage my expertise and enthusiasm for innovation in a dynamic role within the pharmaceutical or medical sectors.
Languages
English
Native/ Bilingual
Malay
Native/ Bilingual
Chinese (Mandarin)
Native/ Bilingual
Indonesian
Professional
References
References available upon request.
Timeline
Key Account Manager
Amcor Flexible North America
01.2023 - Current
Business Development Manager
Amcor Flexible Asia Pacific
09.2020 - 12.2020
Key Account Manager
Mondelēz
01.2019 - 08.2020
Business Development Manager
Royal Canin
06.2017 - 12.2018
Product Specialist
Johnson & Johnson
06.2015 - 04.2017
Customer Development Executive
Unilever
08.2012 - 06.2015
MBA - Business Administration And Management
University of Wollongong
BBA - International Business
Multimedia University
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