Feras Affani
San Antonio,TX
Summary
Personable Strategic Account Manager with proven success at building and maintaining long-term and profitable business relationships. Coordinates support, service and management resources and fulfills account performance requirements and customer expectations. Understands company products and services intimately and guides customers in applying ideal solutions to meet specific needs. Motivated individual with experience in customer service and sales. Skilled in building customer relationships and understanding customer needs. Strong communication and interpersonal skills for providing superior customer service.
Overview
26
26
years of professional experience
Work History
Strategic Accounts Manager
Refrigerated Solutions Group Inc.
09.2020 - Current
- Manage National chain sales and development through Direct sales, dealers, and manufacturing agents
- Develop new business through organic growth with existing chains and identify new opportunities
- Sales for existing chain accounts grew from $9 million to $14 Million
- New chain opportunities from $500K to $4.5 million
- Conduct training seminars nationwide for sales Agents and dealers' sales staff
- Work closely with national chain operation and construction managers to identify new business opportunities.
V.P. of Sales ICS/Thermalrite National Chain Accounts
Everidge Inc.
02.2018 - 07.2020
- Manage National chain sales and development through Direct sales, dealers, and manufacturing agents
- Sales for existing chain accounts grew from $12 million to $16
- New chain opportunities from $500K to $2.5 million
- Conduct training seminars nationwide for sales Agents and dealers' sales staff
- Work closely with national chain operation and construction managers to identify new business opportunities for Everidge.
Business Development Manager
Comark Instruments is a Division of Fluke Electronics
02.2015 - 12.2017
- Coordinate sales efforts with the G.M by creating and implementing strategies that will result in an increase in revenue and margin while meeting customer performance requirements
- Manage day-to-day customer and sales agent interaction
- Increased sales by 11% in 2016 with one of Comark's Major distributor
- Identifies, develops, and grows Dealers and End-Users by actively selling in the regional markets assigned
- Identify business development and 'add-on' sales opportunities as they relate to each customer
- Ability to tackle large and midmarket businesses with confidence.
Director of Business Development National chains accounts
AllPoints & Franklin Machine Products, a Division of Diversified Food Supplies Inc.
06.2012 - 02.2015
- Coordinate sales efforts with V.P
- Of sales by creating and implementing strategies that will result in an increase in revenue and margin while meeting customer performance requirements
- Manage day-to-day customer interaction
- Increased from $5.5 Million to $6.4 Million in 2012
- Define and develop strategic direction for assigned accounts
- Identify business development and 'add-on' sales opportunities for each customer.
National and Western Regional Sales Manager
Kool Star is a Division of Standex Food Service Group, Long Beach, CA
10.2009 - 01.2012
- Coordinate sales efforts with V.P
- Of sales
- Manage Key account responsibility for direct – house – sales
- (Sales calls, presentations, job site surveys, and installation projects)
- 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 above.) Manage and maintain the relationship with marketing representatives per assigned territory
- Captured 80% of the Burger King growth on the West Coast and grew my territory sales by 10%.
Operations and Customer Service Manager
Kool Star is a Division of Standex Food Service Group, Long Beach, CA
12.2007 - 10.2009
- Manage and coordinate multiple installations across the country and abroad
- Direct branch operations to achieve planned financial objectives and other key metrics
- Maintain appropriate staffing for sales office operations within budget
- People Development – goal 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 its staff
- Identify customer expectations and meet the market's needs.
Outside Sales Rep
FREDCO REPS, Irvine CA
10.2005 - 09.2007
- Collaborated with end-users and distribution partners to develop equipment specs for regional and national multi-unit operators of QSR and fast-casual concepts and independent restaurants and institutional feeders
- This resulted in a 10% increase in total territory sales in the first year as a sales rep
- Duties included all aspects of design and project management, from the initial understanding of performance criteria to the definition of equipment design, 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.
National Accounts Sales Manager
INTERNATIONAL COLD STORAGE, Andover KS
01.2000 - 08.2005
- Managed projects to provide outdoor 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 because architects and engineers were successfully convinced to redesign franchises to take advantage of construction and state licensing/traffic savings attributed to commercial walk-in products
- Sales experience included target identification, prospecting, trade shows, proposal development and request for proposal responses, demonstration, follow through and closing, and contract negotiations.
Engineer – Inside Sales
INTERNATIONAL COLD STORAGE
04.1998 - 01.2000
- Engineered specs and equipment for site-specific models and 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 schedules 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 such as vendors, architects, and contractors
- Co-managed the most significant national account (Yum! Brands) at ICS, with 35% sales growth in the first year in sales.
Education
B.S. - Industrial Technology
WICHITA STATE UNIVERSITY
01.1997
Skills
- Business Development Leader
- Aggressive new account development, relationship sales, design project management, integrating priorities between sales, engineering, corporate, and client issues
- Competitive Analysis
- Sales Training
- Upselling and Cross Selling
- Industry Expertise
Training
- Advanced Dale Carnegie Sales Training
- Performance Management Skills
Languages
Arabic
Native or Bilingual
English
Full Professional
Timeline
Strategic Accounts Manager
Refrigerated Solutions Group Inc.
09.2020 - Current
V.P. of Sales ICS/Thermalrite National Chain Accounts
Everidge Inc.
02.2018 - 07.2020
Business Development Manager
Comark Instruments is a Division of Fluke Electronics
02.2015 - 12.2017
Director of Business Development National chains accounts
AllPoints & Franklin Machine Products, a Division of Diversified Food Supplies Inc.
06.2012 - 02.2015
National and Western Regional Sales Manager
Kool Star is a Division of Standex Food Service Group, Long Beach, CA
10.2009 - 01.2012
Operations and Customer Service Manager
Kool Star is a Division of Standex Food Service Group, Long Beach, CA
12.2007 - 10.2009
Outside Sales Rep
FREDCO REPS, Irvine CA
10.2005 - 09.2007
National Accounts Sales Manager
INTERNATIONAL COLD STORAGE, Andover KS
01.2000 - 08.2005
Engineer – Inside Sales
INTERNATIONAL COLD STORAGE
04.1998 - 01.2000
B.S. - Industrial Technology
WICHITA STATE UNIVERSITY
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