Experience

IVECO TÜRKİYE

• Türkiye
• Motor Vehicle Manufacturing
• 1 - 100 Employee

• Business Director

  • Feb 2019 - Present

  Responsible for full facility P&L, including budgeting, tracking, and adjusting spending as required to ensure that on-going EBIT targets are realizedImplementing strategy & business development for the company,Responsible for business performance in all key metrics,Establish yearly facility goals and objectives, aligned with divisional and global business strategy,Strong project management approach with the ability to manage medium to long term project plans and lead teams to achieve objectives,Re-enforcing excellence in execution whilst initiating and implementing long term strategic business goals towards structural development / succession planning,Direct responsibility for sales and profit performance, ensuring sales & margin goals are met,In conjunction with the appropriate corporate business development and sales leaders, and other members of the Senior Team, sets the Business Development strategy for the facility,Develop and maintain strong employee relations,Ensures compliance with all applicable government and regulatory controls,To report weekly & monthly to Head of Truck BU, Asia Region, Ensuring a continuous improvement of the pre-established relationships with customers, whilst exploring with the Group for extended opportunities on the local market, and within the sector.Coaching and motivating sales team to meet and exceed monthly, quarterly, and annual budgeted sales goalsUnderstanding and effectively communicating the company's value proposition, technology, business processes, and current partnerships.Operating activities in Turkey by leading the division team to achieve regional targets, building a sales and project team alongside with identifying subcontractors,Implementation and change Management.Completing necessary requirements to design a dealer network altogether by acquiring new dealers and sub-dealers, supporting dealers to increase the efficiency in sales, Show less

• Head of Heavy Range Sales

  • Jul 2017 - Feb 2019

  ·Managing all sales activities in Heavy range commercial vehicles which is above 16 tons via B2B and B2C network·Reporting directly to MD and Head of APAC sales in Italy head office under matrix organization with the team of 4 Regional sales managers, Construction business development manager, 2nd hand manager and 1 Commercial driver trainer.·Responsible for pricing, P&L, stock management, marketing in line with support functions.·Coaching DOP, dealer owned property’ heavy sales team Show less



The Goodyear Tire & Rubber Company

• United States
• Motor Vehicle Manufacturing
• 700 & Above Employee

• Sales Manager

  • Aug 2015 - May 2017

  • Responsible for OTR Earthmovers Tires annual sales targets in replacement and export markets • Manage the network of end-users, key accounts and dealers in Turkey, Azerbaijan, Turkmenistan, Georgia, and Israel • Lead 2 sales specialists and 1 key account manager; reporting to EMEA Emerging Market Sales & Marketing Director. • Operational management; forecasting and demand planning for 4 different markets and 100 product segments, 5 m$ turnover with P&L responsibility • Implementation of centrally decided price positioning and strategies for replacement and export markets 15% discount from euronet tariff • Manage changes in sales strategy from transactional to value based sales by planning dealer product sales training, benchmarking, business intelligence, presentation of mine site audit, life cycle cost of the product, TKPH report by GPS basis and on the job training to the end users, product management. • Create and perform the strategy on customer segmentation, management of key accounts, development of dealer network and other sales channels, SAP-CRM usage and reporting. • Establish and implement KPIs and following up the performance of direct reports& dealers. KEY ACHIEVEMENTS • Price increase +7% and lower discount rate from 25% to 19% by long term B2B agreement for service providing and total cost of ownership analysis to end users, consulting the customers with FAB, benchmarking, product performance report and testimonials as fact &figures.(2016 and 2017) • Channel development (contracting with new 2 biggest dealers from competitor’ retread business in Marmara and Black Sea region) • Increase our competitiveness against the biggest dealer by balancing SoB after new big comers to our network. Balancing between volume and price.+7% price with +10% volume KPI achievement by support of new comers. • Motivated inactive dealers for OTR business and 3 existing dealers invested in their territory which of SoB is 12% of total volume. Show less



Volvo Trucks

• Sweden
• Motor Vehicle Manufacturing
• 700 & Above Employee

• Sales Director

  • Sep 2013 - Jul 2015

  • Customize global business strategies for local market requirements. • Manage sales force with 2 regional sales managers, 1 pricing manager and 11 direct sales consultants• Implementation of price positioning and strategies.• Drive the customer segmentation strategy and CRM usage.• Responsible for regional direct sales, fleet and governmental sales.• Establish and implement KPI’s in order to monitor functional performance and bonus follow up• Work in cooperation with market support team for proper and efficient Sales planning, Logistics and Product management.• Contribute to our ambition to become a true customer company; R&M , buyback contracts, vehicle handover, indicative credit for future investment• Agency management; implement corporate strategy in the market by enduring target prices and profitability. Support agencies in identifying sales potential and customer needs,action plans,• Sales management; manage the agencies to lead sales negotiations with the customers,• Operation management; forecast & plan agencies ‘orders. Managing captive finance relations.Key Achievements• Handled the highest volume account in an assigned territory and segment (730 units / in 1 year to one customer, first batch of order $35mio with LC)• Highest number of new customer (increase the penetration by agency network; sales force increased from 13 to 25 and penetrated in 10 new cities)• Buyback and operational lease structure set up (quoted 100 units to one fleet customer)• New sales channel, agency network( all direct sales consultant transferred to agency network including 11 agencies and 25 consultants.• Combined marketing&training activity: motivating a sales consultant to travel to Europe with a customer’ truck to understand what the driver experiences on the way and how they use the truck driving options. Brand facebook account is a key tool to inform daily life on board.Certificate: Executive leadership - Rubicon, VFM Associates Ltd.- UK - 09.2013 Show less

• Regional Sales Manager

  • Jul 2011 - Sep 2013

  • Contribute to strategic business objectives by analyzing the competitors' actions, market dynamics and by making cohesive sales forecasts to set targets for the regional direct sales team.• Responsible for SoM, Volume, price increase, sales to new customer ratio.• Manage sales force with 5 sales consultants in Marmara & Aegean Regions.• Define the territory customer potential and direct the sales force to the right potentials.• Hot/Lost deal and customer visit follow up by CRM• Secure short and long term customer relationships to ensure the high level of satisfaction by the agreed customer strategy and by cooperating with the aftermarket department.• Problem management: drill down root causes and getting constructive feedback for all team members. E.g. indicative credit quotation, FX devaluation, delivery and payment term, contractual down payment collecting, tailor-made vehicle options, buyback contracts.• Coaching & developing the regional direct sales team to encourage the excellent performance: Followed by Personal Development and Business Plans.Key Achievements• Cross border superstructure sales (truck and trailer 59 units were invoiced by Volvo and delivered in Germany to one Turkish customer to run them in Kazakhstan • Efficient territory management by +61% sales volume and 1.1% market share increase in 2013• Highest SoM in heavy duty transport segment (6x4 and 8x4 tractor) by 25% in 2012-2013Certificate: Leadership - Gear Consultancy-Belgium- Volvo Trucks Academy - 10.2012 Show less



Renault Trucks

• Motor Vehicle Manufacturing
• 700 & Above Employee

• Area Sales Manager

  • May 2009 - Jul 2011

  • Set and follow regional targets in line with dealer network• Coach the dealer sales team in terms of customer activities and visits, crm, profitability, customer satisfaction, order intake, quarterly bonus, human resources, vehicle delivery, problem management, field marketing and vehicle introduction, on the job training.• Benchmarking, Product FAB and TCO preparation as sales argument. • Key account management as business consultant.Key Achievements• Highest sales volume with 2 dealers in Istanbul. (1000 units and 40% of total sales volume) in 2010• Best customer follows up by CRM. (customer allocation done by CRM)• Best sales product advantage & benefit booklet preparation. Show less

• Training Responsible

  • Sep 2003 - May 2009

  • Develop competitive strengths of the brand with tailor-made technical and commercial trainings in international standards in order to reach the aim of absolute customer satisfaction.• Managing training center activities in line with Block Exemption Regulations.• Proposing yearly training schedule and budget.• Continuously monitoring and reporting the network's personnel turnover and development.• Continuously monitoring network’s training needs.• Generating standard and tailor-made training modules.• Organizing, performing and/or making performed all Network training activities.• Managing and continuously updating RTT Network Personnel Recognition Program.• Managing outsourced training when needed.Key Achievements• Locally designed and performed high qualified comparable product training with 7 sister demos. All documents are designed by European specs. • Contributing on highest SoM in 2010 with well trained sales force. • Developed qualification system by passport and course visa to follow up personal development. • Set up a link between qualification system and dealer bonus system with dealer development department to retain well trained people in the network.• Training the team for technical Olympiad in France • Initiated establishment of in-house training center with € 300K investment budget in 2005• 4x4 training organizer with university lecturers for dealer owners.• Structured an Intranet basis training web site for trainee follow up( 250 people)Certificate: Renault Trucks France International Training Center. – 2003-2009 Specialist in Diagnostic and Repair. 3 years with 10 sessions and 2 week each one 2005-2007 Show less



Hyundai Assan

• Türkiye
• Motor Vehicle Manufacturing
• 700 & Above Employee

• Training Instructor

  • Jun 2002 - Sep 2003

  • "Train the trainers" trainings in Korea, • Customize the courses for the local technicians, • Deploy the courses to the dealer network according to the annual training plan, • Perform "On the Job Trainings" at the dealers • Organize a technician olympiad for international competition. • Support the techliners and technicians in a technical problem. Certificate:Hyundai Chonan International Training Center - 09.03.2002 Hivec automatic transmission, Getz new model, Electric motor driven power steering, common rail sys. Show less



Celik Motor

• Türkiye
• Motor Vehicle Manufacturing
• 100 - 200 Employee

• Head Workshop Chief

  • Aug 2001 - Jun 2002

  • Manage Lada- Kia head workshops,• Profit center management,• Fixing technical problems which could not be fixed by the dealers,• Customer satisfaction,• Doing PDI (Pre-delivery inspection) processes,• Vehicle delivery and stock area management,• Sales and aftersales support

• Service Inspector

  • Feb 2000 - Aug 2001

  • Technical support,• Customer satisfaction,• Service development,• Advising and coaching the dealers in terms of profitability and service KPIs.