Summary
Overview
Work History
Education
Skills
Accomplishments
Affiliations
swimming, biking, fishing
Timeline

Shahriar Vojdani

Fernandina,FL

Summary

Leadership Experience, Consultative Selling Expertise, Auditing Experience, Ingredient Testing Knowledge, Product safety, Import/ Export, ESG and Sustainability initiatives, Product inspection and sampling, Food Safety Teaching and Training Experience, Program Management, People Management, Strategic Business/ Account Planning, Quality Assurance, Team Building, Client Relations, Training & Supervision, Revenue & Budget Forecasting, Key Account Management & Growth, Product Development, Food Safety Auditing Skills, Project Management, TQM Practitioner, Domestic and International Practice, Entrepreneurial Spirit and Experience, Consultative Selling Experience, Results-oriented Sales leader with 25 years of experience in B2B consultative selling, customer service, and leadership. Seasoned negotiator with a distinguished record of success managing high value global accounts. Highly trained technical sales experience, Excellent understanding of sales process with proven track record of obtaining, maintaining, and growing businesses. General Knowledge base in social accountability and quality management systems, audits/ certifications, testing, packaging requirements, as well as specialty in food related testing and certifications such as GMPs, HACCP, FDA Code, Integrated Pest Control, FSIS, GFSI schemes such as SQF, BRC, ISO 22000, Global Gap, FDA FSMA, Sustainability to include LCA and carbon foot initiatives and accounting. Dynamic Account Manager offering expertise in building partnerships, retaining key accounts and enhancing profit channels. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management. Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals. Detail-oriented team player with strong organizational skills. Ability to handle multiple projects simultaneously with a high degree of accuracy. To seek and maintain full-time position that offers professional challenges utilizing interpersonal skills, excellent time management and problem-solving skills. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.

Overview

18
18
years of professional experience

Work History

Global Key Account Manager

SGS CONSUMER TESTING COMPANY
08.2013 - Current
  • Consumer testing industry
  • Drive and generate opportunities for revenue growth within assigned global accounts and consistent with global key account initiatives and strategies across all business units
  • Work to develop a strategic partnership between self and the company, with senior levels of client base – assisting in providing creative and innovative solutions to client business strategies
  • Ensure the alignment and integration of services/ operational deliveries are in accordance to global CTS standards and within client requirements
  • Work in a professional manner and in conjunction with local and global operations and client services staff to achieve client deliverables and exceed expectations
  • Work with and direct assigned Global Key Account staffs and provide onsite program management
  • Specific responsibilities
  • Aggressive sales goals delivery both on existing and new business
  • Manage the global network activity to ensure, SOP compliance and prompt and accurate response to client inquiries or assignments
  • Facilitate and maintain both an effective communication and co-ordination system with the respective SGS CTS regarding rate structures, SOP preparation / implementation, order handling routine, customer performance analysis etc
  • Develop and implement both short and long term planning for the account & SGS in consultation with the business units local and global leaders
  • Develop and implement account specific process and system improvement initiatives concerning key account management process and its deliverables to meet company sales and objectives
  • Establish where and how to maximize timelines, responsiveness and compliance from existing account requirements
  • Designation of Client Teams, globally or regionally, providing project management requirements or assignments
  • Ensures that key account management team is complying with needs of sales and operations per account requirements
  • Liaise, oversee, and coordinate client activities, complaints, and/or resolutions or mediation processes with appropriate internal or external contacts
  • Meet assigned account revenue goals and key performance indicators (KPIs) as defined by management
  • Meet defined key performance indicators, as outlined in client requirements, programs and other agreements, and preparation and presentation for Client performance review meetings
  • Generate where possible additional opportunities for revenue growth for other business lines locally and or globally
  • Update current client information in database
  • Prepare Quotations and Proposals for account as needed
  • Communicate client expectations of execution of services to local and global coordinators
  • Maintain and manage specific client pricing for account
  • Maintain revenue and highlight tracking for reporting purposes
  • Assist to reduce DSO / past due invoices and payment management with support from client services

Regional Sales Manager, ROGER

SGS SYSTEMS & SERVICES CERTIFICATIONS
10.2012 - 08.2013
  • Consumer testing industry
  • Drive and generate new sales in the assigned territory for certification services
  • Specific responsibilities
  • Execution of sales for prospects within assigned industry and customer base
  • Develop new customers by prospecting and lead generation through various available tools
  • Develop sales plans to insure the achievement of targets
  • Develop effective PP sales presentations for targeted clients
  • Consistently and accurately provide sales reports and other reports
  • Work with Clients services to insure ease and transparency of client information and requirements
  • Attend focus groups and supplier summits to generate new leads
  • Join regional associations, attend meetings and contribute to related industry concerns
  • Issue quotations, proposals and negotiate fees, terms/ conditions as necessary
  • Develop RFPs for large multi-unit accounts
  • Work closely and provide support to the Client Services team
  • Issue quotations and proposals and negotiates fees, terms and conditions for program clients
  • Maintain and develop relationships with existing and potential customers
  • Visit potential customers to prospect for new business
  • Act as a contact between a company and its existing and potential markets
  • Negotiate the terms of an agreement and close sales
  • Attend industry and trade show events in support of lead generation and prospecting.

National Sales Executive

SGS CONSUMER TESTING COMPANY
01.2011 - 10.2012
  • Consumer testing industry
  • SGS is a global leader in certification, testing, inspection, and verification with annual sales of over $4.5B
  • Responsible for sales of Brand Protection and Risk Management Services including Food Safety & Quality Assurance, Supply Chain Sustainability and Regulatory Consulting Services to established and new customers
  • Accountable for meeting budgeted revenue and profitability targets for consumer testing of products, regulatory and consultative audits/ certification of factory operations, product inspections in to retail, Animal Feed and Pet Food Industry, Seafood Industry, Manufacturing/Processing, and Importing sectors
  • Prospect, and cultivate leads to generate revenue in accordance to SGS CTS US and sales strategies and individual targets to include other Strategic Business Units and global business lines
  • Responsible for effective and professional relationship development
  • Responsible for collaboration with US and global client service teams, global sales, and operations staffs
  • Specific responsibilities
  • Execution of sales for US -based customers within assigned industry and customer base
  • Develop new customers by prospecting and lead generation through various available tools
  • Develop sales plans to insure the achievement of targets
  • Develop effective PP sales presentations for targeted clients
  • Consistently and accurately provide sales reports and other reports
  • Work with Clients services to insure ease and transparency of client information and requirements
  • Work closely with SGS International affiliates to present value-added solutions to prospective customers
  • Issue quotations and proposals and negotiate fees, terms and conditions as necessary
  • Develop RFPs for large multi-unit accounts
  • Work closely and provide support to the Client Services team
  • Issue quotations and proposals and negotiates fees, terms and conditions for program clients
  • Maintain and develop relationships with existing and potential customers
  • Visit potential customers to prospect for new business
  • Act as a contact between a company and its existing and potential markets
  • Negotiate the terms of an agreement and close sales
  • Attend industry and trade show events in support of lead generation and prospecting.

CEO/ Owner

Catering Concepts
06.2008 - 12.2010
  • Small business plan & sales strategy development, new business formation of corporation and business structure, marketing strategy plans, Government contract plans, Business management and growth plans, Identification of new sales revenue channels, customer relations management and development, revenue and budget plans, profit and loss plans, operation/ employee management, sales forecasting and planning, Menu Planning and Costing
  • Selected Achievements:
  • 28% sales growth in the first fiscal year
  • 18% Sales growth in the second year
  • Expansion of the business into 3 new sales revenue categories
  • 2 large contracts with additional sales potential of 25% for fiscal 2011

SANITARIAN / ACCOUNT MANAGER

PURITAN CHURCHILL CHEMICAL COMPANY
11.1992 - 05.1996
  • Accountable for P&L and full budget responsibility for several regional accounts on the East Coast
  • Managed key sales and value added service to regional retail food store accounts for this $39MM producer of cleaning products
  • Wrote standards and policies on food safety and cleaning procedures for Meat, Deli, Bakery, and Produce departments
  • Developed audit forms
  • Developed cleaning manual for several Grocery chains to cover the entire store
  • Developed Sales material, business reviews, new products, food safety training material, service manual, and audit program
  • Supervised 5 Sales and Service associates
  • Managed food safety audits, and coordinated between corporate and field
  • Managed end user

Education

B.A. - FOOD SCIENCE AND NUTRITION

Bowling Green State University

LICENSES Management Uniform Sanitation Trainer - FMI Train the Trainer - ServSafe, National Education Foundation –Certified Instructor and Proctor Food Safety Manager - National Registry of Food Safety Professionals Professional Food Manager - Experior National Assessment Institute Food Store Sanitarian - undefined

Cornell University

4th edition - undefined

Seafood HACCP
2012

Quality Control Sanitarian – AIB HACCP Certified week long class and certification - undefined

1995

Skills

  • COMPUTER COMPETENCIES
  • Excel
  • PowerPoint
  • Word
  • Lotus Notes
  • Microsoft Outlook
  • Share point
  • Sales Platform
  • Sales Program Creation
  • Client Development and Retention
  • Business Development
  • New Business Opportunities
  • Account Development
  • Revenue Generation
  • Service Optimization
  • Customer Care
  • Prospecting and Cold Calling
  • Account Management
  • Territory Management
  • Customer Experience
  • Strategic Initiatives
  • Strategic Selling
  • Global Sales and Marketing

Accomplishments

  • JOHNSONDIVERSEY
  • Sturtevant, WI
  • Chemical industry
  • APRIL 1996 - May 2008
  • Provide effective leadership managing large retail accounts for this worldwide developer and manufacturer of cleaning products and sanitary maintenance supplies with $3.5B in yearly sales volume
  • Manage global team of 4 employees and the supply of floor care products, housekeeping products, and restroom products
  • Key focus on management of global Hygiene & Sanitation product sales/ service with sales of over $30MM
  • Strategic Business Planning:
  • Sales plan development, profit/volume targets, and annual budgets
  • Sales tracking and forecasting to expand revenue
  • Business Development:
  • Accountable for growth and expansion of the business in new territories such as Alaska, Hawaii, Puerto Rico, Central America, Canada, and Mexico
  • Program Management:
  • Managed U.S
  • Food sanitation sales and service nationwide and assisted the global team in exportation of company domestic model
  • Managed P&L and budget for businesses in Mexico, Puerto Rico and Canada
  • Managed Sales team in Alaska, Hawaii, Puerto Rico, and Central America
  • Oversaw food safety auditing teams, training programs, and customer service standards nationwide
  • Managed multi-functional teams to roll out many projects to increase sales potential
  • Retail Auditing Expertise:
  • Over 2000 audits performed in Retail food stores and warehouses across the country
  • Developed cleaning and sanitation training material as well as audit forms tailored to customer environment and workforce
  • Developed auditing flow chart
  • Trained auditing teams
  • Trained food service personal at customer locations
  • Quality Assurance Program Support:
  • Developed standards and policies to manage sanitation and hygiene in a retail environment
  • National and international travel to aid in implementation and standardization of programs and new business development
  • Trained internal and external customers to ensure efficiency
  • Business Reviews and Planning:
  • Development and presentation of business reviews - (internal and external), sales results reports, communicated project progress, and highlighted accomplishments to ensure proper communication and satisfaction
  • Turned around failing account by focusing on customer needs and delivering results with high sense of urgency
  • Result: Increase in sales of over 50% within the first year
  • Customer served as reference for new business acquisitions due to satisfaction
  • Established award-winning Total Quality Management Team (TQM) to improve service to customer
  • Result: Was awarded the TQM award by the customer and the service improvements through TQM improvement resulted in increased sales which doubled by third year
  • Oversaw training of sales and service team, as well as over 2000 customer employees on all newly developed training materials
  • Traveled to various locations to ensure proper efficiency of programs
  • Result: Sales increased by 22% within first year
  • Developed food safety and sanitation manual that included cleaning procedures for all equipment in customer food department
  • Manual was published both internally by customer and externally by company to exemplify value-added service to drive new sales
  • Result: Manual facilitated capture of several large accounts on East and West Coasts.

Affiliations

Member- Food Marketing Institute (FMI) Member- International Food Safety Forum CIES Member- Institute for Food Technologists (IFT) Member- Conference on Food Protection (CFP) Member- National Restaurant Association (NRA) Member- International Association of Food Protection (IAFP)

swimming, biking, fishing

I am very active and like the outdoors.  I enjoy swimming, biking and fishing, or just reading a great book on a day off.

Timeline

Global Key Account Manager - SGS CONSUMER TESTING COMPANY
08.2013 - Current
Regional Sales Manager, ROGER - SGS SYSTEMS & SERVICES CERTIFICATIONS
10.2012 - 08.2013
National Sales Executive - SGS CONSUMER TESTING COMPANY
01.2011 - 10.2012
CEO/ Owner - Catering Concepts
06.2008 - 12.2010
SANITARIAN / ACCOUNT MANAGER - PURITAN CHURCHILL CHEMICAL COMPANY
11.1992 - 05.1996
Bowling Green State University - B.A., FOOD SCIENCE AND NUTRITION
Cornell University - LICENSES Management Uniform Sanitation Trainer - FMI Train the Trainer - ServSafe, National Education Foundation –Certified Instructor and Proctor Food Safety Manager - National Registry of Food Safety Professionals Professional Food Manager - Experior National Assessment Institute Food Store Sanitarian,
Seafood HACCP - 4th edition,
- Quality Control Sanitarian – AIB HACCP Certified week long class and certification,

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Shahriar Vojdani