MATTHEW FAI. LAU
Twin Bright Inc.
San Mateo,CA
3
Languages
33
Years of experience
Proven track record of 20+ years sales experience with capital equipment in the medical and biotechnology industry. Demonstrated ability to drive revenue growth and improve profitability through operational alignment, sales refinement, and strategic positioning on critical sales opportunities. Extensive experience establishing and streamlining direct sales and channel partners across the APAC region. Mentor and team builder with a focus on process improvement and developing a positive culture.
Strong leader and problem-solver dedicated to streamlining operations to decrease costs and promote organizational efficiency. Use independent decision-making skills and sound judgment to positively impact company success.
Work History
Business Advisor & Consultant
3 Years 9 Months- Led technical sales initiatives in the life science and biotech industries across APAC, building partnerships between manufacturers and target customers.
- Provided expert business advice to clients in various industries.
- Directed company operations, aligning service delivery with business goals.
- Directed daily operations, aligning service delivery with business goals and client expectations.
- Negotiated vendor agreements and maintained reliable supplier relationships.
- Evaluated industry competition regularly to maintain a competitive advantage in the marketplace.
- Developed business strategies aligned with growth objectives and market demands.
- Advised clients on business planning, financial strategy, and operational improvements.
- Coached clients on business startup processes in APAC region.
Regional Sales Director, APAC (remote - US-based)
5 Years 6 Months- Managed the APAC (including China) proposal & estimating department, leading a team of six people based in Shanghai, China & Singapore. Oversaw four exclusive channel partners (ANZ, S Korea, Japan & Taiwan) that estimate and author proposals for direct sales as well as RSM/channel partners totaling $25M+ in revenue.
- Directed regional business development, positioning and developing strategies that led to the award of key projects and management of strategic accounts.
- Developed and maintained key global framework agreements with operating companies to position PNI as their preferred provider of LNP formulation and reagents products, including negotiation of terms and conditions, commercial terms, pricing structure, and scope of work ($20M - $30M in annual revenue).
- Collaborated with customers and local sales, business development, and operations teams to position, bid, and secure a $10M offshore project in Greater China.
- Key Accomplishments:
- Q2 2022 Danaher’s President's Club Award – a single order of $7.6M sales of GMP consumables from Daiichi Sankyo, Japan (for In-country mRNA - LNP Vaccine Manufacturing).
- Secured business from key BioPharma companies in China (WuXi Biologics, Hangzhou), Japan (FujiFilm, Astellas, Takeda Pharma), and South Korea (Samsung Biologics, Samyang Biopharma, GreenCross Biopharma, CKD Pharma Corp.) in 2021 and 2022.
- Part of Cytiva, Danaher Corp.
- Directed regional sales strategy to expand bioprocessing adoption across targeted accounts.
- Analyzed pipeline activity to prioritize opportunities and improve forecast accuracy.
- Led pipeline forecasting, account prioritization, and opportunity management using CRM reporting and disciplined follow-up.
Country Manager, APAC, (Singapore Based)
8 Years 5 Months- Worked closely with C-suite executives and achieved the growth strategies.
- Collaborated with C-suite executives to develop and implement growth strategies.
- Monitored P&L for the business in local and AP distributors markets.
- Analyzed market trends, devised strategies, and executed plans to achieve business objectives.
- Led and motivated sales and marketing support teams to drive performance.
- Built a strong rapport with KOL’s in clinical & biotechnology sectors within APAC region.
- Key Accomplishments:
- Achieved & maintained double-digit business and sales growth in 2010 - 2013 from EURO 2.3M to 3.1M.
- Established the first Regional Technical Training Center independent of HQ.
- Developed distributor relationships to strengthen market coverage and customer support.
Technical & Marketing Director - Asia Pacific/Hong Kong
11 Years- Oversaw technical, service, and quality functions across 13 countries, ensuring alignment with regional standards.
- Streamlined and directed daily operations of Technical Service department, enhancing overall departmental efficiency.
- Designed and presented technical and application training for customers and distributors throughout the Asia Pacific region.
- Managed technical, service, and quality functions at a regional level for 13 countries.
- Delivered updated product information to internal teams and distributors for sales and marketing support.
- Provided sales & marketing support to both internal & distributors with updated product information as needed.
- Designed the ‘Electronic Parts Catalog” in electronic format for field service personnel and end users.
- Key Accomplishments:
Education
Bachelor of Business Administration - Marketing
Higher Certificate - Electrical Engineering
Skills
Sales funnel budgeting
Blood Banking (transfusion/apheresis/collection and storage)
Key account management
Nanoparticles (LNP) Fabrication (microfluidic-based) for drug delivery systems (DDS)
Business Development & Commercial Negotiation
Key Account
Project & Contract Service Management
Cell processing techniques
Market Analysis
Data-Driven Decision Making
LNP fabrication methods
Equipment calibration and training
ERP and CRM software
Multilingual communication skills
Languages
English
Full Professional
Chinese (Cantonese)
Full Professional
Chinese (Mandarin)
Full Professional
Timeline
Business Advisor & Consultant
Twin Bright Inc.
01.2023 - CurrentRead More
Regional Sales Director, APAC (remote - US-based)
Precision NanoSystems Inc
07.2017 - 01.2023Read More
Country Manager, APAC, (Singapore Based)
Miltenyi Biotec GmbH
08.2004 - 01.2013Read More
Technical & Marketing Director - Asia Pacific/Hong Kong
Haemonetics (NYSE: HAE)
08.1993 - 08.2004Read More
Hong Kong Polytechnic University
Higher Certificate from Electrical Engineering
Read More
Royal Melbourne Institute of Technology (RMIT)
Bachelor of Business Administration from Marketing
Read More