Marketing Strategy, Sales Channel Development and General Managment
Resume:
Terry Chang
** *********, ******, ** ***** 949-***-**** **************@*******.***
SENIOR MANAGEMENT EXECUTIVE
with 33 years seasoned Business Development experience, outstanding in Execution and strong Leadership competencies; Passion to work as senior consultant upon recent retirement
Career Chronology & Performance Highlights
Jan 2012 – Jul 2017
Daimler Trucks and Buses (China) Ltd., Beijing, China
Director of Trucks and Buses Sales
Developing Heavy Duty Tractor sales via dealer groups and applying Total Costs of Ownership to reach +25% Year on Year growth targeting the fast growing e-commerce/logistics segment in 2016
Taking the lead to drive key account bodybuilders in firefighting, oil field, concrete pump and municipal segments. MB’s chassis market share within the imported heavy duty segment stood at +75% all-time high in 2015. Additional role also covers special vehicle Unimog sales to dealers, body builders to satisfy growing demand on off-road application.
Leading the network development project with LSH (Lei Shing Hong) Dealer Group for its re-entering to commercial vehicles arena in various strategically cities/provinces since 2015.
Restructured sales organization to achieve record sales of more than +6,000 units of Mercedes-Benz trucks for different industrial applications in 2012
Jan 2010 – Dec 2011
Sep 2003 – Dec 2009
Jan 2002 – Jul 2003
Jan 2000 – Jan 2002
Nov 1998 – Jan 2000
Mercedes-Benz (China) Ltd., Beijing, China
Director of Used Car Management/Remarketing, Sales &Marketing
Established Mercedes-Benz StarElite Pre-Owned (SPO) car program in China’s complicated and emerging used car market.
Executed StarElite business strategy, introduced retail steering tools, developed 27 SPO dealers, set used car quality standards and achieved highest residual value among Audi/BMW.
Achieved highest trade-in ratio among SPO dealers in MBCL history to support new car sales and hit 1,000 units of certified pre-owned cars in 2011.
Senior Manager of Region North, Network Development
Steered Distribution Support Program with Stuttgart under sponsorship of CEO in China to coach new dealers on sales and aftersales retail process. This best-practice program is still operating and expanding today.
Developed +100 dealers with state-of-the-art Mercedes-Benz facility standards.
Lead the regional dealer selection team of MBCL/BBAC to conduct new dealer selection process covering business plan, feasibility study, funding preparation, site location and proposed management team to meet Master Plan’s format, timeline and ownership requirement.
Developed regional functions and championed local talents.
Taikoo Motors Ltd. (Distributor for Volvo and KIA) - Swire Group, Beijing, China
General Manager of Volvo and Kia Passenger Cars
Transferred from Taiwan office to Beijing office to head Volvo and Kia passenger car wholesale operations and initiate Saab and Cadillac new business projects negotiation with GM China.
Executed Taikoo Motors Board’s decision to close all operations in across 6 locations in China as a result of a China Central Customs investigation among all foreign automobile importers.
Performed staff reduction (with more than 230 employees) peacefully through the termination of employment contracts and terminated all 33 Volvo dealer contracts without dispute.
Taikoo Motors Ltd. (Distributor for Volvo, KIA and VW) - Swire Group, Chungli, Taiwan
General Manager of Volvo Commercial Vehicle and Passenger Car
Orchestrated commercial vehicle’s project on “acquisition of Isuzu” together with Japan’s Itochu trading group to expand Swire’s commercial vehicle portfolio.
Lead Volvo commercial vehicle and passenger car aftersales business including customer service, technical support, parts sales and warranty administration to support nationwide dealership – Gained JD Power CSI No. 1 in 2001.
General Manager of Volvo Passenger Cars
Managed Volvo passenger car wholesale operations right after the Unintended Acceleration (UA) crisis lost control (Taiwan automobile industry experienced technical debate for the very first time on the media).
Revamped the sales activities including sales plan, retail process, network development, re-launching of brands, PR campaign to recover the momentum – Gained JD Power SSI No. 1 in 1998.
Oct 1996 – Nov 1998
Jul 1984 – Oct 1996
Beldare Ltd. (Distributor for Chrysler/Jeep) - Swire Group, Taipei, Taiwan
General Manager
Performed general management duties and took charge directly for sales, aftersales operations, network development, marketing activities and back office administration.
Responsible for profitability targets under the extreme competitive market conditions. Achieved almost 200% market share growth to the highest level in 1997.
Cannon Taiwan Ltd. (Distributor for Volvo in greater China) - Swire Group, Chungli, Taiwan
Deputy General Manager, Sales & Marketing
Promoted as General Manager in 1996 and transferred to Swire’s Beldare Ltd. for handling Chrysler and Jeep wholesale operations.
Managed all marketing and advertising activities followed by dealer sales, direct owned branches retail operations, dealer network management, sales target and principal price negotiations.
Generated record sales and profits between 1992 and 1996 (highest annual turnover US$280M)
as well as received Volvo Cars International Award of Car Market Excellence in 1996.
Management Education
1981 - 1983
University of New Haven, New Haven, CT, U.S.A.
MBA - Emerging Leaders Cohorts, May 1983
University of New Haven, New Haven, CT, U.S.A.
MBA, May 1983
1975 - 1979
University of Chinese Culture, Taipei, Taiwan
BA, May 1979
University of Chinese Culture, Taipei, Taiwan
BA, May 1979
Executive Training
2012
Daimler’s seminar for Director, Lautenbach, Germany
2007
Certified assessor for Mercedes-Benz C-Management program
1998
Chief coordinator of environmental issues for all Swire Group companies in Taiwan
1998
Swire senior management five week seminar at INSEAD, Fontainbleau, France
1995
Volvo Business University two week seminar in Paris, France
1993
Young managers three week seminar at INSEAD, Macau
h Committed to Practical Solutions g
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