Sales Six Sigma

Manan Liu

**** ****** ****

Northbrook (Chicago) 312-***-****

IL 60062, USA *****.***@*****.***

Main Expertise and Qualifications

** ***** ** ****** *** regional pricing and revenue management experience in Fortune 200 companies

Solid management and hand-on operations in pricing strategy and tactics in electronic products, telecommunication, electronic testing services, and consumer goods with up to 15 billion revenue in Enterprise, B2B and B2C

Led worldwide pricing teams up to 14 staff, including recruiting, training and coaching pricing talent and capability

Developed, orchestrated and implemented global pricing software, models, tools and merged with existing systems

Led and executed extensive pricing transformation and innovation projects to improve revenue and profit

Interpreted, analyzed and automated big data to drive fact-based pricing recommendations, comprehensive bid proposals and profit improvement projects

Proven record of delivering $180 million extra revenue with cross functional business leadership and collaborations

MBA, Master degrees, Six Sigma Green Belt, PPS Certified Pricing Expert and fluent in Chinese and English

Work Experience

Imperial Tobacco Group, Bristol, UK 2013 – Oct. 2015

Head of Revenue Growth Management, Group Sales Finance

Main Job Responsibilities: Established and led Imperial Tobacco Group (ITG) Global Pricing Department by introducing latest pricing best practices in pricing strategy, tactics and analytic modeling to improve revenue growth and profitability in worldwide competitive market. The Director’s essential role works with senior leadership management teams, country general managers and sales presidents of $12 billion annual sales worldwide to improve revenue and profit growth thru commercial pricing strategy and tactics, big data analytics, and vertical channel strategy improvements. Key deliverables are ITG new pricing transformation programs from a cost-driven pricing model and a value-focused pricing and sales process, including a comprehensive framework, data-analytical infrastructure and implemented it throughout the whole company and clusters; ensure the effectiveness of the improvements, deliverables, ROI and KPIs at all pricing levels and develop best-in-class pricing talent and execution capability.

Major Accomplishments: Completed the above key deliverables in 2.5 years. Designed and established a new global pricing department with new pricing models, analytic tools, governance and processes. Trained and coached country pricing managers and automated the pricing process, which is more relying on system analytics. Led Center of Excellence Pricing Committee in reviewing global deals, optimizing bid proposals, improving portfolio sales and approving key global discounts. In 2 years, we optimized 54 global deal proposals, completed 6 global workshops and trained 65 managers. In 2015, we identified $26 millions of extra revenue opportunities.

LG Electronics, Englewood Cliffs, NJ 2010 – 2013

Strategy Pricing Director, Global Marketing Office

Main Job Responsibilities: Acted as LG Electronics internal pricing consultant and drove profit improvement projects through pricing strategy, tactics, channel assortment and net promoter scores improvement. Introduced and executed best practice pricing in advanced data analytics, value pricing strategy, customer contract redesign and channel distribution improvement. Led subject matter experts and local stakeholders in key countries to identify profit leakages, channel tactic defects, deal/bid process or discount issues, post-sale services, portfolio pricing issues and improve pricing operations and processes. Finally, partnered with country senior leadership teams to ensure effectiveness of the high profile projects under Chief Marketing Officer and measure project KPIs and performance.

Major Accomplishments: Trained over a hundred of LG Sr. product managers, pricing managers, sales managers in best practice pricing strategy and tactics. Developed and implemented value-based pricing projects in B2C and B2B businesses across 4 industries. Led key corporate initiatives in India, Thailand, Russia, Canada and the USA, which have proven records of turn-around results. Partnered with sales VPs and directors to redesign and implement performance-driven customer/partner score cards, contracts and monitored results, which has improved customer share growth by 3 points in Russia and operating incomes of $15 million in India in an electronic product project.

Underwriters Laboratories Inc. Chicago, USA 2007 – 2010

Global Pricing Director, Company Commercial Group

Main Job Responsibilities: Reported directly to Chief Commercial Officer of UL, which has over $1 billion revenue in electronic product testing services. Led 14 pricing staff worldwide and established global pricing strategies and tactics for 11 industries in 6 international regions. Improved revenue and profit by establishing and implementing a global pricing configuration model, processes, and governance policies. Developed a digital price book for all electronic testing services and developed a robust dynamic pricing tool, capable of providing price quotes for 1.4 million component configuration pricing for 7x24 worldwide. Partnered with sales and 11 industry leaders to improve customer relationships and contracts, which improved customer loyalty and created sustainable organic growth.

Major Accomplishments: Restructured and significantly innovated the global pricing department, developed the company’s first standard digital price book and a robust web-based pricing configuration quoting system for 11 industries, which reduced a monthly long quoting process to one single day and released 4,500 engineers ~15% of their quoting time back to value added engineering work. Utilized Six Sigma methodology and developed a large customer pricing database to configure 1.4 million testing components for quoting. The system handles hundreds of customer quotes every day at anytime and anywhere worldwide. The Pricing Department has generated $50 million profit in front and $30 million in post sales service pricing. In 3 years, the company achieved 17% organic growth, of which Pricing Department was instrumental to company’s success.

Motorola, Mobile Devices, Chicago, USA 2004 – 2007

Global Pricing Director, Mobile ME Division

Main Job Responsibilities: Established and managed a best-in-class pricing department to meet a fast growing mobile accessory business needs, including developing pricing strategies, tactics, policies, processes and special deal guidelines for B2B and B2C customers. Developed and implemented a worldwide collaborative pricing process to manage product life cycles; created global and regional channel pricing strategy and tier pricing structures; established and executed a deal approval system for big bids and deals; developed price/volume trade-off metrics and promotion guidelines; and improved rebates, returns and discounting policies. In addition, worked with subsidiary senior leadership teams to develop market driven pricing strategies, discounting and performance KPIs to enhance sustainable revenue and profit growth. Lastly, defined and led global pricing study and consumer research projects.

Major Accomplishments: Built an award winning pricing department in Motorola; transformed a cost plus pricing approach into a value-added pricing model, which generated $23 million for one product line; developed an automated and dynamic pricing tool to handle 4 global price lists, 8 exchange rates, 6 regional price roadmaps, special deal requests and approvals, and flexible pricing reports. This tool provided sales managers and associates visibility to their targets, budgets, sales status and price compliance. In 4 years, the division grew from $400 million to $1.7 billion with significant improved profit across entire product portfolios. I personally won the Company’s Excellent Performance Award.

Motorola Electrics, Ltd. North Asia PCS Operation, Beijing, China

Pricing Director, Motorola North Asia Region Personal Communication Sector 2003 – 2004

Job Responsibilities: Lived in Beijing. Led and managed pricing for the most competitive market in North Asia Cellular Phone Sector, which included China, Hong Kong, Taiwan, Japan and Korea. Established and executed a pricing formulation model for new phones and accessories for over $8 billion annual sales. Partnered with each country General Manager to develop carrier and retail channel pricing strategy, including supply chains and key accounts pricing tactics and negotiation materials. Trained and coached local pricing staff in best practiced pricing strategy, process and analytics. Finally, worked with Pricing, Marketing and Sales from corporate headquarters and other international regions to align price to prevent pricing arbitrage.

Major Accomplishments: Developed the North Asia pricing strategies, pricing processes and guidelines. Led the North Asia pricing team in pricing portfolio studies, new product price formulations, value-based pricing modeling and competitive intelligence for major competitors. Focused on pricing operations, partnered with sales to identify deal/bid opportunities, improved vertical channel assortments, ensured deals closes with optimized price and profitability. Upon the regional business strategy, we developed a price penetration strategy with the Japan team and grew the market share by 5% in a year. Lastly, collaborated with Finance Department and restructured the distribution discount policy, which significantly reduced price protection expenses and maximized the overall operational profit.

Enterprise Storage Group, HP/Compaq Computer Corporation, Houston, TX 1999 – 2003

Sr. Manager of Global Pricing Solutions

Job Responsibilities: Achieved financial targets through market based premium pricing, tier pricing, competitive pricing and value-added pricing for Enterprise Storage Solution Group. Established and implemented pricing strategies, guidelines and price list for storage array systems, hard disk and tape, servers, software products and enterprise bundled solutions. Worked with crossing functional teams, including supply chains and OEM partners, to reduce inventory and discounting policy with government clients and major enterprise customers. Led a junior pricing team to provide qualitative and quantitative analyses and support leadership on B2B and B2C price decisions. Restructured and consolidated three pricing systems in SAP to support two major net-work storage business acquisitions. Managed $8 billion global division pricing operations.

Major accomplishments: Conducted lots of quantitative and qualitative pricing analyses and studies, including over 200 NPI pricing proposals, price corridor pricing structure with 18,000 SKUs across 3 major pricing systems. Established the first pricing department for Network Storage Enterprise Division with input from McKinsey and Boston Consulting Group. Learned the best-in-class pricing tactics and demand & supply optimization, thus improved the price demand curve tool and generated over $80 million of extra revenue. Supported Compaq/Digital merger and Compaq/HP merger by optimizing prices and synchronizing discounting structures through system, process and channel strategy improvement. Developed new HP Enterprise Division governance model and pricing processes.

Price Brother Company, Dayton, OH 1993 –1999

Manager of Marketing and China Support Services

Job Responsibilities: Assisted the VP of International Division to enter the Asian market, which included creating proper penetration strategies and tactics to help the company enter the China market. Took initiatives in working with joint venture partners, created market materials, translated technical documents into Chinese and assisted in sales training and marketing development. Price Brothers Company (PBC) is a private concrete pressure pipe company.

Major Accomplishment: Developed international market entry strategy and presence in Asia, played a major role in developing two Sino-America joint ventures – a manufacturing plant in Shenzhen and a marketing firm in Beijing. Assisted the VP of Marketing in two major international trade shows, prepared bilingual marketing materials and established PBC pipe brand in China.

Education

MBA from Wright State University, focus on finance and marketing, OH

M.A. in Linguistics from Michigan State University, MI

M.A. in English from Wright State University, OH

B.A. in English from Hunan Teacher’s University, China

Certified Pricing Strategy Expert by PPS

Certified Six Sigma Green Belt by HP and UL

Additional

Competency in all Microsoft Office programs and software, SAP, Statistics and Six Sigma tools

Advanced pricing strategy and tactics from Northwestern University (Chicago)

Advanced value-based pricing from University of Chicago (Chicago)

Leadership training and advanced Six Sigma/Lean Methodology training from Motorola University and

Underwriters Laboratory Company

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