Regional Sales Manager

FERAS A. AFFANI

Cell 949-***-****

Irvine, CA Home 949-***-****

Email ********@*****.***

EXPERTISE National & Regional Account Manager / Operations Manager / Designer

Strengths include aggressive new account development, relationship sales, design project management, integrating priorities between sales, engineering, corporate, and client issues.

Established top performer, gaining rapid promotion from entry-level food equipment roles to National Account Manager focused on driving sales and profitable business.

EXPERIENCE Kool Star (Standex Food Service Group), Long Beach, CA

National and Western Regional Accounts Manager October 2009- January 2012

• Coordinate sales efforts with V.P. of sales

• Manage Key account responsibility for direct – house – sales. (Sales calls, sales presentations, job site surveys and sales training for dealers).

• Coordinate regional marketing strategies and tactics: (mailing lists and mailers; market segment identification; marketing strategies; trade show qualification; advertising coordination; lead coordination and qualification; report functions pertaining to above.)

• Manage and maintain relationship with marketing representative per assigned territory

• Prepare monthly, quarterly and annual sales forecasts.

Kool Star (Standex Food Service Group), Long Beach, CA

Operations and Customer Service Manager December 2007- October 2009

• Ensure customer satisfaction, prompt delivery of equipment.

• Direct branch operations to achieve planned financial objectives and other key metrics

• Maintain appropriate staffing for sales office operation within budget

• People Development – objective setting, coaching, training

• Develop and administer corporate, divisional and office policies relating to human resources salary administration, safety and environmental aspects for the welfare of the branch and it’s staff

• Identify customer expectations and meet the market’s needs

FREDCO REPS, Irvine CA

Outside Sales Rep October 2005 – September 2007

Worked with end-users and distribution partners to develop equipment specs for regional and national multi-unit operators of QSR and fast casual concepts as well as independent restaurants and institutional feeders. This resulted in a 10% increase total territory sales in the first year as a sales rep.

Duties included any and all aspects of design and project management, from initial understanding of performance criteria, to definition of equipment design, to sourcing standard equipment, if available, and engineering new or modifying existing equipment, if necessary. Finally, coordinating production and shipping schedules, tracking orders and shipments, and providing equipment use demonstrations.

INTERNATIONAL COLD STORAGE, Andover KS

A division of Carrier Commercial Refrigeration

National Accounts Manager January 2000 – August 2005

• Managed projects to provide out-door and in-door walk-in refrigeration equipment to national restaurant chains, hotels, school districts, hospitals and correctional facilities. Interacted directly with customers to design solutions that met their performance criteria while remaining within the ICS’ core competencies and engineering capabilities

• Won the Jack in the Box national account in less than six months and increased direct annual sales from $1M in 2002 to over $2M in 2003. The traditional 1.5 year sell cycle was reduced to six months as a result of successfully convincing architects and engineers to redesign franchises to take advantage of construction and state licensing/traffic savings attributed to commercial walk-in products.

• By engineering equipment solutions and offering additional service to Dairy Queen, Burger King and Baskin Robbins I was able to increase market share with all three chains.

• Sales experience included target identification, prospecting, trade shows, proposal development and request for proposal responses, demonstration, follow through and closing, and contract negotiations.

INTERNATIONAL COLD STORAGE

Engineer – Inside Sales April 1998 – January 2000

• Engineered specs and equipment for site specific models as well as system-wide introductions to meet project requirements of reduced delivery costs or support of new menu items.

• Generated complete and accurate shop specifications and drawings, requisitioned special materials, and set scheduling to ensure each order was released for shipment accurately, within budget and on time.

• Responsible for P&L on each project to deliver maximum profitability to Carrier Corp. while limiting financial exposure from external aspects of project such as vendors, architects and contractors

• Co-managed the largest national account (Yum! Brands) at ICS with 35% sales growth in the first year in sales.

INTERNATIONAL COLD STORAGE

Production Supervisor Jan 1995 – April 1998

• Designed new products and enhanced core products, created and maintained bill of materials, and worked with engineering to launch projects successfully and in a timely fashion.

• Maintained morale and provided leadership and direction to the employees resulting in a productive and positive workplace.

• Assisted in planning the production schedules.

• Performed quality control initiatives and assisted in engineering and R&D efforts.

EDUCATION WICHITA STATE UNIVERSITY, Wichita, KS USA

B.S., 1997 - Industrial Technology

g

BUTLER COMMUNITY COLLEGE, El Dorado, KS USA

A.A., 1991 - Industrial Technology

OTHER TRAINING

• Advanced Dale Carnegie Sales Training

• Performance Management Skills

• Six Sigma-Certified Black Belt

• Kaizan-Certified

• Bi-lingual in Arabic and English languages, written and verbal

Contact this candidate