Hesam Afshar
Melbourne,Australia
Summary
Dynamic Key Account Manager in supply chain and logistics with a drive to make a significant impact. Skilled in building partnerships, retaining key accounts, and enhancing profit channels. A strong leader proficient in expanding professional networks, influencing decision-makers, and devising successful strategies. Seeking a challenging full-time position that utilizes interpersonal skills, time management, and problem-solving abilities.
Overview
12
12
years of professional experience
1
1
Certification
Work History
Business Manager – Protein & Industrial
CHEP Australia
Melbourne, Australia
11.2021 - Current
- Create, execute, and regularly review comprehensive growth and sales strategies tailored to each customer to drive business expansion
- Establish and nurture executive-level relationships beyond operational and procurement contacts to strengthen customer loyalty and engagement
- Identify opportunities to expand current services and cross-sell additional solutions, ensuring continuous and sustainable business growth
- Advocate for customer requirements at both executive and operational levels, developing innovative solutions to address their challenges and improve their experience
- Keep detailed and up-to-date sales and revenue forecasts, ensuring all opportunities are accurately reported and progressed within target timeframes in the CRM system
- Lead initiatives to remove business barriers and enhance the customer experience by collaborating with senior internal stakeholders across various departments
National Account Manager
Dallas International
Melbourne, Australia
03.2021 - 11.2021
- Forecasted sales of $10M and set successful policies to achieve sales objectives and related metrics within timeframe
- Maximize sales growth and profitability to achieve and exceed assigned sales targets, KPI’s, budgets and business goals
- Identifying growth opportunities to increase Key Account Business by developing sales plans that deliver profitable growth through range and distribution Expansion
- Understand the client's objectives, buying criteria, range review and decision-making process and forming long-term business partnerships
- Deliver the sales and profitability budgets, develop an annual business plans aligned to the overall sales strategy for each customer, execute the plan, and review monthly
- Work with category and marketing functions to deliver strong range reviews with profitable outcomes
- Active contributor to sales and operations planning process
- Rollout of new products
- Category data analysis via IRI
- Control expenses, including advertising and promotional budget, discounts and Drive the performance of customers (P & L)
Key Account Manager | Business Development Manager | Product Manager
FTA Food Solutions
Melbourne, Australia
02.2017 - 11.2020
- Responsible to drive sales and net profit growth with existing customer base
- Open new channels of revenue by expanding product range and execution of outstanding customer service
- Responsible for building and strengthening the customer account relationship of existing allocated customer base and negotiate trading terms and sales contracts
- Work closely with General Manager, Buyers, and operation collaboratively, with open lines of communication to deliver an excellent customer experience, and capitalize on revenue generating opportunities and maintaining customer retention rates
- Proactive engagement with lost customers with desired outcome of winning back business
- Responsible for business development by understanding the industry, the competition and identify target opportunities to seek out key contacts - cold calling and prospecting
- Analyze actual performance to the forecast and initiative appropriate corrective actions
- Contribute to the investigation and resolution of all customer complaints
- Report and communicate internally in order to ensure opportunities are being maximized and customer both external & internal expectations are being met
- Develop marketing opportunities to existing customers including tendering, pricing
- Gather current customer insights to assist operations and financial forecasting
- Successfully grew sales from less than 2.5 million to $9 million over three years, a growth of 275%
- Introduced +30 new customers over the time
- Increased average profit from 8% to 17%
- Successfully grew sales for new customers up to $3M over there years, achieving and exceeding Sales/Gross Margin & targets to ensure profitability
Sales and Operation Planner
FTA Food Solutions
Melbourne, Australia
05.2016 - 02.2017
- Used analytical models and mathematical analysis to create and maintain key performance metrics
- Studied movement of goods to identify gaps in efficiency and other areas needing improvement
- Suggested improvements to cut costs and improve supply chain process, incorporating asset utilization, performance measurement and outsourcing approaches
- Supported senior company leaders by delivering reports outlining performance to drive process improvements
- Directed inter-modal domestic and overseas import and export operations to meet aggressive deadlines
- Coordinated with freight forwarder to provide vendor shipping details and obtain shipping updates
Planning Manager
Modern Baking
Melbourne, Australia
03.2015 - 05.2016
Supply/Demand Planner
Langdon Ingredients
Melbourne, Australia
03.2013 - 02.2015
Education
Master of Science - Supply Chain Management
University Technology Malaysia
Malaysia10.2012
Bachelor of Science - Industrial Engineering
Azad University of Abhar
Iran10.2009
Skills
- Solution selling
- Business growth and retention
- Sales Pipeline Management
- Ability to work towards and manage KPI's and targets
- Experienced using CRM and MSOffice
- Business Planning
- Strategic planning skills
- Contract negotiations
- Strategic account development
- Analytical problem solver
- Outstanding written and oral communication skills
Certification
- Marketing and communication, International Business management institute
- Creating a business plan, National Association of State Boards of Accountancy (NASBA)
- Sales Negotiation, National Association of State Boards of Accountancy (NASBA)
- Developing Business Acumen, Project Management Institute
Timeline
Business Manager – Protein & Industrial
CHEP Australia
11.2021 - Current
National Account Manager
Dallas International
03.2021 - 11.2021
Key Account Manager | Business Development Manager | Product Manager
FTA Food Solutions
02.2017 - 11.2020
Sales and Operation Planner
FTA Food Solutions
05.2016 - 02.2017
Planning Manager
Modern Baking
03.2015 - 05.2016
Supply/Demand Planner
Langdon Ingredients
03.2013 - 02.2015
Master of Science - Supply Chain Management
University Technology Malaysia
Bachelor of Science - Industrial Engineering
Azad University of Abhar
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