Ozan Kirman

Experience

• 

  Hilti

  Jan 2012 - Jan 2014

  Territory Sales Representative

  • Reported to sales manager• Managed an annual revenue of 500 k€ in a niche market of targeted customers • Managing customer segmentation framework and executing sales strategies to meet sales targets of penetration, profitability, operational excellence• Built and maintained customer engagement (CRM, increased frequency of cross selling, loyalty campaigns)• Drove new business by exploring white spots and gaining new prospects• Presented technical solutions and created value propositions to the current / prospect customers Daha az göster

• 

  Türk Henkel

  May 2014 - Mar 2017

  Product Manager

  • Reported to head of marketing• Managed ~300 SKUs in 5 different categories through 4 channels• Managed marketing budget (ATL / BTL) effectively to build / increase brand awareness, grow go-to-market executions • Led trade marketing projects by opportunity mapping (penetration), point of sale material creation and customer loyalty program management • Built and executed growth strategies within each channel, prioritizing winning and growing categories• Led product portfolio to prioritize the complexity reduction and sustain profitability target • Initiated, planned & executed new product launches • Organized internal and external trainings for customers & sales teams’ engagement Daha az göster

• 

  Tetra Pak

  Mar 2017 - now

  • Reporting to Managing Director• Member of management team of market company TIRCCA (Turkey, Iran, Caucasus and Central Asia)• Managing account teams (technical service, customer service, marketing, design, sustainability) without authority in a complex matrix-organization to ensure operational excellence to achieve sales targets• Building a strong understanding of customer’s business environment, strategy, financial performance, value chain & operations, and their short & long-term business goals• Building & successfully executing account plans by securing joint ambitions and actions, which are clearly linked to market plans & Tetra Pak’s strategic pillars• Building strong relationship & alignment across all levels of customers’ organization - mapping different decision makers and corresponding relationship owners within Tetra Pak• Driving E2E system solutions by identifying opportunities for integrated, cross/up selling• Driving Business Development Plan for the area of responsibility (TIRCCA)• Monthly forecasting to secure base material, production & financial planning• Managing account receivables and taking necessary actions to secure compliance with the credit terms and policies Daha az göster • Reported to Managing Director• Member of management team of market company TIRCCA (Turkey, Iran, Caucasus and Central Asia)• Developed, coordinated and drove Business Development Plan for the area of responsibility (TIRCCA) and managed key account teams (technical service, customer service, marketing, design, sustainability) without authority in a complex matrix-organization to ensure operational excellence to achieve sales targets• Led retail channel category development and customer engagement by driving new products development, private label, sustainability and value chain driven projects • Drove value-based business cases to facilitate new portfolio deployment to the market Daha az göster • Reported to sales director• Managed key account teams (technical service, supply chain, marketing) without authority in a complex matrix-organization to ensure operational excellence to achieve sales targets• Managing 7 customers prioritizing global and key accounts like Coca-Cola• Developing and implementing joint account business plans with targeted customers, to ensure mutual sustainable growth• Led new business expansion by defining “where to play and how to win strategies” by diagnosing marketplace, analyzing local trends effecting customer & consumer needs and competitive environment to capture growth opportunities by international project management• Leading retail channel category development and customer engagement by driving new products development, private label, sustainability and value chain driven projects • Collaborated with global teams, innovation partners and led relevant projects to deploy Tetra Pak’s new portfolio strategy• Ensured accounts receivable expectations are met on time for the accounts Daha az göster

  • Sales Director

    Jan 2024 - now

  • Business Development Director

    Jan 2022 - Jan 2023

  • Key Account Manager

    Mar 2017 - Jan 2021