Thanh Tu Email and Phone Number

Nutreco Vietnam Co, Ho Chi Minh; Jan, 2016 – presentSales Director – A member of Management BoardNutreco Vietnam is one of the biggest companies in aqua feed industry in the world & Vietnam manufacturing fish & shrimp feed. As a Sales Director I lead Company Sales Department, which consists of over 100 sales persons including ASMs, Technical & Sales Supervisors and Representatives, Sales Admins and a team of technical support for growth & profitability. There are two sales channels: indirect sale (through distributors) & direct sale (selling directly to shrimp / fish farms. My responsibilities are listed below:• Lead & drive the sales team to attain agreed sales volume target• Ensure sales strategy in place to grow sale & improve Company position in the market• Define emerging market trend, then figure out some solution to catch it up• Expand sales distribution by uninterruptedly getting more shrimp / fish farmers & retailers on board• Maximize likely direct sale to sustain sales growth as well as keep close to Key Accounts (B2B) for better services offer.• Build and offer long-term partnership, which is considered as a loyalty program, to satisfy and keep Key Accounts coming along with Company.• Grow people by providing adequate training & coaching• Assure successors available and succession plan in place• Design yearly sales policy• Hold responsible for managing promotion budget• Lead the technical support team to provide shrimp/fish farmers with superior services offer aimed to get them come along with Company• Closely work with cross-function team to streamline the business• Create and maintain good relationships with key decision-makers of the Key Accounts• Direct subordinates to drive sale of the target products bringing in Company high margin that is considered as commerce-oriented.• Be accountable for P&L

Samsung Vietnam, HCM; Nov, 2011 – Dec 2015Sales Head of Home Appliances; Mar, 13 – Dec 2015As a Sales Head of HA I am in charge of both channels: Modern Trade (Key Accounts) & General Trade (dealers & wholesalers). Accordingly, I've got four direct reports including South/Central/North Regional Sales Manager and Head of Modern Trade-KAM, as well as over 50 indirect reports. As a sales head of HA, I take the responsibility to lead HA sales department of Samsung for growth & profitability.Head of Modern Trade-KAM – CE (Consumer Electronics); Nov, 11 – Feb, 13As a head of Modern Trade-KAM I was in charge of Company’s Modern Trade channel including KAs nationwide ( Nguyen Kim, Cao Phong, Pico, MediaMart,…), who hold a significant sales share of Company’s. Owing to not having Modern Trade-KAM before, thus I take the lead to establish Modern Trade-KAM. I work with Product MKT, Trade MKT, Marcom, Display and Field Force Team for designing & deploying trade promotion as well as ensure in-store operation excellence in terms of display, sales promotion and marketing activities execution, promoter management, etc.• Deal with single KA about Annual Trade Contract that consists of sales target, trading terms, co-marketing activities including consumer promotion, display, advertisement• Work with each KA to produce three-month sell-in rolling plan• Work with KAs to come out JBP (Join Business Plan) in terms of consumer promotion, co-marketing activities to boost sell-out• Work out Master Coverage Plan for sales team.• Based on GFK report to outline strategic action plan over market change & perspective• Be accountable for P&LCompetencies & achievements: Obtain a sales growth of 59% in 2013 vs 2012 while market growth just 24%. Gain a sales growth of 69% in 2014 vs 2013 while market growth just 22%. Acquire leading share of wallet of TV in KAs resulting in No1 vs Sony Establish good relationship with the CE KAs in Vietnam

As a National Project Sales Manager, I lead Company Project Sales Department which consists of sales & technical support teams totaling 45 people. I am supposed to identify potential viable project business, and then develop feasible & competitive offer to win projects. In addition, I continually advance the service offers to fulfill emerging customer needs. Project sales business is considered as B2B business, so I am concentrating on how to create good relationship with big accounts and how to deliver advanced services to them to get them to come along with Company. I work with other departments: retailer sales team, marketing, logistics, and production to streamline the business. As a member of management team of Company I take part in building and reviewing company strategies & business plan • Create and maintain good relationship with key decision-makers of the key accounts which include big construction companies, professional developers, architect / designing companies & applicators• Maximize direct sale to sustain sales growth as well as keep close to project customers for better services offer• Classify the projects for driven priority • Derive viable and competitive offer to win project• Direct subordinates to drive sale of the target products bringing in Company high margin• Lead the technical support team to approach customer to get products specification done and fulfill customer needs through superior services offer • Collaborate with marketing to derive product portfolio for projectsCompetencies, skills acquisition & achievements: Gain a leading market share of 50% in the big cities HCM, Ha Noi and Da Nang Achieve growth rate of 40% year-on-year  Create good relationship with key accounts (Hoa Binh, Coteccons, Invesco, Vincom, BTA Won the huge projects such as: The Vista, Estella, Keangnam, Bitexco Experience in carrying out necessary projects to promote the whole business such as: customer/project classification, KAM

I am in charge of managing the Trader group which is one of Target Groups of Metro. My responsibilities are how to increase store visiting frequency, average value per purchase invoice, penetration and finally total sales dollar volume of Trader. I report directly to Marketing Director. I am a member of Management Team of Company. Trader group, in 2008, hold a leading sales share of 44% of Company. As a head of TGM-Trader department, I take the responsibility to set up and lead Cross-Functional Team including representatives of Branding & CRM, Field Operation, Store Operation, Offer Management to grow TGM-Trader based on the process including: Target Group Prioritization: Define core target groups to focus on, based on attractiveness and accessibility through market research Assortment Building: Build full ranges for professional core needs of core target groups via internal & external researches Price Building: Define relevant competitions, then position pricing for core ranges of core target groups against relevant competitors to be a price leadership (2-4% cheaper) Value Added Services: Uninterruptedly derive value added tools such as: delivery, dedicated sales team, exclusive check-out, credit on the purpose of building / strengthening long-term relationship with core target groups Promotion / Communication: Implement target group specific approaches such as: Metro Mail, SMS, E-blasting...- Cooperate with the suppliers in running the promotions for Trader (with Unilever, P&G...)- Lead several projects: supporting supermarket-trader, delivery for Mom & Pop shops, trader shop model in storeCompetencies, skills acquisition & achievements: Strategic thinking/planning Obtained the competency of cross-functional working through leading Cross Functional Team Capable of preparing & leading Company-level projects The total revenue of Trader group was increased by 28% versus 25% of Company’s

I lead the Mekong ROU (Regional Operation Unit) which includes the sales team, 1 Regional Marketing Sup, 1 Market Intelligence Sup, 3 Customer Service Administrators, 1 Technical Support . In addition, I am in charge of Can Tho Branch, Can Tho warehouse. I take the responsibility to maintain & grow sales distribution system & relationship with the constructional bodies. In specific, as a leader of the ROU I am supposed to make annual sales & marketing plan for the region which is accompanied by related budget. Besides, I participate in some projects such as: MAC project and Dong Hanh (Be Together) projects as team leaders. Furthermore, I am a member of HAY COMMITTEE of Company• Set up & enlarge sales distribution system by opening up new retailers & distributors• Lead and direct the sales force to ensure excellent business contacts with visited customers• Usually go with sales team on field aimed to know real pictures to take corrective actions right then if any as well as coach sales guys on the spot• Regularly visit big contractors, construction companies, designing & consulting companies, architecture bodies ... to know potential cement business as well as establish good relationship with in order to facilitate cement business with them• Experience in designing an attractive sales promotion and how to run it effectively• Hold technical and retailer workshops under the combination between technical support, Marketing and Sales Departments.• Generate high degree of motivation among ROU members through accompaniment, meeting style and appraisal of individuals. Competencies, skills acquisition & achievements: Gain experience in leading cross-functional team. Obtain experience in Company-level projects as a team leader. Create good relationship with provincial services of construction and construction companies in Mekong If the market share of Holcim in Mekong in 2001 was 5%, it is risen up to 31% in 2007 to become a market leader in Mekong.

I join Unilever in the beginning when the Company initially put the first bricks to build up sales distribution system (SDS). I am in charge of Mekong. My main responsibility is to build up the SDS, which is in line with Unilever’s strategy at the time, through opening new distributors, recruiting sales persons, working out MCP (Master Coverage Plan) for sales team how to cover the market fully• Able to bring qualified people on board through recruitment• Experience in carrying out market mapping of outlets that is a base to work out MCP• Continually expand sales distribution system largely and deeply• Monitor the implementation of products merchandising & cyclic customer visit and make sure that they are all done properly • Experience in designing an attractive sales promotion and how to run it effectively• Usually go with sales team on field aimed to know real pictures to take corrective actions right then if any as well as coach sales guys on the spot• Review sales performance with sales team daily to make sure that sales achievement on track• Capable of dealing with distributors for tough issues such as: more personnel, more trucks, more warehouses, more capital as investment• Improve sales team’s selling skill, communication skill and time management through counseling, on-the-spot coaching and identifying training needs to conduct related training courses thenCompetencies, skills acquisition & achievements: If there were just 6 distributors, 24 salesmen, 4 sales sups, 0 rural sales rep, covering 420 outlets in the beginning I joined Unilever, these numbers are significantly increased as followings: distributors 21, salesmen 80, sales supervisors 6, rural sales rep 6, covering 8000 outlets right at the time I leave Unilever in Sep 2000 I make a significant sales growth of ranging 130% - 170% year-on-year during the time I have stayed in Unilever Earn meaningful experience in establishing sales distribution system from almost NOTHING