Umit Akincier
Baku,Azerbaijan
Summary
Comprehensive roles over the last 20 years in FMCG experiencing in every step from Account management to country/ regional management through strategic and collaborative approach with the stakeholders. Variety of leadership roles in Türkiye, Germany and Caucasus region.
Strong multicultural people management skills, utilizing full focus on people strengthen and to support people to drive their future career journey.
Overview
23
23
years of professional experience
Work History
Head of Business Development Consumer Brands in Caucasus
HENKEL CENTRAL ASIA & CAUCASUS
2018.08 - Current
- Country steering in Azerbaijan, Georgia, and Armenia
- Distributor steering, annual talks and trade spend controlling
- Yearly contract preparation with Key Accounts
- Go to market model in Traditional Trade
- Assortment and brand strategy implementation in respective markets.
Export Development & Traditional Trade Steering Manager
HENKEL AG & Co. KGaA
2017.03 - 2018.08
- Intercompany Export steering, through regions, forecasting, demand planning
- Third party Distributor Steering through global export portfolio
- License steering and portfolio expansion according to market dynamics
- Distributor Assessment scorecard and efficiency analysis
- Heading Distributor reduction process in Emerging markets.
Head of Trade Marketing
TURK HENKEL A.Ş.
2014.01 - 2017.02
- Defining channel-based sales strategies
- Controlling of channel-based trade spending
- Creating Account specific activities with Account managers and TM team
- Category management initiatives at potential clients
- Management & development of e-com business with existing clients
- Market share analysis and taking necessary actions
- Field management through sales support, Merchandisers and Sales Reps team.
Regional Sales Manager
TURK HENKEL A.Ş.
2011.01 - 2014.01
- Responsible for second biggest region (West Marmara) in Turkey
- Responsible for 6 direct reporters and 28 field team members
- Responsibilities of KPIs such as distributor's sales target and receivables
- Expanding Henkel business in Traditional trade
- Monitoring and reporting brand's market share, weighted distribution level in assigned region.
National Accounts Manager
TURK HENKEL A.Ş.
2007.01 - 2011.01
- Responsible for international clients (Carrefour, Tesco, Metro and Real)
- Managing all processes & negotiations of annual agreements with Key Accounts
- Devise of short- and long-term account plans and developing activity programs with Key Account managers
- Trade spending control, monitoring, reporting, and taking appropriate actions
- Initiate and coordinate category cooperation projects and supply chain optimization projects
- Monthly and Quarterly reporting to regional office in Vienna.
Key Account Manager
TURK HENKEL A.Ş
2005.01 - 2007.01
- Responsible for achieving Turnover targets at relevant clients, financial, and profitability targets
- Suggest, prepare, conduct, and evaluate sales activities
- Responsible for KPI´s (OOS, service level, receivables)
- Sales forecasting
- Contact- and strategy-meetings with the KA (Purchase, Sales & Marketing)
- Preparation of yearly agreement status with National Accounts Manager.
Sales Group Chief
DIASA Discounter Supermarket
2001.04 - 2004.11
- Responsible for 70 discount outlets together with assigned Sales chiefs
- Reporting to Sales Manager in terms of competition and new outlet openings
- Reporting shop's turnover and planning additional activities in dedicated territory
- Coordinating with steak holders as such supply chain, Purchasing departments
- Enrichment of sales chiefs' management skills.
Education
BBA - Economics
Istanbul University
Istanbul / Turkiye06.1997
Skills
- Motivational and engaging leadership style with a record of building highly capable and engaged teams.
- Commercial savvy, with substantial P&L responsibility experience.
- Results oriented with strong organizational skills, attention to detail, and proven track record in executing strategic initiatives.
- Strong analytical and problem-solving skills, with the ability to thrive in a fast-paced environment.
- A self-starter with a drive to challenge the status quo while maintaining a positive mindset.
- Quick thinker with a background in international matrix organizations, able to effectively network and coordination to achieve results.
- Defined new channel and customer segmentation with focus on key customers, high-value brands and G2M based on Net Revenue Management approach.
- Expert of commercial agreement process with retail chains as well as Distributors through cooperating with Legal department.
Accomplishments
- Regional re-structuring of sales team brought triple growth since 2020.
- Substantial Profit increases in dedicated region in two years period (>2 times).
- Re-establishment of G2M model, gaining 350 unutilized customers in 2 years period.
- Strong Laundry & Beauty brand launches through fast listing and smart depletion models.
- Creating multiple variations of striving against grey import to maintain business momentum in Caucasus.
- Solid Laundry & Home care market share increases by 8 points in 3-year period in Azerbaijan.
- Talent developing, upskilling and rewarding. Creating future career path within the company in different directions.
- Differentiation & maximization of Consumer brand assortment among the channels to avoid promo & price complexity
Languages
English
Russian
Driving license
B class
Military status
Completed / 1999
Birth place
Istanbul - Turkey
Health
Excellent; non-smoker
Personal Information
- Date of Birth: 02/14/1974
- Marital Status: Married (boy/18-year-old)
Trainings
- Leadership Programme - Austria (3 phases)
- Exceed Management Program - Austria (6 months)
- Key Account Management Program (3 Phases) Austria - (6 months)
- Negotiation Skills program - Austria
- IT Skills: Word, Excel, PowerPoint, SAP / Advanced level
Timeline
Head of Business Development Consumer Brands in Caucasus
HENKEL CENTRAL ASIA & CAUCASUS
2018.08 - Current
Export Development & Traditional Trade Steering Manager
HENKEL AG & Co. KGaA
2017.03 - 2018.08
Head of Trade Marketing
TURK HENKEL A.Ş.
2014.01 - 2017.02
Regional Sales Manager
TURK HENKEL A.Ş.
2011.01 - 2014.01
National Accounts Manager
TURK HENKEL A.Ş.
2007.01 - 2011.01
Key Account Manager
TURK HENKEL A.Ş
2005.01 - 2007.01
Sales Group Chief
DIASA Discounter Supermarket
2001.04 - 2004.11
BBA - Economics
Istanbul University
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