Commercial Operations, Strategy, Revenue Management

Manny Minh Ho

Garden Grove, CA ***** 714-***-**** ******@*******.*** linkedin.com/in/manny-ho9

DIRECTOR COMMERCIAL OPERATIONS

Capability and process builder, effectiveness and efficiency driver with strategic perspective in business decision-support, revenue management, commercial analytics, field force territory planning, forecast and target development, incentive compensation planning, and contract development. Demonstrated success in business development, client management, strategic marketing, and product management. A leader with success in cultural transformation, team building and development.

KEY COMPETENCIES & TECHNICAL PROFICIENCES

Commercial Operations Sales Strategies Enterprise Innovation Program Management Project Management Revenue Generation Analytics Compensation Planning Contract Development Field Operations Key Stakeholder Management Salesforce.com CRM ServiceMax Marketo SAP PA2 SAP-APO Business Objects BWP Oracle OBI IRI Symphony Nielsen Smartsheet monday.com Tableau Power BI Think-cell Vista CPG Vista RAS Simmons Choices 3 Spectra Enlighten/Infinet Media Track Apollo Pro Space

PROFESSIONAL EXPERIENCE

BECKMAN COULTER (Danaher Corporation), Brea, CA 2021 – 01/2024

Senior Manager, Commercial Operations

Directed commercial operations and led growth initiatives and strategies to grow revenue exceeded annual goal of $1.7 billion and market growth.

•Owned and executed commercial ops roadmap to drive effectiveness in internal-to-field systems and processes (Contract Management, CRM, Learning and Development, Incentive Compensation, Field Policy Deployment, Revenue Forecasting, Distribution Strategy) resulting in well-adopted, simple, and consistent standard works.

•Managed field force operations and analytics for territory alignment, target development, incentive compensation planning, contract development, and key performance metrics (KPI’s), resulting in a commercial excellence ecosystem that increased field sales and service operational efficiency.

•Functioned as chief of staff for department head to foster a collaborative and high-performance culture.

•Established and drove focused strategic priorities with Sales, Marketing, Finance, Client Services, IT, Market Access, and leadership resulted in commercial excellence efforts are integrated across the organization.

•Collaborated with key stakeholders to implement revenue management, pricing strategy, lead generation, marketing communication model, and contract governance frameworks facilitating business strategy planning, business review meetings, and commercial operational effectiveness.

•Created centralized sales support resource for team of 1,100 sales and service staff, significantly improving workflow efficiencies across the enterprise.

•Built out commercial operations to include Service Ops and Operation Planning and Integration with three managers.

JOHNSON & JOHNSON VISION, Santa Ana, CA 2017 – 2021

Manager, Global Strategic Insights and Analytics

Executed high-impact tactical and strategic market insights to drive commercial GTM strategy needed to deliver on revenue commitments. Have exceeded revenue goal every year.

•Built and managed global health of the business metric platforms that drove the efficiency for business review and action plan. Platforms became standard work in monthly S&OP and forecasting reviews.

•Collaborated with global and regional commercial teams to build a consistent and aligned process for strategy planning including forecasting, pricing, product life cycle, annual and long-range plan. Cut planning timeline in half with key insights to drive fact-based decision-making process for leadership.

•Disseminated insights, knowledge estate, and market information for key cross-functional partners that drove the culture of fact-based decision making.

•Hired, coached and supervised one senior analyst.

Manny Minh Ho ******@*******.*** Page Two

ABBOTT MEDICAL OPTICS, INC., Santa Ana, CA 2005 – 2017

Manager, Global Business Analytics, 2009 – 2017

Managed team as a decision-support resource for Marketing, Sales, Finance, Supply Chain, Clinical, R&D, Regulatory, Market Access, and Leadership teams. Positioned team as a go-to resource for data and insights to drive strategy.

•Executed global market analyses to determine market size, market penetration, identify new markets, new products resulted in many profitable business development and revenue growth initiatives.

•Standardized global data integration for tracking and planning models that cut allocated time by half.

•Provided analyses to develop profit and lost, pricing strategy, marketing mix models as well as competitive intelligence, customer segmentation, CRM enhancement, sales team incentive plan. Have added and improved the toolbox for efficient commercial execution.

•Supervised on-site consultants. Built partnership that locked in long term discounted contract.

Manager, Global Strategic Marketing, 2008 – 2009

Spearheaded up-stream strategy and marketing planning best practices globally (Americas, Europe, Africa, Middle East, Asia, and Japan) resulted in a process standardization across the globe.

•Developed models to forecast demand, evaluate pricing strategy, project market size and share, and develop metrics to measure new product launch success.

•Managed four regional marketing managers and their direct staffs with a supportive culture beyond work.

Manager, Americas Marketing, 2005 – 2008

Managed product management of assigned product lines to achieve revenue and market share goals.

•Executed new product launch projects for selling stories, packaging, professional materials, promotions, pricing strategy, and customer execution resulted in many successful product launches.

•Managed agencies and vendors to execute integrated marketing programs. Increased the alignment between internal and external resources with clear actionable plan.

•Led forecast and demand planning. Simplified process to cut meeting time to two hours for three SBU’s.

•Developed customer focus culture with effective working relationship with KOL customers, sales leadership, and cross functional stakeholders.

ADDITIONAL RELEVANT EXPERIENCE

ADVANTAGE SALES & MARKETING, Irvine, CA

Manager, Marketing Planning and Insights,

Managed department profit and loss with revenue goal of $35 million a year. Met revenue goal every year. Hired and managed two managers.

National Business Development Manager

Executed sales and marketing plan projects for six clients. Presented strategy to grow sales that won Category Captain at major retailers. Created value proposition and grew client base from two to six within a year. Managed two analysts.

BORDEN FOODS COMPANY, Orange, CA

Sales/Marketing Analyst

Assisted Trade Marketing Manager to manage $30MM trade spending budget.

EDUCATION

Master of Business Administration, Marketing

California State University, Fullerton

Bachelor of Arts, Marketing, (3.9/4.0 GPA)

California State University, Fullerton

Contact this candidate