FAIK CEM OZGUR

Regional role reporting directly to the Vice President - MEA, driving margin expansion through pricing, discount management, sales campaigns and incentive optimization in MEA.
Responsible for the strategic delivery of the pricing desk functions and global pricing initiatives targeting incremental margin of $5.6ml in 2019.
Running commercial excellence program at regional level. Providing advice and guidance to sales teams about competitive product positioning and value-based selling.
Full P&L responsibility of the most profitable spare parts business line of the company.

KEY AREAS OF FOCUS:
• Margin Expansion
• Pricing strategy and price optimization
• Spare parts business growth through products portfolio expansion and distributor management

Key Responsibilities:
• Establishment of pricing strategy, pricing policies, procedures and guidelines for all Johnson Controls products and services
• Lead product management program
• Management of investments in pricing technology, development of new pricing tools, price analytics & price optimization
• Ensure retail products market analysis and dynamic product positioning in retail market
• Managed Demand planning & coordination with global factories
• Management of Middle East spare parts business P&L
• Integration Management of Johnson Controls and Tyco businesses in Middle East and Africa

Key Achievements:
• Achievement of highest market share of company in last 15 years, in STC and LTC products markets in MEA
• Transforming cost-based pricing culture of sales to value based pricing
• Successful implementation of in-house developed new equipment pricing model and tool allowing data driven pricing
• Growth of Distribution Sales team through strategic talent acquisition
• Successful completion of integration program of Tyco with Johnson Controls
• Exceeded demand planning accuracy (90%) of Europe, Asia and Latin America regions

Key Responsibilities:
• Establishment of Indirect, Direct or Hybrid Business Models and go-to-market strategies in emerging markets, for USD 200ml revenue business
• Development of market penetration and market expansion strategies
• Establishment of Service franchising business model
• Lead M&A activities in MEA emerging markets
• Expanding existing distribution networks targeting different segments and geographies
• Establishment of channel pricing structure
• Management of Middle East spare parts business P&L

Key Achievements:
• Double digit revenue growth
• Expanding distribution network to untapped segments of the market
• Successful implementation of in-house developed new equipment pricing model and tool allowing data driven pricing
• Implementing distributor score cards and data driven distributor management

• Assumed full P&L responsibility of Middle East spare parts business P&L
• Management of operations of a Service organization of 800 people
• Ensured profitable growth increasing number of sales points and establishing smart
stock management at HUB level
• Establishment of distribution model composed of new distributors and dealers targeting
different segments and geographies
• Establishment of pricing structure and dynamic pricing methodology
• Building distribution support capabilities in terms of technical product support
• Development of web-based order processing system
• Ensure profitable and sustainable growth of Aftermarket business
• Determination & Execution of 5-year strategic growth initiatives of ME aftermarket
• Achieve revenue CAGR of 27%

• Management of accounting & finance department with direct oversight of all accounting & finance activities
• Establishment of a manufacturing company in Turkey - Izmir
• Establishment of a branch company in Turkmenistan & Azerbaijan
• Implementation of new accounting & finance policies & procedures after JCI acquisition
• Working as a Business Partner with GM
• Implemented US GAAP compliant financials
• Reduced financial closing cycle from 15+ days to 5 days
• Ensured compliance with Sarbanes Oxley Act requirements
• Implemented process controls ensuring accuracy and quality of internal reporting

One of the “Big Four” accounting and audit organizations & the largest
professional services network in the world
Area of Expertise: Auditing Manufacturing companies
Major

Completed audit projects of Japanese Tobacco International, Procter & Gamble, Lafarge, Ferrero, Anadolu Cam, Aksigorta, Bilkont, Elektropak, Is Yatirim Menkul Degerler etc