Gary Heng
Segment Manager - Green House Gas Emission, Environmental Pollution, Mining, Renewable Chemicals / New Energy, BioGas, Biofuel, FlueGas Hydrogen Fuel, Public Utilities Segment
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About
Regional Sales and Business Development Manager with over 15 years of experience in environmental monitoring, water treatment, industrial gases, hydrogen, biogas, carbon emissions, and renewable energy sectors across ASEAN, South Asia and Oceania. Proven track record in opening new markets, building distributor networks, and delivering double-digit sales growth. Strong expertise in consultative selling, key account management, and strategic channel development.
Skilled trained in Sales Strategy, Sales Target Management, Sales Negotiation, Channel Sales Management, Customer Acquisition Management and Business Opportunities Development.
Awarded Top Sales
Performer for 2017 & 2018 in INFICON PTE LTD, 2009 Top Sales Winner Circle Award in Nalco Pacific Pte Ltd. Expanded strong network of businesses focusing in ASEAN, South Asia and Oceania Countries.
Experience
Segment Sales Manager at INFICON PTE LTD (2015-10 – 2026-01)
- Manage and expand install bases in Sales, After-sales and Application businesses.
- Adopt SPIN, FAB, DUCK with NEEDS identification.
- Value identification, Value creation to upsell solutions against low price.
Regional Sales Manager at Myanmar Golden Rock International Ltd (2013-05 – 2015-10)
- Setup new Water Division in Myanmar as REGIONAL SALES MANAGER.
- Introduced water purification solutions to Beer Breweries, Winery & Distilleries Plants, Soft-drinks, food manufacturing plants and Top 5 Stars International Hotels.
Senior Sales Engineer at Rockwell Automation SEA Pte Ltd (2011-07 – 2012-06)
1 year contract. Promoted Rockwell's solutions to Water Customers with significant market penetration. Expanded sales funnel to diverse customer segments. Established strong business network with industry leaders. Successfully organized inaugural closed-door water forum at Rockwell's Road Show.
- Promoted Rockwell's solutions to Water Customers: SEMCORB, PUB, KEPPEL (> 85 - 90 % with no prior business dealings with Rockwell)
- Expanded sales funnel to Water Consultants / EPCs / End-Users / System Integrating Companies / Panel Builders and OEM.
- Established business network & friendships with Leaders from major water Consultants/EPCs/End-Users: including CEOs, Directors / deputy Directors, Senior Managers. Identify & qualify business potentials for Rockwell.
- Successfully organized 'Inaugural Rockwell's Closed-door WATER FORUM' at Rockwell's Road Show (SG): RAOTM (12 Jan 2012).
Sales Application Engineer at GREENSPAN SINGAPORE PTE LTD (2011-02 – 2011-05)
Reason for leaving: Restructuring. Industry: Environmental Monitoring, Oceanology, Hydrology, Weather Monitoring, Water Infrastructures Management, Flood Early-Warning System.
- Established major strategic customers: NParks [Gardens by the Bays Project], NEA – NTU Research Projects; NUS-MIT SMART – established remote real-time monitoring of weather data.
Sales/ Area Engineer at NALCO PACIFIC PTE LTD (2007-01 – 2010-10)
Handle sales revenue & after sales maintenance contract services in Water Treatment. Design and propose best chemical treatment regime to meet clients challenging operational demands. Provide solutions to Waste Water Treatment Systems.
- Handle sales revenue & after sales maintenance contract services in Water Treatment after-sales support services.
- Design and propose best chemical treatment regime to meet clients challenging operational demands – Scale/ corrosion inhibitors, biocides, anti-foaming agents.
- Provide solutions to Waste Water Treatment Systems: Provide Jar-testing; Select and optimize usage of specific Flocculants; Coagulants; to meet stringent Environmental discharge limits of Trade effluents.
- Turn-key project management with successful startup and commissioning.
- Achieved > 160% sales target in 2009 financial turmoil.
- Awarded Nalco CEO Global Award: Global Top 2% Sales Engineer Award by senior management.
- Successfully won over REC open tendering and increased sales by 210% from initial REC tender.
- Successfully increased Gas Business (4 to 12 contracts) in 2 years.
Education
Bachelor's degree in Chemical and Environmental Engineering – National University of Singapore (1999 – 2003)
Diploma Merit Award in Industrial Chemicals & Process Technology – Singapore Polytechnic (1995 – 1998)
