Joevena Loy

Execute Armstrong’s global Data Center sales strategy in the Asia Pacific region, with a focus on Design Envelope solutions, and provide project management leadership.

Oversee rapidly-growth new business segment in South East Asia (SEA), including representing APAC in Data Centre (DC) segment, ensuring that short- and long-term goals are always exceeded. Drive development by building brand name, applications area, product awareness and strategy for a strong entrance into the market. Capitalize on time-sensitive business opportunities with SEA distributors in regional DC projects and modular DC manufactures. - Constructed heavily researched Strategic Key Account plan for Hyperscale and Colocation Data Centre in SEA. - Forge productive, professional relationship with the C level, GM level, and other relevant executives in the Data Centre segment to specific solutions to projects, demonstrating dedication and capacity to solve complex problems. - Spearhead market entry by influencing owners, designers, consultants, and main contractors’ top-down approach, earning praise for capacity to engage parties and convey product/service offerings. - Established and uphold constructive alliance with Global Segment Manager to manage cross-country business opportunities to respective subsidiaries office. - Created market-based strategy plan and approach with product value proposition, demonstrating ability to translate solutions to business value and working with industry-leading clients. - Strategize business plan with product solution offering in SEA Data Center market, creating new sales procedures and standards that have since been brought on a company gold standard. - Lead improvement in sales coordination and sales process productivity, overcoming issues through ingenuity.

Led a team of four sales leaders in achieving Singapore sales target of USD 5.2M, while supporting HUB (ASEAN/ANZ) target of USD 17.7M. Developed and implemented efficient marketing activities and value proposition to customer as one of the key presenters and demonstrators to close new sales. Prepared offers in coordination with the bid and proposal department, ensuring correct technical and financial aspects of offers, including prices, lead time and trading conditions. - Serve as head of key industry for Data Center and Specialty Chemical. - Named the Data Center Lead Speaker for our HUB region event. - Analyzed lost proposals to increase future competitiveness, and worked with the solution team and recommended adjustments for the solutions to be competitive in the market. - Monitored market trends and strategies plans accordingly to meet changing market and competitive landscape. - Build, coach and mentor Pre-sales team to meet sales objectives and consultant’s expectation by sharing opinions regarding market conditions and technology through to design solution that fit to customer requirement - Maintained responsibility of sales contracts, negotiations and reporting for Key account worth over $ 2 million.

Coordinated early sales processes with key personnel and influencing parties, understanding stakeholders involvement and relationship. Established and maintained effective customer relationships through needs assessment, and promoting customer understanding of full systems offering to align them with the proper solution and ensure a positive customer experience. Strategized and planned sales initiatives using company tools. Created value proposition and added value for the customer and company. - Commended for continuously achieving targets, including reaching USD 5.56M in 2016, a 185% lift on goal. - Achieved 2015 target in Q3 with breakthrough as the first DCIM system in ABB in financial industry. - Led Data Center Industry in the Control Technologies Business Unit, driving business initiatives across the HUB (Asian/ANZ). - Expanded additional countries for Data Center Industry to drive, develop, and pursue opportunities in Thailand. - Developed a successful sustainable business strategy for the HUB region. - Data Center Lead Speaker for HUB region event. - Realized our given target within a year in a new industry by taking the initiative to attend courses within 2-3 months and pro-actively participating in networking in the industry seminar and events. - Identified and drove the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration with other business division. - Conducted regular status reviews and proposed recovery plans to mitigate order shortfalls. - Organized and led a project management review for the division top management team and other management stakeholders for a mission critical project - Influence early stages of design and specification with consultants, end users and other key personnel in the technical team.

Strengthened, recruited, hired, trained and developed Sales Channels in local markets, including Indonesia, Vietnam, Australia and New Zealand. Supported channel partners in developing and implementing the marketing plan. Provided business, products and tools introduction and training for partners. Mentored and engaged channel partners in developing business plans and sales forecasts to ensure achievement of targets. Led joint sales calls on qualified opportunities in the region and follow up on defined sales channel targets. Supported local sales force and provided periodic reporting on project pursuit status and forecasting. - Increased partners recruitment list from 11 to 36 companies in one year. - Achieved Business unit Global Channel objective in partner program enrollment from 0 to 11. - Assigned counties number doubled with clean up in reporting and system in place. - Accelerated enrollment process by working with Global Partner manager to localize part of the program procedure. - Reinforced the Channel Partner Business Plan based on growth targets, market coverage and product suitability analysis - Ad-Hoc Assignment: Collected data and interviewed local management across Western Australia, Queensland, Melbourne, and Sydney. Performed market situational analyses related to market and trends. Analyzed economy, trends and business division for each region, and recommended strategy, plans and approaches tailored to those regions. Identified existing and new strategic segments and opportunities based on analyzing, defining strategy and channels for each regions of Australia.

Worked closely with in-country project pursuit team in pursuing EPCs projects destination for assigned South East Asia territories. Engaged with Global Pursue team to pursue international projects destination for assigned South East Asia territories. Leveraged and activated regional / global capabilities and resources to support pursuit strategy. Provided periodic reporting on project pursuit status and forecasting. - Achieved our 6.3M target while providing leadership to representatives and in-country sales teams in project pursues, support technical solutions, proposal and project execution strategies. - Lead PSS (Process Systems and Solutions) & AO (Asset Optimization) project pursuit for South East Asia – Indonesia, Vietnam and Philippines. - Drove pain-to-solution pursuit process to maximize PSS & AO content and pull-through for Field Devices.

Worked with division marketing to plan and implement promotional seminars. Provided feedback and market input to the marketing team on competitive price situations and competitors. Communicated with other division sales in Singapore to manage key account business, growing the business by identifying, selecting and developing potential local accounts. Collaborated across the division, providing accurate forecast and clean orders, work with division service support to ensure customer service requests were attended. - Exceed bookings, sales and profitability targets set for PSS (Process Systems and Solutions) & AO (Asset Optimization) in Singapore for FY 2010 (157%) and 2011 (110%) - Managed the KOB (Kind of Business) 2 & 3 business, implementing pricing strategies to maximize profitability. - Executed the country plan which embodies target migration/expansion/upgrade projects, plans for base business growth, achievable plans for penetration of new technology, marketing, training and service plans in the installed sites in Life Science and Chemical Industry (GSK, Pfizer, Eastman Chemical, Infineum). - Entrusted with expanded work in 2010, leading the PSS & AO project in Singapore for greenfield and migration projects. - Worked closely with in-country project pursuit team in pursuing international EPCs projects destination for Singapore. - Provided leadership to support technical solutions, proposals and project execution strategies. - Supported cross-division project pursuit activities to maximize Emerson contents.

Oversaw Singapore, Malaysia and Indonesia sales for Test and Measurement equipment, marketing a wide range of test and measurement products (E.g. DC/AC power supply, Thermal Imaging Camera, Data Logger etc.), and supporting distribution and channel management within Asia. Prepared and led sales presentations and equipment demonstrations to client, as well as provided after-sales service support with on-site application training for customer.