Varun Khetrapal Email & Phone Number

Auckland, New Zealand

Key Accountabilities:• Founded and developed the Jetkrate platform and successfully launched it in NZ and UK, serving over 200+ countries globally.• Accountable for the development, growth and scaling of Jetkrate, New Zealand's only package forwarding service that allows overseas customers to shop from hundreds of New Zealand and UK online stores and have their shopping forwarded to them anywhere in the world.• Leading a team of 10 FTEs based across NZ, UK, USA, Sri Lanka and Bulgaria, overseeing all aspects of the business, personally driving digital marketing, business development and strategic partnership efforts.Key Achievements:• Achieved significant recent YOY growth, including 283% revenue growth, 347% gross profit growth (FYE 31 March 2022).• Successfully led digital marketing and business development efforts, serving over 8000 customers to date.• Formed strategic partnerships with Forward2me, DHL, FedEx, and NZ Post, enabling Jetkrate to offer a reliable and efficient package forwarding service to customers.• Led business development efforts to establish Jetkrate as the premier source for New Zealand's best products from overseas, including sales of popular brands such as Dose & Co, Whitakers, Cookie Time, and Buzzy Bees.• Successfully set up warehouses in Auckland (NZ) and Preston (UK), ensuring efficient and timely delivery of packages to customers.• Generated significant media exposure for Jetkrate, including coverage on Radio NZ, Scoop, Newstalk ZB, Idealog, and Magic Talk.

Melbourne, Victoria, Australia

Key Accountabilities:• Lead and mentor a team of 5 Client Success Managers across NSW, VIC and TAS, driving the growth of a $60 million buying group.• Spearhead strategic sales growth and client acquisition initiatives, managing a dynamic sales funnel across key regions to bolster company revenue.• Cultivate and maintain high-value client relationships, focusing on exceptional service delivery to enhance client retention and satisfaction.• Continuously refine and optimise sales and client success processes, using data analytics and team feedback to improve conversion rates and sales performance.• Collaborate effectively with cross-departmental teams to align sales strategies with overall company objectives, ensuring a cohesive client experience.

Auckland, New Zealand

Key Accountabilities:• Lead the growth of Bidfood's National Business through developing new business opportunities across Foodservice, Fresh, Imports, and Meat Processing divisions.• Created unique FMCG distribution solutions for global and national brands through building meaningful connections and developing trusting partnerships between Bidfood, its customers, and its suppliers.• In conjunction with the GM of National Sales, developed and owned the National Business Development Pipeline.• Lead a team of 17 National Account Co-ordinators in creating and driving best-in-class customer experience for said brands.• Closed deals during challenging economic times, generating recurring gross margin dollars.Key Achievements:• Closed $10m in sales through the Covid downturn across 7 new national businesses onboarded over a period of 18 months, generating $1.6m annualised recurring gross margin dollars.• Delivered a high level of customer satisfaction, grew sales, and improved GM through driving tighter execution across existing accounts.

London, England, United Kingdom

Key Accountabilities:• Identified target markets and customers where Delware can gain a competitive advantage, and executed profitable sales of core products and services.• Established Delware's online presence on target e-commerce platforms, developing new sales of core products and services to new markets/customers/manufacturers.• Developed and implemented processes for listing products on target platforms and maintaining listings.• Led the development of supporting marketing collateral and sales tools.• Grew Delware’s online presence on all target platforms through targeted ads via Google and key social media outlets, SEO optimisation of website for target countries, and enabling the collection of potential lead data.Key Achievements:• Successfully rebranded and overhauled a metal works manufacturing business, including developing and executing a go-to-market strategy for USA & UK using both low touch and traditional B2B selling methods.• Created and executed a comprehensive Digital Marketing Strategy, including Website & Marketing Content Development, Email Marketing, PPC Advertising, SEO, Online Sales, Trade Show Attendance, and Cold Calling.• Successfully launched multiple B2C white label hardware brands into Mitre 10, Bunnings, Placemakers.

Auckland, New Zealand

Key Accountabilities:• Established Fonterra's online presence on e-commerce platforms Alibaba, Amazon, and Global Dairy Trade Marketplace.• Identified target markets and customers and executed profitable sales of Anchor consumer products through e-commerce channels.• Led the programme of work to ensure eligibility and regulatory compliance for all export markets.• Developed smart systems & processes for e-commerce demand forecasting, SKU manufacture optimisation, and capacity validation.• Led the development of marketing collateral for product listings and established processes for listing maintenance.• Grew Fonterra's online presence through targeted ads on Google and social media platforms.• Developed a sales funnel using Huthwaite selling cycle methodology to generate leads and build relationships with new customers.Key Achievements:• Successfully established Fonterra's online presence on e-commerce platforms and identified profitable target markets and customers.• Successfully implemented a sales funnel and built relationships with new customers through low touch and traditional B2B selling methods.• Commenced sales working towards target of 1500 MT, $1.5M NZD EBIT in the first year.

Auckland, New Zealand

Key Accountabilities:• Managed and oversaw the successful delivery of Quality Transformation across Consumer Food Service business.• Led aspects of project management and stakeholder management to ensure project success.• Managed all programme deliverables in areas such as Current State of Quality, Value Chain Vulnerability, and Risk Assessments.Key Achievements:• Established Governance, Risk Management, Proactivity, and Cadence for the project.• Established "Cultural Maturity" by setting leadership expectations, conducting maturity assessments, and committing to a mature culture.• Developed Business Structure Principles and Best-in-Class Structure Strawman to improve overall efficiency and effectiveness.• Successfully deployed Global Transformation workshops to train and upskill site leadership and operations staff.• Developed Transformation Plans to execute 2-3 year Quality Transformation, resulting in improved quality standards and increased customer satisfaction.

Auckland, New Zealand

Key Accountabilities:• Created a programme of work aligned with marketing categories' strategic pathways to provide key insights and trends on customer, competitor, category and landscape.• Oversaw and supported the delivery of Velocity projects in the marketing space, which delivered a total of $50M to the business, working with senior management and project managers.• Involved in all aspects of the NPD project management life cycle, from ideation to tracking, including execution and de-bottlenecking.• Developed e-tools that were utilized company-wide to track value for key projects.• Led and executed the annual Global Customer Value Management survey, managing a diverse multi-lingual team of champions based globally.• Acted as a Technical Assistant to the Director of NZMP Marketing.Key Achievements:• Successfully acted as a Project Manager for an NPD launch, delivering an IRR of 201% and an NPV of $13M to the business over a 10-year period.• Developed e-tools that were widely adopted throughout the company to track value for key projects.• Led the annual Global Customer Value Management survey, which provided valuable insights for the sales teams and helped to inform planning for markets, countries, and customers.• Provided technical assistance to the Director of NZMP Marketing, contributing to the success of the department.

Auckland, New Zealand

Key Accountabilities:• Developed a programme of work that integrates with the sales network's annual geography planning and accounts planning by data mining and analysing current and future sources of data, providing information and insights to the sales teams that inform their planning for markets, countries, and customers.• Supported the annual Global Customer Value Management survey by delivering key requirements to ensure the smooth execution of the survey.• Supported business initiatives to improve the customer segmentation process.• Led and managed the development of the Sales Maturity Model to be used across the sales network in moving forward salespeople capability.Key Achievements:• Successfully created and implemented a data-driven programme of work that integrated with the sales network's annual planning, resulting in improved market and customer planning.• Provided critical support for the annual Global Customer Value Management survey, ensuring its successful execution.• Played a key role in driving improvements to the customer segmentation process, resulting in more effective targeting of customer groups.• Assisted in the development of the Sales Maturity Model, providing a framework for improving salespeople's capabilities across the sales network.• Maintained a strong working relationship with senior management as a direct report to the GM Sales Excellence.

Auckland, New Zealand

Key Accountabilities:• Coordinated all technical activities on assigned projects, ensuring compliance with applicable codes and engineering practices• Planned and scheduled engineering work, ensuring timely delivery of project milestones• Maintained relationships with internal and external stakeholders at a senior management levelKey Achievements:• Supported the commissioning of the Fonterra Darfield RO Plant, ensuring it met all necessary requirements and standards• Participated in Design & Detailed Design Reviews of the Fonterra Lichfield 30T Milk Powder Dryer Build, contributing to the successful completion of the project• Supported a program to identify and resolve bottlenecks in the Fonterra Darfield D2 build using simulation software, resulting in increased production efficiency and cost savings• Captured technical knowledge and learnings from BAU After-Sales Service, Commissioning, and Engineering Design activities, contributing to the improvement of work effectiveness between major vendors and the employer.

Key Accountabilities:• Selected as one of 18 individuals for the Fonterra Technical Graduate Programme 2013 intake from a highly competitive pool of applicants.• Completed a comprehensive three-week induction programme at the Fonterra Research Centre in Palmerston North, gaining exposure to the company's operations and culture.• Undertook factory placements in four dairy plants over the summer, applying theoretical knowledge to practical situations and gaining valuable experience in dairy production.• Participated in a three-month course of lectures, tutorials, practical work, and project work at the Fonterra Research Centre over winter, deepening knowledge of dairy science and technology.• Conducted an individual research project over four months, applying the knowledge and experience gained during the programme to produce original research and contribute to the field of dairy science and technology.Key Achievements:• Earned a Masters of Dairy Science and Technology funded by Fonterra, demonstrating a commitment to ongoing learning and professional development.• As part of the requirements for completing the Masters, developed a 'Zero Waste Stability Measure' toolkit for Fonterra, allowing transparency into manufacturing instability, resulting in potential cost savings of up to $66 million per year for over 6 years through the utilisation of the processing capability of the 'hidden factory'.

Auckland, New Zealand

Key Accountabilities:• Performed routine automotive maintenance tasks, such as oil changes, tire rotations, and air conditioner recharges, ensuring the vehicles were in excellent condition.• Stayed up-to-date with the latest industry best practices in automotive repair, maintaining a working knowledge of current trends and techniques.• Conducted extensive diagnostic procedures to accurately determine the sources of customers' problems and provide effective repair recommendations.• Inspected vehicles according to the state's requirements for emissions and safety, ensuring compliance with all relevant regulations.• Conducted necessary repairs and took vehicles for test drives to verify their soundness.• Maintained legible and accurate paperwork for both the customer and for company records, ensuring that all necessary documentation was complete and up-to-date.Key Achievements:• Successfully performed routine automotive maintenance tasks, contributing to the overall reliability and safety of the vehicles.• Stayed up-to-date with the latest industry best practices, applying this knowledge to improve the efficiency and effectiveness of automotive repairs.• Conducted thorough diagnostic procedures, identifying the sources of complex problems and recommending effective solutions to customers.• Ensured compliance with all relevant regulations, including state requirements for emissions and safety inspections.• Maintained accurate and comprehensive records, enabling effective communication with customers and efficient management of company operations.

Auckland, New Zealand

Key Accountabilities:• Sourced and qualified contract manufacturers and vendors for precision sheet metal, high-volume metal stamping, tooling, and electro-mechanical assemblies.• Designed brass, aluminium, and steel die-cast and forged products for manufacturing and assembly.• Designed for cost against specification and effectively communicated required design and material changes to contract manufacturers and engineering peers using 3D technical drawings and samples.Key Achievements:• Successfully identified and vetted reliable contract manufacturers and vendors, ensuring high-quality output and timely delivery of products.• Designed complex metal products, using technical expertise and creativity to achieve optimal functionality and manufacturability.• Designed products to meet strict cost requirements, contributing to company profitability while maintaining high quality standards.• Communicated design changes and recommendations effectively to manufacturers and engineering peers, ensuring clear understanding and efficient implementation.• Developed a deep understanding of the manufacturing process and industry standards, applying this knowledge to improve product design and manufacturing efficiency.

Auckland, New Zealand

Key Accountabilities:• Managed software assets using a variety of in-house tools and services to ensure compliance with usage rights.• Conducted compliance checks on Microsoft software for corporate clients from around the world.Communicated with clients in various translated languages to ensure clear and effective communication.Key Achievements:• Successfully managed software assets, ensuring compliance with usage rights and minimising the risk of non-compliance.• Conducted thorough compliance checks on Microsoft software for clients from diverse regions and industries, earning a reputation for accuracy and attention to detail.• Communicated effectively with clients from around the world, building strong relationships and contributing to customer satisfaction.• Developed a deep understanding of licensing policies and procedures, enabling effective problem-solving and decision-making.• Maintained a high level of professionalism and customer service while working in a fast-paced, high-pressure environment.

Auckland, New Zealand

Key Accountabilities:• Managed branch operations with 3 direct reports, ensuring that customers received accurate information and courteous service.• Contributed to sales efforts by promoting accounts, insurance, and loans to customers.• Fostered a culture of creative thinking and customer-centric problem-solving among the team.• Kept up-to-date with changes in the industry, new products and services, and adapted to meet changing customer needs.• Maintained and developed strong customer relationships to expand their value to the company.• Worked collaboratively with senior management and other team members to achieve business performance targets.Key Achievements:• Successfully managed branch operations and contributed to sales efforts, resulting in increased revenue and customer satisfaction.• Led the team in implementing innovative solutions to meet customer needs and improve the branch's overall performance.• Built strong, long-lasting relationships with customers, leading to repeat business and positive word-of-mouth referrals.• Developed a deep understanding of the banking industry, staying up-to-date with the latest trends and best practices.• Collaborated effectively with senior management and other team members, fostering a positive and productive work environment.

Bachelor Of Engineering (Be), Mechanical Engineering

Activities and Societies: Institution of Professional Engineers New Zealand (IPENZ), AUIA Students AssociationFinal Year Project (2011).

Master Of Dairy Science And Technology (Mdairysctech)

Activities and Societies: The New Zealand Institute Of Food Science & Technology Inc (NZIFST)Thesis (2013) - 'The Zero Waste Stability.

Education record

Activities and Societies: Students Against Driving Drunk, Sir Edmond Hilary OPC, 40 Hour Famine, NZOOM Web Challenge, Table Tennis.