iskender Coskun

• Coach and develop of 2 Key Account Managers, 1 Merchandiser Manager, 1 Trade
Marketing & 12 K/A & Sales Executives and manage 60 employees while ensuring
a culture of learning and development.
• Guide and manage promo, RTM and execution strategy for all channels
• Prepare and achieve budgeted sales volume and full P&L responsibility All channels with
turnover of $150 million dollars
• Prepare and manage PO targets and Budget for all Channels which is around $ 2mio
• Manage customer relationship K/A and SS outlets
• Prepare monthly promotion plans and follow up with sales team the efficiency of
promotions
• BDA Management with all customers entire Oman
• Support region office and Business Development team for their project (Perfect Store)
• The winner of sales excellence cup across GCC in 2023 with best Share of Shelf
Distribution and Market Share numbers
• Manage trade investment in 2023 with $500 K savings with DD growth in Sales and
2.9% market share increase vs 2023

prepare and achieve budgeted sales volume and full p l responsibility in traditional and on premise channels with turnover of 200 mio responsible 40 distributors and over 20k multichannel pos manage distributors relationship develop a business plan and giving target each distrubitor developing sales strategies in traditional channel and op channel coach and develop of 5 area sales managers 45 field distrubitor executives and manage 300 employees indirectly while ensuring a culture of learning and development develop and manage short term and long term tactical promotions and regional incentives while achieving long term business objectives proactively manage company assets in the market through effective deployment and control provide inspirational leadership and ensure execution of all engagement initiatives across the sales center to drive strong employee engagement

• Responsible all modern trade customers in KSA, Qatar, Bahrain, Kuwait, and Jordan
countries
• Coach and develop 3 KAM and 1 Trade Marketing Manager
• Prepare yearly budgets for all customers and countries
• Prepare and achieve budgeted sales volume and full P&L responsibility in Modern Trade
customers with turnover of $350 million dollars
• Contract Management - To switch customer contract terms from fix payment to P4P
• Prepare monthly promotion plans and follow up with sales team the efficiency and
execution of promotions

• Prepare and achieve budgeted sales volume and full P&L responsibility in Traditional and
On-premises channels with a turnover of 140 million TL.
• Coach and develop of 5 sales executives & 6 Distrıbutor executives and manage
75 employees while ensuring a culture of learning and development.
• Manage distributor relationships, develop a business plan and giving target each distributor,
• Developing sales strategies in Traditional channel,
• Restructure Distributor system and geographies to gain efficiency in inventory management
and delivery optimization. As a result, warehouse capacity and on shelf availability increased
13% and 6% base point.
• Installation delivery system software in distributors to decrease their delivery cost.
• Amended credit terms of customers & distributors in order to capture market opportunities in
water category. As a result, water volume and market share increased 28% and 4% base point.
• Total sales volume and net sales revenue increased 14% and 21% according to prior year.
• Total Non-alcoholic ready to drink (NARTD) market share increased 3.2 base point according
to prior year
• Lead Operational Excellence project related to end-to-end cooler management with a
potential monetary saving of 7 million TL in cash and 1.1 million TL P&L impacts.
• Lead 4 FC package project related to big package end user price management with a gain
2, 2% market share.
• Lead in developing new sales management reporting system across CCI.
• Develop and manage short term tactical promotions and regional incentives while
achieving long term business objectives.
• Proactively manage company assets in the market through effective deployment and
control.
• Provide inspirational leadership and ensure execution of all engagement initiatives across
the sales center to drive strong employee engagement.

• Sales volume and full P&L responsibility in modern channel with turnover of 100 million TL.
• Coach and develop of 8 sales executives and manage 50 employees while ensuring a
culture of learning and development.
• Manage 17 distributor and 50 Local Chains relationship.
• Lead the team to deliver budgeted sales and profit for the Local Accounts and control
through the implementation of defined packaging, pricing strategies and innovative
volume driving promotional programs in order to achieve volume and revenue targets.
• Monitor pricing, right shelving and implementation of merchandising planogram and
ensure correct usage of POS.
• Manage mix, core pack penetration, ensure promotional compliance and other areas
under control in order to generate profitable revenue
• Work closely with the marketing team to ensure smooth implementation, wide
promotions, key accounts category management projects
• Interacting proactively with sales and marketing team, business management,
distributors and other finance accounting groups to provide financial and accounting
data to the management team
• Expand Brand presence in key accounts, Execution of agreed initiatives & promotional plans
with retailers, ensure merchandising standard is maintained through stores visit.
• Developed and applied, pilot segmentation-based route to market, to increase customer
service level, boost sales volume & net sales revenue.
• Performed route to market optimization and provided a saving of 0.6 million TL.
• Amended Key Customer agreement terms and provided a saving of 0.5 million TL while
acquiring better execution standards.
• Developed customer specific solutions to increase sparkling volume and household
penetration. As a result, sparkling volume grew 3%, despite the 2% shrinkage in Turkey,
• Focused on still and water category sales in order to capture volume opportunities by optimizing
customer margins. As a result, the volume of still and water categories grew 11% and 15%
respectively.
• As a result, operating income margin improved by 1% base point and 4 million TL Absolute
operating income grew around 22% in 2012.

• Sales volume and full P&L responsibility in modern channel with turnover of 100 million TL.
• Coach and develop of 8 sales executives and manage 50 employees while ensuring a
culture of learning and development.
• Manage 17 distributor and 50 Local Chains relationship.
• Lead the team to deliver budgeted sales and profit for the Local Accounts and control
through the implementation of defined packaging, pricing strategies and innovative
volume driving promotional programs in order to achieve volume and revenue targets.
• Monitor pricing, right shelving and implementation of merchandising planogram and
ensure correct usage of POS.
• Manage mix, core pack penetration, ensure promotional compliance and other areas
under control in order to generate profitable revenue
• Work closely with the marketing team to ensure smooth implementation, wide promotions,
key accounts category management projects
• Interacting proactively with sales and marketing team, business management, distributors
and other finance accounting groups to provide financial and accounting
data to the management team
• Expand Brand presence in key accounts, Execution of agreed initiatives & promotional plans
with retailers, ensure merchandising standard is maintained through stores visit.
• Developed and applied, pilot segmentation-based route to market, to increase customer
service level, boost sales volume & net sales revenue.
• Performed route to market optimization and provided a saving of 0.6 million TL.
• Amended Key Customer agreement terms and provided a saving of 0.5 million TL while
acquiring beter execution standards.
• Developed customer specific solutions to increase sparkling volume and household
penetration. As a result, sparkling volume grew 3%, despite the 2% shrinkage in Turkey,
• Focused on still and water category sales in order to capture volume opportunities by optimizing
customer margins. As a result, the volume of still and water categories grew 11% and 15% respectively.
• As a result, operating income margin improved by 1% base point and 4 million TL Absolute
operating income grew around 22% in 2012.

manage distrubitor and local chain relationship coach and develop of 7 sales executives and manage 50 employees while ensuring a culture of learning and development develop a business plan and giving target each distrubitor lead the team to deliver budgeted sales and profit for the local accounts and control through the implementation of defined packaging pricing strategies and innovative volume driving promotional programs in order to achieve volume and revenue targets monitor pricing right shelving and implementation of merchandising planogram and ensure correct usage of pos manage mix core pack penetration ensure promotional compliance and other areas under control in order to generate profitable revenue work closely with marketing team to ensure smooth implementation wide promotions key accounts category management projects interacting proactively with sales and marketing team business management distributors and other finance accounting groups to provide financial and accounting data to the management team perform financial accounting data on monthly management and financial reporting versus budget forecast and previous years etc expand brand presence in key accounts execution of agreed initiatives promotional plans with retailers ensure merchandising standard is maintained through stores visit

• Sales volume and full P&L responsibility in modern channel with turnover of 100 million TL.
• Coach and develop of 8 sales executives and manage 50 employees while ensuring a
culture of learning and development.
• Manage 17 distributor and 50 Local Chains relationship.
• Lead the team to deliver budgeted sales and profit for the Local Accounts and control
through the implementation of defined packaging, pricing strategies and innovative
volume driving promotional programs in order to achieve volume and revenue targets.
• Monitor pricing, right shelving and implementation of merchandising planogram and
ensure correct usage of POS.
• Manage mix, core pack penetration, ensure promotional compliance and other areas
under control in order to generate profitable revenue
• Work closely with the marketing team to ensure smooth implementation, wide promotions,
key accounts category management projects
• Interacting proactively with sales and marketing team, business management, distributors
and other finance accounting groups to provide financial and accounting
data to the management team
• Expand Brand presence in key accounts, Execution of agreed initiatives & promotional plans
with retailers, ensure merchandising standard is maintained through stores visit.
• Developed and applied, pilot segmentation-based route to market, to increase customer
service level, boost sales volume & net sales revenue.
• Performed route to market optimization and provided a saving of 0.6 million TL.
• Amended Key Customer agreement terms and provided a saving of 0.5 million TL while
acquiring beter execution standards.
• Developed customer specific solutions to increase sparkling volume and household
penetration. As a result, sparkling volume grew 3%, despite the 2% shrinkage in Turkey,
• Focused on still and water category sales in order to capture volume opportunities by optimizing
customer margins. As a result, the volume of still and water categories grew 11% and 15% respectively.
• As a result, operating income margin improved by 1% base point and 4 million TL Absolute
operating income grew around 22% in 2012.

• To drive and develop CCI Key Accounts business by execution of marketing strategies in
respective accounts.
• The total management of existing and new accounts through planning, effective
budget management by execution of trade marketing initiatives which are aligned
with brand strategies, volume, and profit objectives.
• Map and classify accounts by using existing prioritization tools in terms of their
strategic importance
• Establish CCI business as a priority for Key Accounts with respect to budget
• Analyzing CCI demand side and supply side business performance in accounts
• Map competitors position/strategies in accounts
• Develop a business plan for each account
• Align each accounts plan with channel/company plans
• Manage the implementation of account plans to ensure that volume / profit objectives
per account are achieved through the most efficient use of resources
• Management of Turkey wide KA field team
• Overall responsibility for execution of all the business in Tesco KIPA as a
multinational customer.

• Coach and develop of 8 sales executives and manage 50 employees while ensuring a
culture of learning and development.
• Coordinating the practices of stores in İstanbul Asia territory by following up the applications
of National chain-stores.
• Prepared and executed joint business plans with key customers in order to increase
collaboration.
• Providing leadership and directions by coaching, mentoring and developing the sales team to
ensure their professional development and ensure that the specified sales target is met.
• Controlling the efficiency of the team route and reshaping the route organization if required.
• Keeping up to date with products and competitors activities and coming up with ideas and
developing actions plans against the same.
• Developing sales strategies in line with the organizations overall business objectives.
• Arranging and performing team and as well as customer training programs in coordination
with the training department.
• Developed customer specific solutions to increase sparkling volume and household
penetration. As a result, sparkling volume grew 3%, despite the 2% shrinkage in Turkey,
• As a result, operating income margin improved by 1% base point and 3 million TL. Absolute
operating income grew around 20% in 2010.

manage nka customer s relationship coach and develop of 6 sales executives and manage 75 employees while ensuring a culture of learning and development coordinating the practices of stores in İstanbu asia territory by following up the applications of national chain stores fulfillment of the specified individual team sales targets promoting effective relations with customers and identifying their problems to stitch in time identifying opportunities for profitable growth within designated hypermarkets and supermarkets overseeing development presenting new ideas to the customers and convincing them to apply the same providing leadership and directions by coaching mentoring and developing the sales team to ensure their professional development and to ensure that specified sales target is met controlling the efficiency of the team route and reshaping the route organization if required ensuring the productive use by determining the useful equipments in line with network keeping up to date with products and competitors activities and coming up with ideas and developing actions plans against the same developing sales strategies in line with the organizations overall business objectives arranging and performing team and as well as customer training programs in coordination with the training department

• Coach and develop of 8 sales executives and manage 50 employees while ensuring a
culture of learning and development.
• Coordinating the practices of stores in İstanbul Asia territory by following up the applications
of National chain-stores.
• Prepared and executed joint business plans with key customers in order to increase
collaboration.
• Providing leadership and directions by coaching, mentoring and developing the sales team to
ensure their professional development and ensure that the specified sales target is met.
• Controlling the efficiency of the team route and reshaping the route organization if required.
• Keeping up to date with products and competitors activities and coming up with ideas and
developing actions plans against the same.
• Developing sales strategies in line with the organizations overall business objectives.
• Arranging and performing team and as well as customer training programs in coordination
with the training department.
• Developed customer specific solutions to increase sparkling volume and household
penetration. As a result, sparkling volume grew 3%, despite the 2% shrinkage in Turkey,
• As a result, operating income margin improved by 1% base point and 3 million TL. Absolute
operating income grew around 20% in 2010.

to drive and develop cci key accounts business by execution of the marketing strategies in respective accounts the total management of existing and new accounts through planning effective budget management by execution of trade marketing initiatives which are aligned with brand strategies volume and profit objectives map and classify accounts by using existing prioritization tools in terms of their strategic importance establish cci business in priority for key accounts with respect to budget analyze cci demand side and supply side business performance in accounts map competitors position strategies in accounts develop a business plan for each account align each accounts plan with channel company plans manage the implementation of account plans to ensure that volume profit objectives per account are achieved through the most efficient use of resources management of turkey wide ka field team overall responsibility for execution of all the business in tesco kipa as a multinational customer

• To drive and develop CCI Key Accounts business by execution of marketing strategies in
respective accounts.
• Map and classify accounts by using existing prioritization tools in terms of their strategic
importance
• Map competitors position/strategies in accounts
• Develop a business plan for each account
• Manage the implementation of account plans to ensure that volume / profit objectives per
account are achieved through the most efficient use of resources
• Management of Turkey wide KA field team
• Overall responsibility for execution of all the business in Tesco KIPA as a multinational
customer.

• To drive and develop CCI Key Accounts business by execution of marketing strategies in
respective accounts.
• Map and classify accounts by using existing prioritization tools in terms of their strategic
importance
• Map competitors position/strategies in accounts
• Develop a business plan for each account
• Manage the implementation of account plans to ensure that volume / profit objectives per
account are achieved through the most efficient use of resources
• Management of Turkey wide KA field team
• Overall responsibility for execution of all the business in Tesco KIPA as a multinational
customer.

• Coach and develop of 5 presellers
• Management of CCI KA retail customers of Petroleum (BP, SHELL, PETROL OFİSİ, OPET,
TOTAL etc.) as well as School canteens.
• Execution of national brand and sales programmes for related customers
• Managing customers through monthly and yearly budgets
• LEad Gas Station Loyalty program related to iced tea category with a %50 volume
growth

• Management of CCI KA retail customers of Petroleum (BP, SHELL, PETROL OFİSİ, OPET,
TOTAL etc.) as well as School canteens.
• Execution of national brand and sales programmed for related customers
• Managing customers through monthly and yearly budgets
• Lead Gas Station Loyalty program related to iced tea category with a %50 volume
growth

management of cci ka retail customers of petroleum bp shell petrol ofİsİ opet total etc as well as school canteens execution of national brand and sales programmes in related customers managing customers through monthly and yearly budgets

sales representative in muğla