Doris Li Email & Phone Number

Shanghai, China

Main responsibilities: lead the Sales Team Center1) Accounts receivable management. Redesign the AR management principles, process, tools and techniques, staff skills, incentive plans, and management culture. Monitor contract fulfillment and customer credit risks. Follow up the project progress and the collection process.2) Pipeline and revenue management, including CRM input management, system enhancement, data & information collection in the Lead-to-Cashprocesses, and related process optimization.3) Sales execution capacity enhancement. Set up suitable rules and processesto guide and evaluate sales activities in key processes of Lead-to-Cash loop and link the results with their annual performance appraisal4) Business analysis to support strategic decisions5) Team culture building and overall sales training planning主要职责：销售中心管理1) 应收和回款管理：应收风险管理、项目进展和回款预估管理、协助销售落实回款解决方案、催收手段等；回款奖惩机制制定；客户管理，合同管理。2) 商机管理：CRM使用管理、系统优化、Lead-to-Cash全流程中数据及信息的转化和管理等；立项、借库、收入风险管理及流程优化等。3) 销售执行力管理：加强销售过程管理，制定销售管理细则，使各项规范与绩效等级挂钩。4) 业务分析、决策支持。5) 团队建设管理：整合资源，整体规划销售培训。

Shanghai City, China

Main responsibilities:1) Build weekly/monthly/quarterly data reports and analysis for Asia Pacific locales; monitor the critical operational and financial metrics to support the fact-based decision-making of management/sales/production/marketing teams. Good at using the BI analysis tools to track doable insights into sales leads conversion, products portfolio and pricing rules, media content control and customer retention, etc. 2) In charge of the overall CRM system (Salesforce) maintenance, and the integration of Salesforce and the sales contract system; build comprehensive reports and BI dashboards about leads/pipeline/sales activities and revenue forecast; and conduct related trainings, etc. 3) Track the performance of the company websites and contents, identify risks and opportunities, and study the feasibility of campaigns. 4) Sales contract control and approvals.5) Lead process enhancement and build standardized handy tools to improve team productivity to enhance media content quality and encourage result-driven communications among teams, e.g. the cross-proofreading process, check list tool.6) Provide other supports to the Asia Pacific business, e.g. sales collateral preparation, employee manual revision, etc.主要职责：1) 负责亚太五个地区的业务分析、营销战略落地分析等，监控关键运营及财务指标，提升各管理团队和业务部门的决策效率。善于关键数据分析，为商机转化、产品组合及定价、产品质量控制和客户维护等提供可行性方案。2) 全面负责CRM系统（Salesforce）的管理、优化及升级，整合业务系统，制定BI报表，监控客户拜访、销售线索及商机的转化。3) 追踪分析各地区企业网站及产品的表现，监控风险和机会。4) 销售合同的审批与管理。5) 落实流程优化和业务工具标准化以提高企业运营效率，保证媒体产品质量，如设计交叉审校流程、内容清单工具。6) 支持其他需求，如销售材料设计撰写、员工手册的修订审校等。

Beijing And Shanghai

“Exceed Expectation” in every year’s performance review. Manage China Sales Operation and Customer Service Team:1) Led the implementation of the CRM system (Salesforce) in China successfully. Set up complete account hierarchy. Train and supervise Sales Team on account, territory, lead, pipeline, activity and forecast management through CRM to enhance sales efficacy.2) Comprehensive analysis of products, accounts, channels, and addressable market. Identify new business opportunities and market trends to guide team to expand Sales based on information and data.3) Release Sales reports and dashboards regularly. Assist SIP setup and Sales performance tracking.4) Long-term & short-term sales forecast, local printing plans and risk management with which better inventory management and significant cost-saving are achieved (8-17% for the main local-printed products); and which also made some key deals possible.5) Revised the pricing rules of products with digital contents and customized products based on the total cost concept and the product life cycle theory to avoid harmful revenue in the long run. Meanwhile, simplified and standardized the product and project quotation rules in China to enhance quotation and order processing efficiency.6) Initiate and lead cross-team issue diagnosis, process optimization, won/lost case analysis, and resource integration to enhance internal system & tools efficiency, personnel efficiency and all-around customer satisfaction.7) As operational liaison with AP HQ and global resources, seek possible assistance and solutions to support China’s new business plans, potential sales opportunities and organizational restructuring.8) Support major account, key projects, and channel management with data. Highlight risks and changes to Sales and Management Team.9) Supplier and business partner relationship and quality control. Initiate, plan and monitor the cooperation process of new solutions, existing offer upgrade or new system creation.

Beijing

Won IBM Service Excellence Award in June, 2011.Support the growth and transformation of TSS Sales team1) Support the management team (WW/AP/GCG levels) by working out weekly Sales performance reports with analysis and forecast of current/future quarters2) Host weekly Sales cadence and track action items; interlock with location Sales managers and conduct selling plan/guide across team3) Support the Sales coverage model development and Sales territory/ quota assignment4) Process optimization and refinement: assess current reporting across TSS GCG, identify and leverage common operations processes. Standardize the Sales report and Operations support processes5) Lead innovative Sales and Operations efficiency programs, e.g. Sales territory design analysis, SalesConnect (a CRM system) roadmap forecasting hierarchy setup, new opportunity validating/ tracking process, business continuity plan, etc.6) Incorporate with other support functions/BUs (contract support team, F&P, telesales, delivery team, marketing, client team, channel team, etc.) to close deals7) Mentor new colleagues and inspire closer teamwork

Master Of Business Administration - Mba, 企业管理

学士, English Language And Literature, General