Roy Xu
Summary
Driven Business Development Executive with career history in multi-state distributed businesses and proven skill in hiring, developing and retaining high-performance teams. Motivating leader with strengths in building strategic relationships to support key business initiatives. Highly skilled in change management, management transition and merger integration. Offering excellent interpersonal and communication skills and experience managing matrixed organizations.
Overview
25
25
years of professional experience
Work History
Head of Business Development (BD)
Boehringer Ingelheim (BI) China
05.2019
- Establish & lead BI HPBU China BD Team driving BD Excellence
- Lead the team implementing BD Activities incl
- License-in/ out & establishing partnership
Regional General Manager/ East Region
Boehringer Ingelheim China
12.2017 - 05.2019
- With full P&L responsibility: Developed and implemented strategies to accelerate the growth, sustainably gain market share and increase the profitability with my own OCIP and 4P model.
- Implemented operational strategies and effectively built customer and employee loyalty, by launching staff and customer engagement, cultural programs in addition to robust reporting tool that increased operational quality.
- Achieved top rankings: No.2 in Respiratory, No.1 in AIS, No.1 in PD, No.1 in SPAF (Value).
- Realized a 27% growth in 2018 (MKT GR: 3.02%) and YTD 201904 achieved 30% growth (MKT GR: 3.55%).
- Demonstrated high team morale and engagement, evidenced by a Willis Towers Watson Engagement Survey (Q1/19) with a favorable score of 96%. All 17 categories received favorable scores higher than the BI China/Global Average.
Head of Business Strategy & Regional General Manager/ West Region
BI China
02.2016 - 12.2017
- Responsible for BI China HP Business & Enabling Strategy
- Led BI HPBU's transformation by developing Strategy, prioritizing initiatives and leading strategic projects incl
- TA & Portfolio Strategy, Go-to-Market, Talent Strategy, Operational Excellence, Channel Solution Excellence, and Management System Upgrading etc.
- Apr
- Sept
- 2016: successfully cleaned West Region's crisis (as Regional GM), improved strategic products growth from 6.1% to 19.0% by transformation
Director of Corporate Business & Enabling Strategy
BI Corporate
11.2013 - 01.2016
- Led BI Prescription Medicine's cross-TA strategy at Corporate level
- Led Biosimilars commercial model strategy project in Europe
- Developed enabling strategies to activate PM business strategy/ member of project IMMPaCT
Business Unit Head for Cardiovascular team
BI China
05.2011 - 10.2013
- Led CV BU's transformation, turned the team from the most instable/ non-engaged team to the most stable/ engaged team (within 4 BUs/ according to Hay's survey in 2012)
- Sales from 2010's 210 Mn RMB to 2013's 490 Mn RMB, CCMII % from –31.1% to 36.2%- Best BU in 2012/ 2013
Director/ VP for Business Intelligence of BI China
BI China
01.2008 - 04.2011
- Built up the team & deliver value by MR, SFE, CRM, NPP, MPP and M&S training
- Led China organic growth project in 2009 resulting in a doubled GR ( 2010 – 12 vs
- 2007 – 09)
- Initiated/ integrated BI China with corporate Marketing Pipeline Project (MPP) team in 2009, CEO award as VIP guest for International Development Committee Meeting in Dec.2009
- Initiated BI China new product planning (NPP) readiness process & integrated with corporate Global marketing capability project PRIME ambassador & trainer
- Localized & launched Siebel for Prescription Medicine Unit & C-global for OTC unit
Biz Intelligence manager of BI China
BI China
07.2006 - 12.2007
- Built up business intelligence team (incl
- SFE, CRM and MR)
- Launched BI China 1st CRM system, developed SFE business process & integration with FF
- Business partner to enable strategic & operational level decision & action taking20+ market research projects covering both marketed products and NPP products
Market research manager of BI China
BI China
08.2005 - 06.2006
- Built up MR team, project leader for BI China business expansion project
- Programs to enhance BI MKT/ MED/ CS/ FF management team's MR competency10+ MR projects for new product planning and marketed products
Research manager & healthcare team leader
TNS China
04.2004 - 08.2005
- Built-up TNS healthcare team in China, responsible for P&L20+ projects covered all the life-cycle stages
- Established strategic partnership with J&J Medical Device
Market Research specialist/ supervisor
Eli Lilly
01.2001 - 03.2004
- Conducted 30+ MR projects covering all stages of product life-cycle
- Localized Message Management Module to streamline brand management in China
- Business partner on marketing plan & brand/ sales program effectiveness evaluation
Medical Representative
Eli Lilly Hangzhou Office
05.1997 - 12.2000
- 1998 Ceclor world-wide sales champion, winner of Lilly “Golden Global Sales Award”, top medical representative of Eli Lilly China (1998 - 2000)
Sales Rep
People Insurance Company of China (PICC)
05.1996 - 04.1997
Surgeon
XinDeng Orthopedics Hospital
08.1994 - 04.1996
Education
Sr. Marketing Management and Sr. Business Management -
DuKe University
01.2017
Sr. Marketing Management and Sr. Business Management -
DuKe University
01.2017
M&A and Corporate Strategy Programme -
INSEAD Business School/ Fontainebleau, France
01.2014
M&A and Corporate Strategy Programme -
INSEAD Business School/ Fontainebleau, France
01.2014
MBA -
Zhejiang University
02.2004
MBA -
Zhejiang University
02.2004
Bachelor degree in Clinical Medicine -
ZheJiang Traditional Chinese Medicine University
07.1994
Bachelor degree in Clinical Medicine -
ZheJiang Traditional Chinese Medicine University
07.1994
Skills
- Social Media Marketing
- Competitive Intelligence
- Event Planning
- Customer Acquisition
- Digital Marketing
- Strategic Planning
- Partnership Development
- Project Management
- Cross-functional Collaboration
- Business Development
- Staff Management
- Market Research
- Business Intelligence and Analysis
- Decision-Making
Mobile Phone
+86 18616258822
Key Summary
Proved leadership in business management (BU Head/ Regional General Manager) and business enabling function management (VP of Business Intelligence, VP/ Head of Strategy, Business Development)Successful record in both pharma company and consulting firmExperience at local and Corporate
Personal Information
- Date of Birth: 06/29/72
- Gender: Male
- Marital Status: Married
Timeline
Head of Business Development (BD)
Boehringer Ingelheim (BI) China
05.2019
Regional General Manager/ East Region
Boehringer Ingelheim China
12.2017 - 05.2019
Head of Business Strategy & Regional General Manager/ West Region
BI China
02.2016 - 12.2017
Director of Corporate Business & Enabling Strategy
BI Corporate
11.2013 - 01.2016
Business Unit Head for Cardiovascular team
BI China
05.2011 - 10.2013
Director/ VP for Business Intelligence of BI China
BI China
01.2008 - 04.2011
Biz Intelligence manager of BI China
BI China
07.2006 - 12.2007
Market research manager of BI China
BI China
08.2005 - 06.2006
Research manager & healthcare team leader
TNS China
04.2004 - 08.2005
Market Research specialist/ supervisor
Eli Lilly
01.2001 - 03.2004
Medical Representative
Eli Lilly Hangzhou Office
05.1997 - 12.2000
Sales Rep
People Insurance Company of China (PICC)
05.1996 - 04.1997
Surgeon
XinDeng Orthopedics Hospital
08.1994 - 04.1996
Sr. Marketing Management and Sr. Business Management -
DuKe University
Sr. Marketing Management and Sr. Business Management -
DuKe University
M&A and Corporate Strategy Programme -
INSEAD Business School/ Fontainebleau, France
M&A and Corporate Strategy Programme -
INSEAD Business School/ Fontainebleau, France
MBA -
Zhejiang University
MBA -
Zhejiang University
Bachelor degree in Clinical Medicine -
ZheJiang Traditional Chinese Medicine University
Bachelor degree in Clinical Medicine -
ZheJiang Traditional Chinese Medicine University
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