Pinnara Naranong

A diverse experience General Manager with successful profitability improvement, continuous sales growth and solid business development in emerging markets with great communication & influential skills in building material and manufacturing industry for > 20 years. Strengths are B2B market analysis, Brand building, Sales competency development, proactive teamwork coaching and change management with intensive works of digital tools and indept end-user focus. Possess the ability of adapting extensive best international practice in Innovation, operational excellence, customer-focus and employee centric.

Saint-Gobain Asia-Pacific | Bangkok, Thailand                                               11/2022 – 01/2023

Marketing Project Director, Innovation Centre, Shanghai, China 

Facilitate local entities in SEA to study business opportunity of Industrial flooring with Architects & Flooring Contractors.

• Studied market attractiveness by adapting Design Thinking concept : Scoping Canvas / Innovation Survey Methodology / Business Model Canvas and able to prioritize resources from PH->ID->VN->TH

Saint-Gobain Abrasive Southeast Asia | Bangkok, Thailand        07/2021 – 10/2022

General Manager 

Manage operation (260 employees) in Southeast Asia (Thailand, Indonesia, Singapore, Philippines, Malaysia and Vietnam) covering Industrial accounts & Distribution including 2 plants in Indonesia.

• Grew sales >10% and improved OP from 0% -> 9 % through portfolio management, sales competency, pricing management and operational excellence.
• Developed highly motivated teamwork from eNPS score 37% ->46%, by launching 24 “Battle-to-Win” projects;- a new working style with Policy Deployment concept.
• Launched OPL (50#) / PowerBI (20#) / Safety Audit as personal KPI, improved 12% Inventory, increased OTIF from 50->75% and reduced 1.8% COGS from WCM in Engineering (Productivity & Growth Capex) and Purchasing (local and logistic saving).

Saint-Gobain Thailand | Bangkok, Thailand                                                        01/2020 - 06/2021

Chief Operating Officer : COO (Cambodia, Myanmar and Laos) 

Developed sales & marketing & customer service & technical supports of Construction products ; Gypsum, Mortar, Energy-saving Insulation and Glass, for both Project and Distribution sales, and managed daily operations over 50 accounts in Cambodia, Myanmar, Laos, Australia / NZ, Taiwan and inter-co activities (Vietnam, Africa and SEA) with a commissioning plant in Myanmar (2021).

• Despite Covid-19 pandemic, maintained Sales in 2020 VS 2019, grew Weber (Mortar) sales in Cambodia 147% from aggressive brand promotion in social media and channel penetration especially in project sales with intensive technical supports, and double sales for plaster & ceiling in Australia with attractive trading margin (38%).
• Launched online communication channel “Gyproc-Pro” e-loyalty program & learning module for sub-contractors with 516 members in 1 yr.

Saint-Gobain Thailand, Bangkok, Thailand                                                       07/2017-06/2020

Export Director

Developed business and managed 10 export countries of Construction products (Gypsum, Mortar, Insulation and Glass) with 25 people in the team in Th, Cambodia, Myanmar and Laos.

• In 2019 : Grew Sales +32% to budget and 61% above last year with outstanding growth in Cambodia (+80%) and Taiwan (+150%). Become Top brand in mind for Architects / Applicators and No.2 for Retailers in 2020.
• Launched new Insulation business in Myanmar and metal frames in Laos with extensive brand promotion and specification sales for projects. 
• Organized 15-20 brand promotion events per year, for designers, interior contractors and retailers with attractive customer experience and actively promote brand & new products in social media and POS in MDT and high-traffic areas.
• Authorized 13 new distributors from 1->5 new distributors in Myanmar, 1->3 in Cambodia, 5->9 in Laos and 1-> 4 in Australia.
• Launched Salesforce CRM program with Price monitoring and launched E-Shop to key customers in CLM, Taiwan and Australia. 

Saint-Gobain Thailand, Bangkok, Thailand                                                        01/2015-06/2017

Business Development Manager

Managed Export Sales of Saint-Gobain Gypsum (Gyproc Thailand)

• Initiated 3 brand / loyalty programs: Acoustic Tech Talk seminars (Architect & Designers), GyprocPro Club (Interior contractors) and Happy Partner (Retailers).
• Launched Sales E2 to entire sales organization in CLM. Reduced reporting time by 40%.
• Develop Acoustic & Aesthetic Ceiling business in Australia from 0 in 2015 à 1.3MEuro sales in 2017 by establishing partnership with local competitor, CSR, and marketing transfer from Denmark.
• Developed presentations & training modules for project & specification sales ; Press release, Company introduction, Consultative Training, and Specification workshops in PH CLM NZ.

Thai Gypsum Products, Bangkok, Thailand                                                    01/2012-06/2014

Business Manager – Gypsum Plasters

Managed Thai and export marketing & sales development of Gypsum Plaster Business including Sales, Product management, R&D and Technical support functions.

• Achieved +8% total plaster margin of export business, grew export sales +20% Volume.
• Developed and launched 5 new products in 3 years ;- GypCoteMax SkimCoat in HK, Gyproc Jointing (cost reduction) – Th, ProCote- Infilled-Th, ProCote120 – Th / HK and GypcoteTotal SkimCoat –Th.

Thai Gypsum Products, Bangkok, Thailand                                                      01/2004-12/2011

Export Manager 

Managed Vietnam, Philippines, Australia, New Zealand, Cambodia, Laos for Saint-Gobain Gypsum.

• Grew sales in Vietnam +50% per year in 2004-2006 and coached Vietnam commercial team to settle the entity and project / technical team in 2006. 
• Increased coverage of Brand specification in Top 20 architects in Philippines from 0 -> 70%. 
• Authorized >10 new distributors in export countries, from 2->4 in Vietnam, 1->5 distributors in Philippines, and 1->2 in New Zealand. 

AHT Asia, Bangkok Thailand                                                                              01/1999 - 08/2004

Sales & Marketing Manager

Managed Sales of commercial freezers and coolers for Thai / SEA and co-ordinate with principal in Austria to transfer knowledge and identify new business opportunities.

• Double sales in 5 years from increasing market share in Thailand and developing new businesses in Philippines, Vietnam, Japan, Taiwan, Indonesia and Malaysia. 

Loxley Trading (Building Materials), Bangkok, Thailand                               01/1996 – 12/1999

Product Manager & Sales Supervisor

Managed CSR Rockwool Insulation for Building sectors (Roofing, Curtain wall and Interior application) and influenced architects / contractors by promoting new products through technical seminars, informative literatures and support sales team identifying customer needs, analyzing competitors and solve technical issues.

• Built sales from 0 to 3M Euro in 3 years. Developed all literatures, sales tools and prepared a highly successful product launch (professional seminar) for 50 leading architect firms.

Bangkok Interfurn (Index), Bangkok, Thailand                                                 01/1994 - 12/1996

Export Sales Executives

•  Managed export sales of wood & metal Furniture through 40 foreign distributors in Germany, Switzerland, New Zealand and Middle East countries, by coordinating between buyers and product managers in developing new products to serve different customer preferences.

York International & Refrigeration (Thailand) Inc | Bangkok, Thailand        01/1992 – 12/1994

Senior Sales Engineer

• Managed project sales (11 M&E contractors) and Retail sales (15), and direct sales to developers (hospitals and hotels) including the specification sales to designers and engineering consultants.

• Executive Master degree in Business Administration (EMBA), SKEMA Business School, Paris, France (2020-2019)

** Top Rank Position in the class of 10 executives from Saint-Gobain **

Capstone Topic: To understand Key Success Factors of developing digital tools that help Saint-Gobain Gypsum distributors to improve satisfaction of gypsum board contractors in Th, with “Design Thinking” Methodology.

• Master in Marketing (MIM) | Marketing, Thammasat University, Bangkok, Thailand (1997-1998)

• Bachelor of Engineering | Industrial Engineering, Chulalongkorn University, Thailand (1987-1991)