Fabio Inguanti
Melbourne,VIC
Summary
A dynamic, accomplished and results-driven Manager, with diverse and extensive experience in Sales/New Business/Account Management and Operations/Purchasing Management Highly adept at implementing a diverse range of strategies and initiatives that maximise sales growth, in addition to ensuring the effective management of staff, targets, budgets, finances, assets, quality and inventory First class expertise at establishing, developing and managing successful business relationships with customers and suppliers locally and internationally, ensuring the delivery of high-quality services, solutions and outcomes Exemplary interpersonal, verbal and written communication skills that support effective partnerships with customers from diverse backgrounds and at all levels, including senior and corporate executives A strong leader, with the ability to motivate, develop and support high caliber teams that are committed to driving sales and achieving individual, team and organisational goals An analytical mind with exemplary attention to detail and advanced negotiation and problem-solving skills Sets priorities, multi-tasks and manages time effectively in high pressured and fast paced environments
Overview
25
25
years of professional experience
Work History
National Account Manager - Commercial
Wattyl Paint
Melbourne, VIC
10.2020 - Current
- Successfully promoted Wattyl products to prospects new and existing companies
- Successfully secured a number of Tier 1 & 2 Major Accounts such as Accor Hotels, Shape Australia, Suncorp Insurance, Si Fang Developers, Golden Chain Motor Inns, Johns Lyng Group, KBA, Ambrose Construction etc
- Successfully Managed Tier 1 Major National Accounts such as Lendlease, Higgins Coatings, Usher Group, Programmed Maintenance, Sodexo, Hansen Yuncken, Hutchison Builders, Ryman Healthcare, Horizon Coatings, BBC Painting, Bathla Constructions
- Exposure to housing market as the caretaker National Housing Manager in conjunction with commercial role March 2022- August 2022 managing Porter Davis, Dennis Family Homes, Orbit Homes, AHB Group, Hermitage homes
- Consistently meet monthly and quarterly targets, achieved meeting customer deliveries
- Provided technical advice and solutions in relation to products
- Worked collaboratively with builders, Construction companies, architects to appraise their current and planned needs and presented tailored proposals and solutions
- Communicated and updated clients of new products and services
- Provided ongoing training and customer support
- Prospect new customers & create added value products to existing customers
- Established and maintained routine call cycle with prospective and existing clients to ensure adequate representation
- Exceed Annual Revenue target
- Exceed Annual GP target
- Achieved the agreed sales, compliance and execution targets for the state/region, outlined in the business plan
- Project management
- Analyse competitive product offerings in terms of features and benefits as well as price points
- Exhibit products at trade shows
- Collaborated with internal teams to deliver a high level of customer service to all customers & Partners
- Implemented effective and efficient territory coverage
- Analysed sales reports to identify opportunities and at-risk business
- Developed and implemented commercial plans, budget planning and performance assessment
- Meet CRM KPI’s
- Maintain BCI, CRM, estimate one and generate leads
- Achievements: Major Project wins Shape head office’s nationally, The Chifley Hotel Adelaide, Salesforce Tower, Major Project wins Metro Tunnel, Banksia Place, AFP Building, Major Project wins Lara Prison, Wesley Place stage 1 & 2, Successful annual budget targets met, 4 National supply agreement delivered 2022, 2023 & 2024, Increase in revenue, profits and market share, Identified pursued and closed large accounts, Increase in sales to Tier 1 national painting applicator companies, Increase in sales to large government projects (Lara Prison)
State Business Development Manager VIC/SA
Cavity Sliders
Melbourne, VIC
05.2017 - 10.2020
- Successfully promoted Cavity Slider products to prospects new and existing companies
- Successfully set up Key Major Accounts such as Bowens Hardware, Miter 10, Home Timber & Hardware
- Consistently meet monthly and quarterly targets, achieved meeting customer deliveries
- Provided technical advice and solutions in relation to products
- Worked collaboratively with builders, Construction companies, architect’s to appraise their current and planned needs and presented tailored proposals and solutions
- Communicated and updated clients of new products and services
- Provided ongoing training and customer support
- Prospect new customers & create added value products to existing customers
- Established and maintain routine call cycle with prospective and existing clients to ensure adequate representation
- Exceed Annual Revenue target
- Exceed Annual GP target
- Achieved the agreed sales, compliance and execution targets for the state/region, outlined in the business plan
- Project management
- Analyse competitive product offerings in terms of features and benefits as well as price points
- Exhibit products at trade shows
- Collaborated with internal teams to deliver a high level of customer service to all customers & Partners
- Implemented effective and efficient territory coverage
- Analysed sales reports to identify opportunities and at-risk business
- Developed and implemented commercial plans, budget planning and performance assessment
- Meet CRM KPI’s
- Maintain BCI CRM and generate leads
- Achievements: 2020 Major Project wins Ritz Hotel Geelong, Ritz Hotel Swanston Street, Japara Aged care New Port, St Moritz St.Kilda, 80 Collins street, 2019 Major Project Wins Jordan Springs High School NSW, Alex Avenu, Melbourne University, Mecwa Care Malvern, Ryman Health Care Brandan Park, Set up re-seller network with Bowens, Miter 10, Home Timber & Hardware, 12% increase in YTD sales year 2017-2018, 15 % increase in YTD sales year 2018-2019, 23 % increase in YTD sales year 2019-2020, Instrumental in dramatically increasing sales and contributed to the significant expansion of Cavity Sliders VIC/SA, Increase in revenue, profits and market share, Identified pursued and closed large accounts, Set up Local manufacturers in VIC & SA to supply the markets, Increase in sales to Tier 1 companies, Increase in sales to large government projects, Most specified Cavity slider amongst VIC & SA Architects, Increase exposure to architects via AIS and Arc Agency platform
Key Account Manager Forty Winks VIC
Sleepmaker
Deer Park, VIC
09.2016 - 05.2017
- Developed trust relationships with a portfolio of clients to ensure they do not turn to competition
- Acquired a thorough understanding of key customer needs and requirements
- Helped Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
- Ensured the correct products and services are delivered to customers in a timely manner
- Served as the link of communication between key customers and internal teams
- Resolved any issues and problems faced by customers and dealt with complaints to maintain trust
- Played an integral part in generating new sales that will turn into long-lasting relationships
- Prepared regular reports of progress and forecasts to internal and external stakeholders
- Successfully promoted Sleepmaker products
- Analyse competitive product offerings in terms of features and benefits as well as price points
- Established and maintain routine call cycle with existing clients to ensure adequate representation
- Monitored market trends, competitive position & initiated corrective action
- Implemented strategic selling sales methodology and demonstrating sales skills
- Analysed sales reports to identify opportunities and at-risk business
- Can quickly develop a clear understanding of a client's needs
- Achievements: Increase in revenue, profits and market share, Instrumental in helping clear all discontinued stock and installation of new range in first 4 weeks in the role across all 36 Vic stores, Rebuilt trust and relationship with disenchanted stores, Successfully implemented incentive program in stores
State Business Development Manager VIC/SA/TAS
Sleepmaker
Deer Park, VIC
07.2014 - 09.2016
- Successfully promoted Sleepmaker products to prospects new and existing companies
- Successfully Managed Key Major Accounts such as Accor, Toga , Choice, Best Western , Golden Chain Etc
- Consistently meet monthly and quarterly targets, achieved meeting customer deliveries
- Provided technical advice and solutions in relation to products
- Worked collaboratively with customers to appraise their current and planned needs and presented tailored proposals and solutions
- Communicated and updated clients of new products and services
- Provided ongoing customer support
- Identified sales with new and existing clients
- Established and maintained routine call cycle with prospective and existing clients to ensure adequate representation
- Exceed Annual Revenue target
- Achieved the agreed sales, compliance and execution targets for the state/region, outlined in the business plan
- Project managed large order delivery and installation
- Monitored market trends, competitive position & initiated corrective action
- Analyse competitive product offerings in terms of features and benefits as well as price points
- Exhibit products at trade shows
- Implemented strategic selling sales methodology and demonstrating sales skills
- Collaborated with internal teams to deliver a high level of customer service to all customers & Partners
- Implemented effective and efficient territory coverage
- Analysed sales reports to identify opportunities and at-risk business
- Developed and implemented commercial plans, budget planning and performance assessment
- Meet CRM KPI’s
- Achievements: Secured numerous highly sought-after accounts that were previously unattainable, Instrumental in dramatically increasing sales and contributed to the significant expansion of Sleepmaker Commercial in VIC/SA, Increase in revenue, profits and market share, Identified pursued and closed large accounts
Operations Manager
Mammoth Industries
Thomastown, VIC
10.2010 - 07.2014
- Manage the operations of the Production, Purchasing, Sales, Import/Export, Warehouse and IT departments, to ensure business, performance and customer expectations are met and exceeded
- Compare and conduct key analysis of monthly sales reports for each customer based on previous month and year results, and forecast sales figures for the following month
- Provide the Managing Director with comprehensive reports and information regarding performance, profitability budgets, forecasted sales, customer buying trends, import/export activity etc
- Participate in the development of the strategic plan for all operational activity, recommending strategies and initiatives to maximise sales growth and reduce costs
- Maintain strong relationships with Australian and international customers by understanding and interpreting their individual requirements, and providing innovative and customised solutions
- Provide technical information, advice and recommendations regarding various window and door roller systems
- Ensure high levels of client satisfaction through regular communication and site visits as required
- Provide strong leadership to 5 direct reports, including training, mentoring and developing staff to ensure company goals and targets are achieved
- Delegate duties and regularly monitor staff KPIs to ensure all targets are met
- Conduct performance appraisals, providing feedback and guidance to enhance skill development
- Ensure all staff comply with company policies and procedures
- Facilitate workplace meetings to communicate objectives and operational changes
- Oversee importation and exportation functions to ensure the accurate and timely receipt and delivery of goods
- Adhere to stringent local and international customs rules, regulations and processes
- Liaise regularly with customs agents, freight forwarders and customer to communicate import/export status’
- Complete quality inspection checklists on goods received to maintain compliance and high-quality standards
- Maximise sales and profit through effective purchasing and management of inventory
- Complete order reports based on forecasted sales to determine purchasing requirements
- Monitor and maintain stock levels to ensure the accurate and timely ordering of stock
- Coordinate scheduled servicing, repair and maintenance to assets including equipment, machinery, forklifts etc
- Manage operational costs and finances to ensure expenses are within or below budget
- Utilise advanced negotiation and problem-solving skills to resolve issues
- Develop and maintain constructive relationships with staff and management, fostering the collaboration needed to work effectively across the organisation to achieve goals
- Achievements: Through successful and strategic leadership, contributed to the significant growth of Mammoth industries including a larger workforce, premises and customer base, Secured many key accounts such as the largest window and hardware distributor in North America and Canada, Created and implemented numerous innovative systems and processes that have increased sales and profitability and improved productivity, performance and customer satisfaction
Purchasing Manager
Mammoth Industries
Thomastown, VIC
08.2008 - 10.2010
- Coordinated the purchasing of inventory to company procedures, forecasts and authorised expenditure
- Provided consultation and technical recommendations for various company projects to create new products
- Sourced and selected new local and international suppliers, including negotiating pricing and contracts
- Maintained effective relationships with existing suppliers, including reviewing and maintaining pricing
- Managed stock levels within budget
- Performed data processing of purchase orders as required
- Reviewed product quality and liaised with suppliers to rectify issues and maintain high quality standards
- Prepared and analysed a range of detailed reports including shipping, suppliers performance, sales results etc
- Followed up overdue orders and ensured additional costs were appropriately absorbed
- Achievements: Promoted to Operations Manager as a result of demonstrating outstanding leadership qualities and an exemplary business acumen and work ethic, Established and maintained successful relationships with all local and overseas suppliers to ensure high quality and cost-effective products
Sales Representative
Mammoth Industries
Thomastown, VIC
08.2006 - 08.2008
- Successfully promoted and developed Mammoth industries products to prospect, new and existing customers
- Utilised exemplary networking/prospecting skills to identify opportunities for new business acquisition
- Managed and nurtured key accounts, ensuring excellence in service delivery
- Ensured monthly/quarterly targets were achieved and customer deliverables were met
- Established, maintained and managed productive business relationships with customers by providing technical advice and solutions in relation to products
- Worked collaboratively with customers to appraise their current and planned needs and presented tailored proposals and solutions
- Applied strong business acumen to negotiate contracts and secure orders
- Communicated and updated clients of new products and services
- Provided ongoing support and conducted regular account reviews to ensure high levels of customer satisfaction
- Prepared and generated a range of high-quality documents, reports, letters and proposals including activity and results reports, and monthly and annual territory analyses
- Monitored new and competitor products, market trends and information of value to the company and clients
- Achievements: Secured numerous highly sought-after accounts that were previously unattainable, Instrumental in dramatically increasing sales and contributed to the significant expansion of Mammoth Industries
Manager
Mario’s Pizza
Melbourne, VIC
01.2000 - 07.2006
- Delivered exemplary customer service to individuals from diverse backgrounds by ensuring they were assisted in a professional, friendly and efficient manner
- Managed and provided leadership to employees, delegating duties and setting daily priorities
- Trained, mentored and coached employees, providing feedback and identifying areas for further training
- Developed and implemented marketing strategies to promote and increase awareness of the business such as creating partnerships within the local community, advertising, promotions/specials etc
- Ensured safe food handling procedures and OH&S policies were adhered to by all employees
- Liaised regularly with suppliers to negotiate pricing and maintained productive relationships
- Performed a range of Administration and Bookkeeping functions to ensure the successful operation of the business eg sales reports, accounts payable and receivable, budgeting etc
- Contributed to a positive work environment by supporting and working harmoniously with employees
Education
Diploma of Finance -
Integrity Education Group
Melbourne, VIC01.2017
Work Health and Safety Training -
Salt Compliance
Melbourne, VIC01.2016
Competition and Consumer Protection Training -
Salt Compliance
Melbourne, VIC01.2015
Diploma of Management -
Box Hill Tafe
Melbourne, VIC01.2010
Autodesk Inventor II Professional Program -
NMIT
Heidelberg, VIC01.2007
Leadership and Management -
Monash University
Melbourne, VIC01.2004
Victorian Certificate of Education -
Merrilands Secondary College
Reservoir, VIC01.1999
Skills
- Business Development
- Customer Focused
- Relationship Management
- Communicating with Influence
- Account Management
- Sales & Marketing Strategies
- Operations Management
- Leading & Mentoring Teams
- Problem Solving & Negotiation
- Product Development
- Technical Knowledge
- Business, Financial, Market & Performance Analysis
- Computer Skills
- Windows & MAC OS
- MS Word
- MS Powerpoint
- MS Outlook
- MS Excel
- MS Teams
- MS Access
- MYOB Account Right Premier
- Qlickview
- Syteline
- CRM Microsoft Dynamics
- CRM Sales Force
- CRM Navision
- Autodesk Inventor
- Various in-house databases
- SAP
References
Available on request
Timeline
National Account Manager - Commercial
Wattyl Paint
10.2020 - Current
State Business Development Manager VIC/SA
Cavity Sliders
05.2017 - 10.2020
Key Account Manager Forty Winks VIC
Sleepmaker
09.2016 - 05.2017
State Business Development Manager VIC/SA/TAS
Sleepmaker
07.2014 - 09.2016
Operations Manager
Mammoth Industries
10.2010 - 07.2014
Purchasing Manager
Mammoth Industries
08.2008 - 10.2010
Sales Representative
Mammoth Industries
08.2006 - 08.2008
Manager
Mario’s Pizza
01.2000 - 07.2006
Diploma of Finance -
Integrity Education Group
Work Health and Safety Training -
Salt Compliance
Competition and Consumer Protection Training -
Salt Compliance
Diploma of Management -
Box Hill Tafe
Autodesk Inventor II Professional Program -
NMIT
Leadership and Management -
Monash University
Victorian Certificate of Education -
Merrilands Secondary College