Strategy Manager Operations

FEI “FRANK” XIAO

Penfield, NY 585-***-**** ********@*****.*** www.linkedin.com/in/Fei-Frank-Xiao

MANAGER: PRICING, STRATEGY, OPERATIONS

Sharp-minded strategist effectively identifying business growth opportunities and originating data-driven pricing solutions in support of globally deployed product lines as a collaborative leader to cross-functional internal teams and external partners.

Creator of various pricing tools leveraged to analyze profitability for existing and prospective products as well as supply chain models to determine profit maximizing opportunities.

Optimizer of existing operations based on data analytics.

Inventor issued 4 U.S. patents—including one recognized “very highly valued” and for which Xerox filed multinational patents.

SELECT CORE COMPETENCIES

Pricing Strategy Development/Execution Strategic Planning Data-Driven Operations Management

Competitive Analysis Benchmarking Business Analysis Business Modeling Data Analytics VB, SQL, C++

Portfolio Management Product Life Cycle Management Business Resumption Planning Direct-to-Consumer

PROFESSIONAL EXPERIENCE

WARNER BROTHER DISCOVERY, NEW YORK 09/2021-Present

Manager, Pricing Strategy (09/2021-Present)

Develop pricing strategies for global WBD Streaming Services and all Direct-To-Consumer (DTC) endeavors.

XEROX, WEBSTER NY 07/1995-01/2020

World Wide Strategic Pricing Manager (11/2014-01/2020)

Created inkjet and mid-range xerographic digital press pricing guidelines, including list, floor, and ASP estimate. Tracked and generated reports detailing pricing level and coordinated international pricing management, training, and special approvals. Analyzed competitive market pricing and refined pricing strategies. Devised and updated quantitative pricing tools to analyze profit for deals in Xerox operating companies.

Select Highlights:

Formulated pricing strategies to meet profitability goals for a globally launched inkjet press representing Xerox’s first entry into a new market segment. Monitored and reported on quarterly equipment (initial sales) and post-sales (annuity) pricing in support of the new business.

Priced multiple products ($50K - $1M+ equipment unit price) in North America, Europe, and developing markets. Offered insight on price adjustments based on market conditions and other factors.

Achieved market share stabilization and improvement following a new product launch to combat a decline in product installation rates for a mid-market offering.

Examined market pricing and crafted strategies to cut costs, tighten targeted messaging, and initiate pricing actions to maintain gross margins.

Business Strategy Manager (01/2010-12/2015)

Facilitated strategic planning, business group annual RDE portfolio budgeting (>$100M per year) process according to business priorities. Refined research, development and engineering programs through monthly reviews of xerographic and inkjet product portfolio.

Business Strategy Manager CONT…

Explored market opportunities for digital printing applications for use with inkjet printing, closely working with business leaders and external experts. Analyzed opportunities in adjacent markets such as book printing, healthcare, and other sectors. Recommended product development strategies to capitalize on multibillion-dollar opportunities.

Reviewed the product portfolio quarterly with business leaders, engineering groups, coordinating annual RD&E planning and prioritization to fund, monitor, refine or cancel programs as necessary.

Built robust product development pipeline through close monitoring and resource allocation/modification.

Business Operations Manager (08/2008-01/2012)

Elevated gross margins by 9% and gross profits by multi-million dollars after transforming revenue and cost data into actionable strategies to decrease client cancellation of maintenance (annuity) contracts for an aging Xerox product. Outlined product migration path, customer and sales force incentives, and other key elements. Directed cross-organizational team comprised of operating companies, marketing, engineering, and other entities to track the performance, make adjustments and achieve a profitable transition of an aging product to a new, more profitable product portfolio. Contributed to numerous projects for various product lines for gross margin improvement. Monitored customer satisfaction levels for the business group.

Deepened understanding of machine-in-field (MIF) requirements for existing and new product revenue and profitability projection for installations (new business vs. trade), removals (cancellation vs. trade), monthly post-sale volume, and other metrics.

Interpreted trends, emerging issues, and solutions to strengthen customer satisfaction. Closely worked with multi-organizational teams for customer issue resolutions.

R&D Strategy Manager (06/2006-08/2008)

Completed KPI and valuation, tracking for Xerox Innovation Group (corporate research and development) portfolio and coordinated technology export control as XIG strategy manager - facilitated technology transfer between Xerox Corp. and Fuji Xerox.

R&D Researcher (07/1995-06/2006)

Xerographic marking technology development through simulation and experiments. Performed modeling and data mining for supply chain and predictive maintenance.

Hewlett Packard Company, San Diego, CA

R&D Engineer, Inkjet Business (12/1993-06/1995)

EDUCATION/CERTIFICATION/HONOR SOCIETY

Ph.D Theoretical and Applied Mechanics, Cornell University, Ithaca, NY

Master of Business Administration, University of Rochester, Rochester, NY

Certified DFLSS Green Belts: Marketing, Engineering

Beta Gamma Sigma Business Honor Society; Phi Kappa Phi Engineering Honor Society

COMMUNITY INVOLVEMENT

President, Xerox Asians Coming Together Caucus Group (700 – 2000 members)

Principal/Chairman of the Board, Chinese School of Rochester

Founding Member, United Way - Asian Pacific American Leadership Development Program, Rochester

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