Stone Chen Email & Phone Number

Shanghai, Shanghai, China

Shanghai City, China

Lead sales organization of 650 people including 6 regional sales teams, e-commerce team, trade marketing, and sales development & management team. Led the reform of company’s RTM model to cut down cost while expand active coverageDevelop and coach the team of whole solution of sales execution management and partner management, led the installation and implementation of the solution.Led the team develop and implement e-commerce channel strategies, management process and tools… Show more Lead sales organization of 650 people including 6 regional sales teams, e-commerce team, trade marketing, and sales development & management team. Led the reform of company’s RTM model to cut down cost while expand active coverageDevelop and coach the team of whole solution of sales execution management and partner management, led the installation and implementation of the solution.Led the team develop and implement e-commerce channel strategies, management process and tools, promotion management method and tools, and enhance TP management. Show less

Shanghai City, China

•Lead B2B sales team (including meeting & events sales, youth channel sales, social events sales, and event management team), Club 33 membership sales team, Sales service team, Sales training team, and Call Center team. I’ve been also leading traditional travel trade sales team from 2014 to 2016, and distribution marketing team before July of 2017. •As one of 4 pioneers of SHDR sales team, I was a key leader and contributor developed SHDR sales fundamentals, including SHDR overall sales… Show more •Lead B2B sales team (including meeting & events sales, youth channel sales, social events sales, and event management team), Club 33 membership sales team, Sales service team, Sales training team, and Call Center team. I’ve been also leading traditional travel trade sales team from 2014 to 2016, and distribution marketing team before July of 2017. •As one of 4 pioneers of SHDR sales team, I was a key leader and contributor developed SHDR sales fundamentals, including SHDR overall sales strategies and principles, distribution network design, channel development strategies, partner selection strategies and tools, sales team structure and competence model, etc. •From zero built up several key teams including traditional travel trade sales team, distribution marketing team, sales service team and sales training team. • Leand the team developed long term business plan, annual business plan, and channel business drive program, and successfully implemented and delivered business result. •Led distribution marketing team developed distribution marketing and trade communication strategies, support whole sales team with localized and tailor-made trade marketing initiatives and POSM design and production; manage trade spending and maximize ROI•Lead sales training team to develop sales training strategies, design training content including sales onboarding, product knowledge, sales skill, account management, and ensure high quality delivery with multiple methods. The training team also provide education programs to improve our partners’ performance. •Lead development and implementation of SHDR Account Management framework and related policies & process, which is central piece of SHDR sales management system. •Lead Call Center team to ensure high effective operation of DRC (Disney Resort Call Center) and high quality service to our Guest and partners. It is also an important consumer direct sales channel. Show less

Shenyang

As a full owner of a bottler with 1200 employees covering Liaoning province, I am in charge of the whole business from procurement, manufactory, all the way to marketing and sales. My direct reporters including Plant Manager, Product Supply Manager, Finance Director, HR Director, Marketing Director, Market Develop Manager, and Unit Managers. My job is to lead the local business/people strategies developing, planning, and implementation, and take responsibility for volume, market share, and P&L.

Lead to develop Channel business strategies, operation processes, policies, and tools; Work out Channel AOP and IGP, and push to cascade to frontline to support the achievement of channel coverage, distribution and volume.Build frontline Sales team capability through consistent improving execution tools, and ensure the implementation through health check and on site training.Lead to improve and maintain sales information system; ensure the sales data accuracy and utilization, so that… Show more Lead to develop Channel business strategies, operation processes, policies, and tools; Work out Channel AOP and IGP, and push to cascade to frontline to support the achievement of channel coverage, distribution and volume.Build frontline Sales team capability through consistent improving execution tools, and ensure the implementation through health check and on site training.Lead to improve and maintain sales information system; ensure the sales data accuracy and utilization, so that the IT system can be a key and reliable enabler for business developing.Develop profitable business by leading to adopt balance GTM system and coverage system, direct the investment of frontline Sales people and market equipment. Show less

Lead a project including people from PepsiCo China Beverage Region Sales team, IT team, Logistic team and people from AMEA (Asia, Middle East, and Africa) Division, to work with outsource agency Booz & Co to design a set of new GTM models for China Region. The new system covers all the channels of modern trade, traditional trade, and on promise channel. It includes new distribution structure, new sales team organization structure and sales management tools, new business partner system and… Show more Lead a project including people from PepsiCo China Beverage Region Sales team, IT team, Logistic team and people from AMEA (Asia, Middle East, and Africa) Division, to work with outsource agency Booz & Co to design a set of new GTM models for China Region. The new system covers all the channels of modern trade, traditional trade, and on promise channel. It includes new distribution structure, new sales team organization structure and sales management tools, new business partner system and management tools, new IT solution. My role is to drive for result through providing leadership, direction, and coordination. And I was also one of the most important designers, supporting the team with business and management knowledge. As the project owner, I also need to solve problem and conflictions, to oversee and monitor team leaders. Show less

Qd

Lead Qingdao branch company team including Sales, Marketing, Logistic, HR, and Channel Development, to develop AOP (Annual Operation Plan), to deliver sales and NOPBT target through deepening and widening coverage, improving sales management and execution, developing sales channels, building brand KPI, building organization ability, and control cost including marketing and sales expense.

Beijing

Provide input to JV Annual Operating Plans (AOPs) on sales expansion in new cities (“Wide”) and in existing cities (“Deep”).Actively drive and support JVs in executing AOP and exceeding targets for sales volume, distribution and operating profit (NOPBT). Anticipate JV selling needs and issues and take initiative to resolve before they impact operating results.Provide support to JVs on planning, implementation, stabilization and sustainment of selling systems and tools.Lead… Show more Provide input to JV Annual Operating Plans (AOPs) on sales expansion in new cities (“Wide”) and in existing cities (“Deep”).Actively drive and support JVs in executing AOP and exceeding targets for sales volume, distribution and operating profit (NOPBT). Anticipate JV selling needs and issues and take initiative to resolve before they impact operating results.Provide support to JVs on planning, implementation, stabilization and sustainment of selling systems and tools.Lead evaluation of sales execution effectiveness, identify and address opportunities for improvement and share learning within the function and across JVs (give and take).Provide support to JV development of the right sales structure and roles, staffing plans and people moves (JV organization and people planning).Also led sales and marketing team of Tianjin JV from 2005/3 Show less

Northwest Of China

In charge of Gansu, Xinjiang, Qinghai, Ningxia, TibetBuild relationship between Coca-Cola Company and bottlerBased on the analysis of business facts & data, identify business opportunities and issues, create local channel development plans, consumer promotion plans, brand building plans, OBM plans. Help & push bottler to build distribution system and sales infrastructure. By those mentioned works, drive Coca-Cola volume and build Coca-Cola brandsControl budget, maximize DME… Show more In charge of Gansu, Xinjiang, Qinghai, Ningxia, TibetBuild relationship between Coca-Cola Company and bottlerBased on the analysis of business facts & data, identify business opportunities and issues, create local channel development plans, consumer promotion plans, brand building plans, OBM plans. Help & push bottler to build distribution system and sales infrastructure. By those mentioned works, drive Coca-Cola volume and build Coca-Cola brandsControl budget, maximize DME efficiency Show less

Anhui, Beijing

1999/9-2000/8: District manager of AnHui province. During that year, I led a team of 3 supervisors and 8 sales representatives developed the business from zero to 2 million RMB per month.From 2000/9: Promoted to district manager of Beijing, the biggest and most important market of the Company in China. There were 3 supervisors and 7 sales representatives reporting to me, I report directly to National sales manager.

Anhui, Jiansu

Setup and manage the sales team of distributors, train them and lead them to carry out the targets of Four Fundamental (distribution, display, promotion and price), so as to achieve the sales target and collection target of Company.Build a win-win relationship with customer.Expand distributor’s business channel;Set detail targets according to Company’s business objective, work out sales plan and promotion plan to achieve the targets;Handle promotion execution in key… Show more Setup and manage the sales team of distributors, train them and lead them to carry out the targets of Four Fundamental (distribution, display, promotion and price), so as to achieve the sales target and collection target of Company.Build a win-win relationship with customer.Expand distributor’s business channel;Set detail targets according to Company’s business objective, work out sales plan and promotion plan to achieve the targets;Handle promotion execution in key retailers;Control the budget. Show less