Amin Ghafourian

Sales Director and Business Manager with plus 18 years of cross-industry experience and a proven record of strategy,

sales, business development and growth. Process-oriented, collaborative and innovative leader with FMCG expertise

Skills

• Sales Strategy
• Business Development
• Strategic Planning & Forecasting
• Negotiation
• leadership
• Active Listening

FARAB - VP of Sales

March 2022 –August 2023

• Planned, Implemented & Managed Farab’s sales strategy led into 14% sales volume increase.
• Increased revenue by 73% through implementing effective sales procedures in sales cycle process from Order to Cash
• Monitored and adjusted pricing based on market trends and customer feedback to meet expectations and increase sales.
• Organized promotional events and interacted with community to increase sales volume.
• Created and implemented successful sales campaigns to drive leads and increase sales by 4%.
• Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
• Resolved problems with high-profile customers to maintain relationships and increase return customer base.
• Increased profit margins by 3.5% through effectively controlling budget and overhead and optimizing outbound logistics.
• Collaborated with upper management to implement continuous improvements and exceed team goals.

Solico – Business Unit Manager (Desserts)

May 2020 – March 2022

• Directed team of 5 product managers & 12 merchandising supervisors to ensure business productivity and efficiency.
• Defined annual & seasonal project plans and ensured sustainable supply for dessert business.
• Achieved alignment with relevant functions for volume & profitability (P&L) objectives
• Led Innovation & Renovation pipeline aligned with market and consumers’ needs.
• Launched quality assurance practices for each phase of development.
• Leveraged data and analytics to make informed decisions and drive business improvements.
• Compiled and analyzed data to determine approaches to improve sales by 12% YoY.
• Engaged in product trainings and demonstrations to raise awareness and revenues.
• Facilitated business by implementing practical networking techniques.

Nestlé - Business Development Manager (Dairy)

July 2019 – May 2020

• Launched and developed JV for "Ready to Drink" business
• Drove Dairy business growth, gaining 35% market share in 6 months in B2C & developed a network of clients
• Managed 4 distribution partners across the country
• Led commercial and brand plans for both B2C & B2B channels
• Developed and implemented business plans for sustainable growth.
• Monitored market trends and competitor activities to identify areas of potential opportunity.
• Established KPIs to track and analyze business progress and adjust strategies accordingly.
• Scheduled and implemented seasonal & occasional product promotions in accordance with available inventory and staff resources.
• Compiled and analyzed sales & Distribution data to determine approaches to improve sales and performance.
• Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
• Collaborated with advertising group to create uniformity between advertising messages and retail incentives.

Nestlé - Head of Sales (Water)

September 2015 – June 2019

• Led all sales operations across B2C & B2B channels and led a team of 5 area sales managers and 45 sales representatives to ensure year on year incremental sales growth
• Secured company's top-line objective through B2B & B2C channels
• Grew sales by 180% and boosted profits by 30 percentage points in 3 years.
• Conducted team meetings & trainings to reinforce goals and objectives and set clear expectations about policies and procedures.
• Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
• Facilitated regular team meetings to discuss challenges, successes and strategies.
• Managed budgeting, forecasting, and negotiations with main distributors and clients
• Recruited and developed resources for talent growth.

Danone Dairy – Head of Trade Marketing & Development

February 2015 – September 2015

• Developed Trade Marketing roadmap to improve and maximize trade investment ROI by completing quarterly promotional analysis and validating against expected results.
• Developed seasonal campaigns (i.e., Back to School, Summer & New year) to achieve retail needs and maximize sell-

through by 13% Vs previous year.

• Measured trade marketing program effectiveness via regular monitoring of KPIs.

Danone Dairy – National Field Sales Manager

October 2013 - February 2015

• Managed a team of 120 sales people, including 3 regional managers, 5 Area sales managers, 20 sales supervisors and 90

sales representatives

• Gained 23% market share and achieved sales goals and service targets by cultivating and securing new customers
• Built relationships with B2C customers to establish long-term business growth
• Resolved problems with high-profile B2B customers to maintain relationships and increase return customer base.

Danone Dairy – Regional Sales Manager

September 2010 – October 2013

• Managed a team of 45 sales people, including 3 Area sales managers, 6 sales supervisors and 36 sales representatives
• Developed B2B & B2C channels in 8 southern provinces of Iran & Tehran, representing 50% of Danone’s revenue
• 120% Increased sales through the increasing share of space and training distribution team members
• Developed retail and key account channels for both Danone and its exclusive distributors to have a win-win situation

Savola – Trade Marketing Manager

January 2010 – September 2010

• Developed and implemented trade promotions for B2B & B2C channels.
• Monitored market and competition new innovations, promotions and seasonal campaigns.

British American Tobacco - TM & Distribution Manager

January 2009 – January 2010

• Managed a team of 12 trade marketing reps and 3 distributors
• Enhanced market share by 5% and facing share by 35%

British American Tobacco – Marketing Skills Development Manager

May 2008 – January 2009

• BAT’s official marketing team facilitator & trainer
• Manage a team of 4 Marketing Skills Development Executives
• Ran 9 sales & marketing courses for BAT marketing team including train the trainer, MXS intro, 1 & 2

British American Tobacco - Merchandising Manager

February 2007 – May 2008

• Increased facing share 25% by deploying 950 pcs of permanent In Store Furniture’s
• 4 new products launch (Kent, Pall Mall & Dunhill & Dunhill Cigars)

British American Tobacco - Field & Office Based Jobs (Non-Managerial positions)

September 2004 – February 2007

• Acting as trade marketing Rep. & Assistant brand Manager

Doctorate degree in Veterinary Medicine