Resume

Career Summary and Professional Profile

Over 20 years experience in telecom industry, including 8 years of specialization in telecom services

procurement, carrier relationship management as well as commercial contracts negotiation , 6 years in sales

and business development and 6 years in project management and technical support role.

Comprehensive and in-depth knowledge of telecom industry,

Proven knowledge and experience in supply chain, business development, contract negotiation,

large deal management and carriers relationship management

Proven ability to think strategically while paying attention to details in plan/project execution

Play as a good team member. Work proactively. Track record of successfully managing complex project through cross-function teamwork

Proven ability to deal with conflicting priorities and deliver results under pressure

Work History

Procurement Manager, Supplier Management (May 2007- present)

BT Group, Global Procurement

Responsible for the master contract negotiation of a world class Commercial Telco service with China

Telecom that delivers competitive advantage to BT both in the Asia-Pacific region and around the world to

achieve key objectives of cost saving and service improvement.

Awarded Q1, FY13/14 Excellence Award

Manage the Telco supplier to determine the appropriate approach to market, the optimum commercial

models and maintain healthy supplier relationships. Suppliers including China Telecom and China Mobile.

Commercial negotiation and product launch.

Project accomplished including harmonized service with China Telecom, Ethernet access expansion with

1

Name Kathy Yuchen ZhuMobile phone +86 189 1189 3636E-mail Kathy17.zhu@qq.com

China Telecom, NNI with China Telecom DTFS with China Telecom. And currently is launching Ethernet

with China Mobile.

Cost control on Telco spends. Deliver cost transformation to meet quantitive target each financial year.

Achieved 5%-9.6% savings of Telco spending each financial year.

Bid support in terms of commercial model, price etc. Support the complex bid to negotiate with supplier on

pricing, business model, and customized solutions.

Sales Manager, (June 2002- May 2007)

PacNet,

Responsible for managing key accounts including China Netcom, China Telecom, China Mobile, Tencent and

Baidu.

Awarded the TOP Sales& Present Club in 2005, generated more than US$8.1M revenue of data service

from 2004 to 2005. Achieved 184% revenue increase in 2003 and 271% in 2004.

Managed third-party agents effectively to generate more revenue.

Established and developed products/platform; kept close relationship with high-level management of

China carriers; supported headquarters to secure strategic win-win projects

Supported Network Trading Department to manage local partners for China domestic services through

negotiating for local service purchase. Optimized China capabilities by designing and developing China

local products.

Business Development Manager (July 2001- May 2002) (Rep. Office closed in May 2002)

BCE Teleglobe International Corporation,

Responsible for managing key accounts including China Telecom, China Netcom, China Unicom, China

Mobile and China Railcom.

Business development. Develop new partner and market which is the prospective revenue

engine.

Voice business. Responsible for the bilateral voice, ITFS and Hubbing voice business.

Master Contract negotiation

2

Project Manager (March 2000- July 2001)

China Netcom, International Business Department

Technical support of B-end customers.

Projects accomplished including: Equant China Frame Relay project.

System Engineer (August 1994- Feb. 2000) Beijing Telecom

Technical support of Alcatel S12 switching system.

Projects included: Beijing Telecom CCS7 signaling network construction and migration.

Education

CFA Candidate

Masters of Business Administration, Guanghua School, Peking University, 2007-2009

Bachelor of Science in Telecommunication Engineering, Jilin University, 1990-1994

Certification

Licensed buyer by BT Group.

3