Experience

SEK SÜT ENDÜSTRİSİ KURUMU ANONİM ŞİRKETİ

• Türkiye
• Food and Beverage Manufacturing
• 1 - 100 Employee

• Sales Manager

  • Feb 2022 - Present

  • Maintaining full business & trade strategy for SEK brand in Turkey; dealing with whole customers; ( key accounts ,discounters, local markets, gas stations etc. ) for yearly agreements & monthly trade plans, setting all distributor agreements • Market analysis for new product developments; studying different potential categories, identify priority channels and key opportunities in channels Worked on exports projects to Russia, Cyprus, Dubai, Azerbaijan • Maintaining full business & trade strategy for SEK brand in Turkey; dealing with whole customers; ( key accounts ,discounters, local markets, gas stations etc. ) for yearly agreements & monthly trade plans, setting all distributor agreements • Market analysis for new product developments; studying different potential categories, identify priority channels and key opportunities in channels Worked on exports projects to Russia, Cyprus, Dubai, Azerbaijan



Danone

• France
• Food and Beverage Manufacturing
• 700 & Above Employee

• National Account Manager

  • Aug 2020 - Jan 2022

  Direct reports: Key Account Managers, Merchandiser Lead (Supervision and coordination of field sales team Responsible for Migros & Carrefour & Local Customers Customer Strategy, Joint Business Planning with Marketing & Planning, Annual Negotiations, Customer Budget & Profitability Management, Category Management, New Product Development studies with marketing & R&D team Trade Activation Planning & Execution Direct reports: Key Account Managers, Merchandiser Lead (Supervision and coordination of field sales team Responsible for Migros & Carrefour & Local Customers Customer Strategy, Joint Business Planning with Marketing & Planning, Annual Negotiations, Customer Budget & Profitability Management, Category Management, New Product Development studies with marketing & R&D team Trade Activation Planning & Execution



Cereal Partners Worldwide (Nestlé & General Mills)

• Switzerland
• Food and Beverage Manufacturing
• 700 & Above Employee

• Category Development Manager

  • Jan 2018 - Jul 2020

  • Reporting to BEO • Direct reports: Category Development Specialists • Responsible for cereal category ( NESFIT, NESQUIK, CORN FLAKES etc. ) • Establish alignment and integration within generating demand planning, implementing and following up integrated commercial plan process • Defining category strategy and executing with excellence • Lead special projects; right size-right price, analysis market dynamics and competition and develop pricing strategy • Settling of integrated commercial planning process in coordination with sales, marketing and supply chain • Improve trade spent and promotion effectiveness • Analysis of consumer, shopper & customer needs evolution, identification of major category growth opportunities and translation of these into omni-channel (retail & OOH) commercial response • Working very close with marketing team on campaigns to trigger shoppers to purchase & increase brand equity



Nestlé

• Switzerland
• Food and Beverage Services
• 700 & Above Employee

• Category Development Manager

  • Jan 2017 - Dec 2017

  Reported to BEO (promoted from Key Account Manager position )Responsible for ready to drink category(Nescafe Xpress,Nesquik Milk,Nesquik powder,hot chocolate,salep)Analys and implement discounter and national account strategies RP4 studies for total marketDefining incentive mechanics for all chanels to reach sale targetsWorking on forecasting demand with sales and marketingAct as center of excellence on chanel,shopper and POP as a main functionDevelopment of route to market for new brands&categoriesBy changing distribution way of Nescafe Xpress coolers saved 100.000 $ yearly for the business, saved % 80 of the last year total cost

• Key Account Manager

  • Jan 2014 - Dec 2016

  • Reporting to National Accounts Channel Manager • Direct reports: 3 Assistant Key Accounts Managers. Supervision and coordination of Migros field sales team(5 people dotted line )• Multi-channel sales management: Hypermarket, Supermarket, Convenience, Discounter, Premium Stores, Cash & Carry. Responsible for Migros Group (Migros, 5M, Tansaş, Macrocenter) & ŞOK Marketler• Reached record growth in 2014 & 2015 & 2016 Migros & Nestle business • Sales champion of 2015 & 2016 in Nestle sales team• Multi-category sales responsibility: Coffee, Powdered Beverages, Ready-to-Drink Beverages, Confectionery, Culinary, Breakfast Cereals, Infant Nutrition, Coffee Machines & Capsules• Customer Strategy, Joint Business Planning, Annual Negotiations, Customer Budget & Profitability Management, Category Management, Trade Activation Planning & Execution • Responsible for achieving sales growth, profitability, payments, activity share and bad goods targets for all Nestlé categories • Performing annual negotiations, signing contracts• Development & execution of long term customer strategy in line with Nestlé category plans• Creating tailor-made projects & innovative mechanics for specific needs of supermarket, hypermarket and discount channels• Planning and coordination of all trade activities in the customer (catalogs, in-store displays, mailings, samplings, e-commerce etc.)• Assortment & planogram management to increase efficiency• Managing the customer trade spending budget (direct responsibility), assessing results, improving activity ROI• All financial processes: Closely following-up collections - DSO, monitoring reconciliations, accrual- invoice processes• Member of Nestlé Leadership Development Team: giving sessions on Nestlé Leadership Principles, Sales Functional Competencies, Everyday Coaching & Total Performance Management • Giving internal trainings to Modern Channel Customer Executives in all regions of Turkey, on “Customer Management Best Practices”

• Key Account Manager Assistant

  • Jul 2011 - Jan 2014

  • Reporting to Key Accounts Manager• Achieving sales and profitability targets, managing trade relations with Migros Group (Migros, 5M, Tansaş, Macrocenter) & ŞOK Markets developing categories and increasing Nestle share. Maintaining and enhancing relations, executing annual agreements• Monitoring trade budgets, following up collections• Determining the optimum assortment, developing penetration, supervision of field sales team• Planning and coordinating sales campaigns, promotions, POS activities, insert activities, samplings, assessing the results• Monitoring and managing daily sales operations from order to shipment• Nestlé Turkey Merit Award winner in “Increasing Sales & Market Share” category with performance demonstrated in Migros customer management • Nestlé Global best in class award in “Winning Through Customer Relationship” category with tailor-made Migros Nostalgia project

• Assistant Key Account Manager

  • Jan 2011 - Jun 2011

  • Shared responsibility of achieving department's sales and profitability targets with the Sales Manager• Handled sales and stock management operations, participated in sales forecasting, positioning, promotion and pricing decision• Performed market research, translated market data into action plans, created strategies • Managed distribution channels, performed incentive payment operations, planned sales campaigns and reported performances • Monitored sales force's performance, carried out sales team incentive payment operations, giving trainings

• Strategic Buyer

  • Jul 2008 - Jan 2011

  • Responsible from buying raw materials for confectionery & beverage business which covers the % 85 of all raw material spend such as Nescafe, Nestea, Nesquik, chocolate group etc. • Development and management of spend category strategies such as cocoa, dairy, flavors, nuts seeds, sucrose, starch &derivatives, vegetables fats &oils etc.(Budget of 1.000.000 $ in 2010)• Following market trends, making long term and/or short term agreements according to the market conditions, screen and select vendors• Leverage supplier's know-how to improve Nestle products and developing simplification projects and realized 100.000 $ saving yearly• Engage vendors to work with R&D on innovation & renovation projects by challenging specifications achieved 100.000$ saving yearly• Reduction of supply risk and developing contingency plans for critical materials, developed 25 suppliers & with new suppliers reached 400.000 $ saving yearly



Eczacıbaşı Topluluğu

• Türkiye
• Manufacturing
• 700 & Above Employee

• Purchase Specialist

  • Jun 2005 - Jul 2008

  • Making annual contracts both electronically and manually for all type of logistical shipments, settling price agreements, managing all process, providing support to sales and distribution teams for transportation problems during the year, dealing all conflicts and disagreements with suppliers, besides responsible for marketing purchasing such as promotion campaigns, special invitations, meetings, organizations, fair trade agreements, all written and visual materials, promotional items • Making annual contracts both electronically and manually for all type of logistical shipments, settling price agreements, managing all process, providing support to sales and distribution teams for transportation problems during the year, dealing all conflicts and disagreements with suppliers, besides responsible for marketing purchasing such as promotion campaigns, special invitations, meetings, organizations, fair trade agreements, all written and visual materials, promotional items