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International commercial professional

Work Experience

05/06 – present
Channel Innomatrix - The Netherlands
Founder & Managing Director

Channel Innomatrix, a service oriented company, is specialized in international sales & marketing management and distribution & supply channel development for clients in the field of medical devices, biotechnology and pharmaceuticals.

12/04 – 04/06
FMS, Finapres Medical Systems B.V. – The Netherlands
Chief Commercial Officer – Global Sales & Marketing
Deputy Director Sales & Marketing – Global Sales & Marketing

Doubled the distribution network and brought in € 5 M worth of distribution contracts and extended the distribution network to Latin America and Africa; furthermore opened up Chinese and Korean market for the company

Accounted for 20% YTD sales and increased profitability by 15% through business development, strategic re-pricing and contract re-structuring

Converted a single product based business to a full product portfolio driven medical supplier through strategic contracting with other OEM suppliers and thus created additional revenues for the company

Developed a new B2B concept and brought in first OEM client which can potentially create over € 10 M worth of sales annually

Developed and executed a long term corporate marketing strategy which set to triple the sales growth within 3 years by strategically focusing on business collaboration with OEMs and expansion of distribution network

Initiated a major corporate re-branding campaign to create a new market image and deployed effective marketing tactics to promote the sales and business growth

Assisted and advised CEO and the Executive Board in moving a research originated organization towards a dynamic commercially viable corporation

08/02 – 11/04
IsoTis OrthoBiologics – The Netherlands, Switzerland, USA
Business Division & B2B Manager – International Dental & OCF
Product Group Manager – OsSatura & PolyActive Group
International Sales & Marketing Manager – Commercial Department
International Product Manager – Small Medical Devices

Generated a strategic profiling documentation on major dental OEMs and personally initiated business negotiations and brought in the 1st worldwide product licensing and commercial distribution contract with major OEM partner which resulted in positive response on stock market

Build up a distribution network in the dental field and achieved a turnover of € 0.5M within the first year which accounted for 20% of corporate sales

Developed and executed dental and orthopedic marketing strategies for product launches and distribution channel development which has profoundly led to the success in market penetration and alliance with OEMs and regional distributors

Strategically launched OsSatura Dental at one of the most important international dental events with OEM partner which generated enormous publicity and achieved listing of OsSatura on the top-10 most important products at the tradeshow

Led and coordinated key marketing projects on OsSatura BCP, TCP, CPC, Gel and PolyActive and was rewarded for significant contribution to the 2004 IsoTis corporate branding campaign

Created extensive marketing materials including the creation of a master dental marketing binder, a scientific monograph on osteoinduction and publication of clinical study, moreover introduced an innovative concept for product differentiation which has overcome the conceptual resistance and regulatory barrier

Exhibited solid business leadership and successfully co-managed the commercial department during the most turbulent period of merger and business restructure, was thus recognized with honorable awards and increasing managerial responsibilities and directly reported to the CEO and European President

Established a new dental division and built it into the most profitable business unit and integrated with the post-merger OCF business from US, further facilitated the transferring of dental business in North America

07/01 – 12/01
ResMed Ltd – Sydney, Australia
International Product Manager – Diagnostics Group (sleep apnea)

Provided strong drive in the execution of product validation, verification and its consequent global launch project on Embletta EEG and strengthened the leading role of international marketing group amongst OEM supplier and major affiliates

Developed an e-channel to improve the efficiency of communication with OEM, affiliates and other business departments and initiated a global marketing folder to support regional managers in creating consistent marketing materials

Decisively eliminated a financially infeasible R&D project and created an exit plan for unprofitable products so that to better relocate research and marketing capabilities

05/98 – 06/01 Hoffmann La Roche – Sydney, Australia
Junior Product Manager – Dilatrend (heart failure)
Senior Sales Representative – Xenical (obesity)
Sales Representative – Aurorix (depression)

Exhibited strong selling skills and achieved outstanding performance of maintaining 8 consecutive winning at state and national levels, held highest growth variance of 1.5 and doubled business within 1 year with turnover of $0.6M and became the only territory that gained market share and held No.2 position in the market

Introduced new concepts in territory management and business analysis to the sales organization which was promoted to the entire NSW sales team and was adapted in the format of standard yearly business planning; further assisted in training of new representatives, team building and the development of marketing tools

Delivered a key market analysis on the volume, geographic distribution, reference rate and medication of CHF among general practitioners in Australia; the findings triggered the revision in marketing strategies and consequently contributed to an outstanding sales growth and a consistent record sales of over $1M per month

Conducted a thorough investigation on the cost and effectiveness of the heart failure patient support program and subsequently restructured and brought the program in-house which resulted in improved quality of care and an annual saving of $0.5M

06/97 – 08/97
A.Friedr. Flender AG – Bocholt, Germany
Strategic Marketing Associate, MBA project on strategic marketing analysis

08/88 – 09/93
Dalian Quarantine Bureau – Dalian, China
Quarantine Doctor, quarantine control of HIV, yellow fever and cholera at ports

Education

1996 - 1998
Rotterdam School of Management – Rotterdam, the Netherlands
MBA & MBI, Master of Business Administration & Master of Business Informatics

1994 - 1995
Tohoko Graduate School of Dentistry – Sendai, Japan
PhD candidate, specialised in preventative dentistry and fluoridation with children

1993 – 1994
Kyushu Institute of Foreign Languages – Fukuoka, JapanLinguistic student, reached Japanese Proficiency Level II (JPL I is the top)

1983 - 1988
Medical University of China – Shenyang, China
MD, specialized in preventative medicine and focused on immunology and nutrition

Skills

SOUND EDUCATION
MBA & MBI dual degrees with an undergraduate degree in medicine
DIVERSIFIED EXPOSURE
Pharmaceutical, medical devices, biotechnology, orthopedics, dental, mechanical
BROAD EXPERIENCE
Marketing, business unit & B2B management; direct selling and contracting
HIGH PERFORMANCE
Marketing awards from IsoTis and sales awards from Hoffmann la Roche
INTERNATIONAL DRIVEN
Netherlands, Germany, Switzerland, Australia, USA, China, Japan
MULTILINGUAL
Native Chinese, fluent English, advanced Japanese, intermediate Dutch

Languages

Native Chinese, fluent English, advanced Japanese, intermediate Dutch

Other

Nationality: Dutch and Chinese

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