Christine Tong

• Channel Strategic & Business Plan: – Based on channel and category evolution, generate holistic retail channel strategy (across all sub-channels, online/offline/DTP) covering opportunity define, target setting, tactics development, investment plan and implementation routes built-up. – Develop annual commercial terms for retail channel • Retail Brand Marketing (covering GenMed and SPC brands): – Aligned with BU brand strategies, lead the team to develop channel brand strategy based on channel advantages and opportunities respectively. – Collaborate with BU and sales team to set effective distribution/marketing/pricing strategies by region segments and drive the perfect field execution. – Based on in-depth shopper and consumer studies, lead the team to innovate brand activation activities and call for retailers’ collaboration. • Retail Trade Marketing: – Deliver trade investment plan in accordance with channel ambition. Be responsible for ROI. – Lead the team to innovate effective shopper interaction activities and build up patient healthcare eco-system in both normal pharmacy and DTP channels. – Empower retailers in CRM based patient segmented management to further drive operation efficiency improvement and better service to patients. Set up standard service framework and procedures in different TAs and implement the practice in retail stores. • Retail SOP: – Responsible for retail sales forecast, business planning, customer contract target and sales incentive mechanism. – Responsible for retail product supply management. – Lead the team to build operation process and standards to deliver efficient and smooth sales running cycle. – Responsible for third-party medical representative service management. – Work with internal cross-functional teams on, digitalization, data and intelligence capability building, sales target setting, training, etc. to build up a high efficient operation model.

- Lead category operation, incl. developing category strategy and executions. Be responsible for category performance and growth. - Lead category deep-dive and insights development to fuel the strategy making and catch biz opportunities. - Build up system category capability - category tools and frameworks, category foundations and systems and talents - to support the business with competitive advantages in category profession. - Scope: Retail - MT and grocery channel, covering full category scope - Leadership: lead a 10 people team, reporting directly to leader of Retail.

Lead trade marketing team on commercial tasks: - Business planning - Channel opportunity define and strategy building - Portfolio management: develop geography/channel/portfolio strategy and design executional channel play book, incl. must-have SKUs and display guideline - Develop promotion and shopper engagement guideline/campaign - SRM - Own market expense with smart allocation and continuous efficiency improvement

 Lead category development and build category captaincy for all national key accounts (WMT, RT Mart, CRV, Carrefour, Yonghui, Metro, Lotus, Suguo, Tesco, Wu Mart and BHG), covering category review & opportunity define, deep-dive analysis, NPD and occasion analysis, basket study and shopper understanding.  Lead in-store category solution development: 1) Main Shelf activation; 2) Transaction Zone building; 3) In-store multi-display solutions. Category solutions are tested and rolled out across all key customers, e.g. WMT, CRV, RT Mart, Carrefour, etc.  Lead New Retail (O2O) category development by 1) Initiating the framework of New Retail category management; 2) Setting up category captaincy with JDDJ; 3) Delivering test & learn projects in JDDJ and roll out to more platforms/customers. Successfully built up a systematic ways of working for O2O category management that largely drove O2O category performance.  Lead Channel Portfolio development. Based on channel studies (shopper, competition and category trend), generated guidance on right portfolio as well as innovation directions for different channels (Hyper/Super/Mini/CVS).  Lead annual JBP toolkit from category perspectives. Based on category facts and shopping trends, construct annual category development plan with Mars plan embedded.  Deliver cross-functional support in various areas: 1) Internal key projects, e.g. Channel Shift; 2) Critical business question deep-dive; 3) NPD and marketing selling stories; 4) whole company level weekly category insight sharing and driving so-what.  Lead and design capability building program for whole Strategy Development Leadership team.  Guide the development of internal category database setting up.  Deliver cross-category support to other BU of Mars, e.g. Bekind and Ice Cream series.

 Lead category development and build category captaincy for all national key accounts (WMT, RT Mart, CRV, Carrefour, Yonghui, Metro, Lotus, Suguo, Tesco, Wu Mart and BHG), covering category review & opportunity define, deep-dive analysis, NPD and occasion analysis, basket study and shopper understanding.  Lead in-store category solution development: 1) Main Shelf activation; 2) Transaction Zone building; 3) In-store multi-display solutions. Category solutions are tested and rolled out across all key customers, e.g. WMT, CRV, RT Mart, Carrefour, etc.  Lead New Retail (O2O) category development by 1) Initiating the framework of New Retail category management; 2) Setting up category captaincy with JDDJ; 3) Delivering test & learn projects in JDDJ and roll out to more platforms/customers. Successfully built up a systematic ways of working for O2O category management that largely drove O2O category performance.  Lead Channel Portfolio development. Based on channel studies (shopper, competition and category trend), generated guidance on right portfolio as well as innovation directions for different channels (Hyper/Super/Mini/CVS).  Lead annual JBP toolkit from category perspectives. Based on category facts and shopping trends, construct annual category development plan with Mars plan embedded.  Deliver cross-functional support in various areas: 1) Internal key projects, e.g. Channel Shift; 2) Critical business question deep-dive; 3) NPD and marketing selling stories; 4) whole company level weekly category insight sharing and driving so-what.  Lead and design capability building program for whole Strategy Development Leadership team.  Guide the development of internal category database setting up.  Deliver cross-category support to other BU of Mars, e.g. Bekind and Ice Cream series.

 Category captaincy development: led category development and built customer collaboration for national top retailers, e.g. RT Mart, CRV, Carrefour, Metro and Lotus. Delivered category overview on a regular basis and category deep-dive to search for potential business opportunities. Developed in-store category solutions, main aisle and check out, for key customers.  Generated the routine and the template of category insight sharing in company level platforms and delivered valuable customer/shopper learnings to other cross-functional teams like brand team, trade marketing and key account teams.  Created category insights download routine in trade marketing planning cycle to guide the shopper marketing plans with solid customer and shopper learnings. Delivered quarterly customer selling stories that sell Mars plan from category perspectives.  Support the new BU of Mars, Bekind, launch in China. Led the product sell-in in WMT from category angle.  Cross-functional support in business questions analysis and projects involvement on behalf of category perspectives.

• Drove in-depth business analyses (Customers include top Hyper/Super, CVS, Petrol Station, E&D, airlines, and cinema channel customers.)  Led cross functional task force on major category projects such as shopper-centered Beverage Zone, Space Planning and Shelf Optimization, Category Vision, etc, to achieve the category success at the point of purchase.  Led Category Management in E-Commerce channel through the collaboration with Tmall.  Oversee different types of shopper researches with various business objectives. In charge of the full research projects and develop business solutions based on the insights and learnings.  Led “Core Pack” project to define the key SKUs for MT channel in the system so as to ensure the sufficient resource and aligned strategies applied on the products that deliver main business contribution.  Own the customer data system. Worked with global IT team on various data related projects. Build routine business reporting templates for regular updates. Deliver user trainings.  (2016/7-2017/2) Took a short-term assignment to lead Shanghai CatMan team, overlooking and managing all the Category Management projects.

• • Delivered and supported category reviews and other advanced category analyses for key customers. • Led space planning projects (planograms and cross-cat display) based on shopper study insights at the point of purchase. • Engaged in shopper researches by managing the whole project pace and controlling the detailed stages. Turned research insights to actionable initiatives. • Arranged trainings and workshops with content preparation and onsite support. • Drove data accuracy of key customers shipment data