Richard Gao

Seasoned and experienced professional with Entrepreneurship Spirit. Acted as change management champion to define and implement various programs to realize company growth, improve sales force effectiveness and digitalization of company wide systems. Experienced crossing supply chain operation to commerical operation within dynamic industry sectors. Also experience in post integration for M&A profession. Most recent experience in commerical operation/sales force effectiveness from establishing new team, setup R&R for new org/new functions/new teams to execution of commerical operation strategies & tactics to support business growth. Certified Lean Six Sigma Black Belt Professional. Certified APICS CPIM and CSCP Professional. Certified in Engineering. • Successfully built, developed and coached new Commercial Operation teams including but not limited to Sales force effectiveness, Customer Service, Pricing Management, Contract Management, Customer Master Data, & Commercial Support • Defined, developed and executed COO Roles & Responsibilities to collaborate with other functions (sales, product, R&D, supply Chain, Finance and etc.) • Lead COO team (5 direct reports) and CSR team (2 direct reports with 9 team members) • Business Revenue Management/IBP o Managed and led identified business growth initiatives i.e. cross selling, distributor incentive selling, and etc. o Responsible for development and execution of commercial strategies and tactics o Business P&L annual budgeting allocation and Quarterly Rolling Forecast o Operationalized several revenue growth/volume recovery campaigns with right incentive schemes o Developed and execute right Sales Incentive Plans Sales Performance o Sales Reporting and Analysis to enable Economic Profit Initiatives and management queries o Monthly/Quarterly Business Review vs. budget/rolling forecast/actual performance • Defined, developed and integrated key commercial processes: o Led selection and deployment of commercial system, processes and tools (OTC, AR, IT..) o Sales Contract Review and Approval Process/Tools o Pricing Strategy, setting and monitoring for DoA approval and SoX risk compliance o Monthly Sales Rolling Forecast System and Processes o Customer Master Data Management • Developed Sales Force Excellence Team and launched sales excellence programs o Deployed CRM system, processes and its operation o Sales Territory Planning to improve its coverage and effectiveness o Launched Customer Offer Level Program to improve sales effectiveness (right contacts with right frequency on right accounts…)