Erdi Mertturk

*Driving the Customer Engagement & Excellence initiatives across the region including implementation of Strategic Account Management, Veeva CRM system, Customer Facing Excellence KPIs, Segmentation & Targeting and Bonus & Incentives *Leading the implementation/operationalization of plans/projects to maximize sales force effectiveness and business outcomes *Establishing business scorecard and monitoring the performance of field force thru Customer Facing Excellence related KPIs ( # and frequency of visit, channel leverage, field force coaching) *Running the process of building a business plan for the Top 40 customers across the region as part of the Strategic Account Management process *Developing and leading the Training strategy for the entire field force – including working with stakeholders to determine learning needs and priorities and provides appropriate training *Strategically frame the Customer Business Plans discussions, decisions and create documents for a variety of audiences *Delivery of business process improvements and analytical platforms on Tableau by blending various internal and external data sources such as sell-out, stock coverage, sell-in, distributor forecast, market trends, competitor analysis *Lead Bonus & Incentive development and design, modelling, implementation, Bonus & Incentive performance report delivery, administration, business rule process, validation and communication *Strategically partner with sales and marketing leadership teams to align on Bonus & Incentives plans to Business Unit strategies. * Work with concerning functions to establish field-force related SOPs (Bonus & Incentives, Veeva CRM, Performance Management etc. )

* Developing commercial capabilities: Strategic Account Management, Business Intelligence, Veeva CRM Implementation, Product Launch Readiness, Sales Force Effectiveness, Market Research, Global & Local Project Implementation, Multi-Channel Marketing * Delivery of business process improvements and analytical platforms on Tableau by blending various internal and external data sources such as sell-out, stock coverage, sell-in, distributor forecast, market trends, competitor analysis, product launch * Building and improving Sales Force effectiveness including target setting and territory sizing across the region by focusing on Territory Design, Performance Reward, Segmentation & Targeting, Productivity improvements, KPI framework development * Leading a Business Development Project within an Argentinian vaccine manufacturer that has a potential of € 28M within 5 years for ALAMEA Region * Developing and enabling the deployment of Go-To-Market strategies for all categories * Operational process custodianship, simplification & continuous improvement * Business ownership of CRM and Reporting solution * Build and maintain strong relationships with cross-functional teams and senior stakeholders ensuring strategic alignment and a win/win one-team mindset * Lead projects in a methodical and structured approach including the production of project reports and chairing project meetings, utilizing scrum methods * Coach, empower and motivate the team to grow in confidence, enable critical/difficult conversations, improve stakeholder management skills, and career development * Leading team meetings and team training/upskilling programmes * Delivering strategic support and analysis in brand planning

* Established CE processes and methodologies to best adapt to the needs of the ROPU/OPU in collaboration with regional CE functions: Sales & activity performance management *Led the implementation of Tableau Business Analytics platform across the Middle East Africa region by integrating various data points in order to provide a holistic analytics platform to the all stakeholders in the organization * Led the implementation of Digital tools across the region * Led the Change Champion of entire META organization to drive the digital and business transformation of the organization * Successfully implemented the Distribution Optimization and Integration Projects for Middle East, Africa, Turkey and South Africa, following the acquisition of Merial (a Sanofi Company) * Launched the Veeva Customer Relationship Management tool in Saudi Arabia along with a view to retaining existing customers, increasing brand loyalty and expanding the company brand * Built and led the Strategic Account Management capabilities with a focus on improving business performance through better insights in Sales Force Effectiveness(SFE) * Built and led Product Launch plans and track deliverables, milestones, risks and dependencies from the cross-functional launch team * Implemented customer engagement initiatives including Sales Rep and Sales Manager profiling *Facilitated training and execution of CE capabilities and selling skills in Middle East area

* Drove strategic resource allocation and investments through local insights, ensuring optimal returns aligned with our worldwide strategy * Maintained effective cross team relationships with Field Finance teams to facilitate proactive communications, collaboration, issue resolution and analysis support * Fully accountable for driving effective and efficient financial processes (Close, Sell In forecast, Sell In budget) resulting in timely analysis of results, accurate forecast and aggressive but achievable targets * Ensured full alignment on CFO/Budgeting with corresponding finance teams and provide the tools required to cross check CFO forecasting - Quarterly * Developed integrated marketing plans that will accelerate the digital transformation of business by enabling consumers * Partnered with intelligence & digital analytics team to measure, analyze and optimize campaign performance to provide insights, key learning, successes, trends and actionable opportunities for digital marketing campaigns * Analyze data from multiple tools and reports and identified a deep technical problem, pushed for a quick fix and optimization * Translated shopper/customer insights into actionable category strategies and tactics that drive measurable results

* Providing business insight analysis and interpretation of Segment Scorecard and revenue results * Managing the review process for large, critical and slipped deals and providing feedback into corporate regarding slipped, critical deals * Successfully evangelizing a data-driven sales and marketing culture and providing scalable tools to facilitate this * Hands-on approach to data analysis / data mining with a strong focus on quality. Experience with turning large scale data into actionable insights and decisions. * Apply statistical and data mining techniques to understand advertiser and consumer behavior, marketplace dynamics, and opportunities for the Advertising business * Providing inspection, communication, support, and reporting of all business performance activities

* Build trusted advisor relationships with partners, managing day-to-day client questions and issues related to performance * Acting as the point of contact for partners for digital management matters and setting digital strategies for assigned partners, considering their specific requirements * Develop collaborative internal relationships, to provide seamless account management and a united front to customers, enabling efficient responses to customer requests * Adjust sales plan as necessary to ensure alignment with customer goals, competitive pressures, market dynamics and internal product changes to execute on sales priorities * Exceed customer expectations via responsiveness, providing marketplace insights and data-driven optimisations * Identification and qualification of product and solution opportunities leads within managed accounts

* Managing the relationship with the customers to identify the most innovative and relevant new business models in the financial-related sector * Supporting the delivery of digital experiences for top Turkish Banks through innovative digital tools * Design and delivery of large-scale, highly integrated solutions for diverse industries * Assisting in industry, competitive and company analyses as well as market research * Acting as liaison between business owners and the application support organization * Determining operational objectives by studying business functions; gathering information; evaluating output requirements and formats * Demonstrating effective written and verbal communication skills with internal and external users

* Build marketing plan for end to end OEM business with detailed execution  * Analyze the OEM channel and developed creative sales programs  * Execute marketing relations with Multinationals Accounts * Helping to optimize sales/ marketing programs with OEMs to drive attach and revenue * Assistng to Microsoft teams create sales and marketing programs that our OEM’s can amplify with their efforts

* Build marketing plan for end to end OEM business with detailed execution  * Analyze the OEM channel and developed creative sales programs  * Execute marketing relations with Multinationals Accounts

* Generated queries and leads for Business Development  * Met with potential clients  * Created overall communication plan and strategy for entire year

* Managed the Salesforce.com database system of CRM Department  * Expanded company’s clients through building online network  * Developed & implemented outbound marketing campaigns

Marketing and Research Internship i Turkcell/Global Bilgi