SUMMARY

Kirby is a person who keeps his promises, and a great person to

work with. He makes you feel welcomed, and he is very sincere
and professional.
Gun Suk Ling, HTech Holding Ltd
More testimonials at https://sg.linkedin.com/in/kirbypoh

Kirby Poh

Seeking a role in
> Business development
> Enterprise sales
> Regional sales

Senior manager with 16+ years of success in business

development, corporate sales, and client management in the
highly competitive and continually changing IT industry.
Constantly hunts for new business opportunities and sales
potentials. Adept at the process of solution selling. Resultsdriven; consistently achieved sales targets that were 50% higher
than industry average. Experienced in business customer
engagements in the Southeast Asia region especially Singapore,
Malaysia, and Vietnam.
In short, I understand why revenue is imperative to a company
and know how to get it.

EXPERIENCE
JUNE 1999 AUGUST 2015
SOFTWARE EXCHANGE (SINGAPORE) PTE LTD
- IT services provider
Director

Sales Strategising
Reversed downward trend in gross margin (from 8% to 26% in
3 years) and returned the company to profitability after a
string of losses by transforming a business focused on selling
software products to one centred on IT services and cloud
computing in 2012.
Developed a more regular revenue stream and increased
product sales and margin by driving the company to expand
its IT support and maintenance services customer base
aggressively. Where IT resellers of similar size have 5 10
such customers, Software Exchange acquired close to 50
contributing to approximately 20% of its profits.

Hunter Role

CONTACT
+65 8388 9589
kirbypoh@gmail.com
https://sg.linkedin.com/in/
kirbypoh

Came up with new ways to generate sales leads so that I

wouldnt be deemed to compete with the existing sales team
for opportunities. They include sending sales e-mails to
companies posting recruitment ads in newspapers and job
portals, advertising with Google AdWords, creating an IT
support services microsite, and establishing relationships with
referral partners. These efforts translated to 10 15 new
leads per week, filling my pipeline and helping me with new
account acquisitions.

KIRBY POH

+65 8388 9589

kirbypoh@gmail.com
https://sg.linkedin.com/in/
kirbypoh

Consistently attained sales goals that were set 50% higher

than industry average through a combination of constant
lead generation, excellent customer service, ability to convert
70% of project opportunities to sales (by following a
structured selling process), and maintaining the annual
support customer retention rate at 95% (by practising
effective key account management). Of course, the ability to
respond to RFPs and RFQs promptly and develop proposals
that made sense and exceeded customers expectations are
contributing factors too.

Sales Management
Improved the effectiveness and efficiency of the sales team
by formulating sales quotas backed by stimulating
remuneration and incentive schemes, coaching and training,
and evangelising the use of online customer relationship
management (CRM) system to track sales pipeline and
revenue.
Tripled the monthly run rate sales barely 3 months after
winning the distribution rights of ACCPAC Simply Accounting
(a small business accounting software product line) in 2005
through effective marketing and channel sales initiatives.

Sales Awards Won by Software Exchange

2002 2003
2003 2005
2007 2008
2010
2012
2012
2013

Macromedia Top Reseller

Adobe Outstanding Sales Performance
Symantec Top Silver Partner
Microsoft Top Value Added Reseller
Autodesk Top iVAR
Symantec Top SMB Partner
Symantec Top Performance Partner (Commercial)

JUNE 1995 MAY 1998

DRAGON CITY HOLDINGS (SINGAPORE) PTE LTD
- Chinese restaurant chain operator
Assistant Corporate Developments Manager

Project Management
Helped increase earnings of the company by completing a
restaurant setup and banquet hall renovation project ahead
of schedule (although the deadlines given were deemed
unachievable by the property owners).

Franchise System Development

Contributed to the companys growth plans by developing a
restaurant franchise system in collaboration with a
management consultant.

Page 2

KIRBY POH

EDUCATION

1992 1995
NANYANG TECHNOLOGICAL UNIVERSITY

+65 8388 9589

kirbypoh@gmail.com
https://sg.linkedin.com/in/
kirbypoh

Bachelors Degree
Bachelor of Business, Marketing

CERTIFICATIONS*
2015
2016

Diploma in Modern Project Management Theory and

Practice
Diploma in Business Process Management

*Obtained to gain greater insights into large enterprise business

processes.

PERSONAL TRAITS (AS TOLD BY OTHERS)

Strategic focused, win-win mindset
Sincere, respectful, empathetic, trustworthy
Listens attentively, communicates effectively (verbally and in
writing)
Self-driven in achieving goals, hardworking
Constantly learns to improve, willing to try something
different

LANGUAGES (FLUENT IN)

English
Mandarin (Simplified Chinese)

Page 3