Istanbul, Türkiye
- Extensive 15-year background in the energy and lubricants sector, encompassing multinational experience. - Proven track record as a "Technico-commercial" manager with a keen strategic business insight. - Customer-centric, goal-driven, self-motivated, and adept at rapid learning.
- Preparing and implementing sales and marketing strategies. - Heading all commercial and marketing initiatives in Turkey, Azerbaijan, and Israel. - Member of Company Management Committee (MANCOM); contributing to various areas including HR policies, financial management, IT and logistics. - Chairing several committees including Commercial, Marketing, Pricing, Distributors, and Investment. - Executing pricing strategies to promote the sustainable profitability of the company. - Directing diverse B2B, B2C and B2B2C sales channels each with distinct commercial attributes. - Coordinating ATL and BTL marketing actions aligning with the company's strategy. - Coordinating HR management in conjunction with MANCOM: supervised the organizational structure, recruitment, assignment, and replacement of the commercial team. Fostered trust, development, excellence, delivery, and celebration within the team. Motivated professional growth, soft skills, and innovation. - Enforcing the driving safety regulations, Health, Safety, and Environment (HSE) aims, compliance rules, and code of conduct of Totalenergies within the local affiliate. - Leading the development and integration of emerging digital tools in collaboration with the IT Division. - Managing the execution of Technical Services including product range management, formulations, training, and services (ANAC).
- Strategized and implemented the sales strategy. - Oversaw indirect sales, managing 30 distributors (24 in Turkey, 3 in Azerbaijan, 2 in Israel and 1 in N. Cyprus) and approximately 200 distributor sales personnel. - Oversaw direct sales, managing key accounts within different sales channels including Automotive (Authorized OEM Workshops and Transport Fleets), Industrial (Companies across diverse sectors such as Iron and Steel, Automotive, Textile, Cement, and Energy) and Original Equipment Manufacturers (Renault, Stellantis, Ford, Nissan, Mazda, Ford, Fiat, Scania, Renault Trucks, DAF, and Hitachi). - Administered the execution of all necessary sales support services, including performance reporting, invoicing processes, and customer relations and satisfaction measures. - Established the annual investment budget, oversaw investment analysis, and evaluated investment performances and budget realizations. - Directed back office and field services for Lubmarine's international customers, such as product delivery, collection, and barge operations. Managed execution of prospecting activities and formalization of new agreements for Lubmarine's international business. - Controlled and monitored variable costs, as well as operational expenses (OPEX) related to commercial activity. Manages execution of all necessary sales support services, including performance reporting, invoicing and customer relations and satisfaction.
- Managed the marketing activities of the Engine Oil Range (TOTAL/ELF brands) for the worldwide Transport segment, encompassing an annual volume of 350,000 tons and a GMVC of €250 million per year. - Developed and executed a comprehensive marketing strategy to drive growth and expansion in the transport market, while redefining the worldwide brand strategies for TOTAL and ELF in the HD Engine Oil Business. - Oversaw global product range management, including new product development, optimizing the brand portfolio, and ensuring global consistency and coherence throughout the range. - Led the restructuring of the product portfolio to align with new technical advancements and customer demands, implementing these changes on a global scale. - Developed business strategies and prepared detailed action plans for key TOTAL Affiliates, conducting field missions and closely monitoring implementation progress in countries such as China, India, Pakistan, and the UK.
- Oversaw a marketing activity with an annual budget of TL 4 million. - Demonstrated effective brand management skills, including below/above the line marketing, visibility enhancement, and brand awareness. - Managed all aspects of product range management, from strategic planning to operational execution. - Led the technical services team, overseeing after-sales services such as product applications, technical customer visits, used oil analysis, and training activities.
- Managed a commercial activity with an annual turnover of TL 30 million. - Established new OEM partnerships and fostered business development with existing OEMs. - Coordinated lubricants export activities from Turkey to the Middle East.
- Developed and implemented comprehensive long-term strategic plans for TOTAL Oil Turkiye. - Assessed the strategic and financial viability of projects exceeding €4 million, demonstrating expertise in evaluating initiatives such as logistic facility rationalization and major gas station investments. - Active role in M&A projects (selling of bottled LPG unit to Aygaz).