Bora Özkalp
Sales Professional
Zeytinburnu,34
Summary
With over 25 years of experience in retail, wholesale, business, and project development, my expertise lies in B2B customer management, sales team management, key account management, sales force efficiency, and project management. Throughout my career, I have accumulated 18 years of team management experience, including leading a key account team in the field and a sales analysis team for 5 years. Additionally, I have managed a CRM analyst and project executives team at the headquarters for 2 years. In addition to my management roles, I have actively participated in over 30 projects as a product owner or team member on both global and country levels, gaining valuable insights. As a hardworking and driven sales management professional, I am equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. I have successfully improved sales procedures to streamline and strengthen processes. With an analytical and diligent approach to building and leading strong teams, I am a multifaceted leader. Focused Sales Manager committed to motivating others and offering extensive knowledge in penetrating new territories and promoting product lines. Highly effective mentor driven to assess individual and group performance to implement improvements and set goals. Background in establishing and nurturing lucrative partnerships, determined to contribute to the success of any organization.
Overview
26
26
years of professional experience
9
9
years of post-secondary education
2
2
Languages
Work History
Sales Director
G2M / Yıldız Holding
İstanbul, Turkey
10.2022 - Current
- Hired, trained and built high-performing team of sales representatives.
- Optimized sales operations by streamlining processes, implementing CRM systems, and developing comprehensive training programs for new hires.
- Boosted sales revenue by developing and implementing strategic sales plans and initiatives tailored to the organization''s goals.
- Increased average deal size by upselling additional products and services to existing clients.
- Collaborated with cross-functional teams to develop innovative product offerings that addressed evolving customer demands.
- Managed relationships with key industry stakeholders, attending conferences and networking events to further establish the company''s presence in relevant circles.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
National Account Manager & Sales Force Coordinator
METRO
İstanbul, Turkey
09.2015 - 10.2022
- Manage Key Account Customers in Turkey
- (sales, profitability, market share, share of wallet, etc.) 98 Customer Group and 4800 different location in Turkey
- 10 KAM Customer Manager manage approx
- 500 million turnover
- To develop Sales Force efficiency, Sales Force capability, develop digital tools, roll out new projects and taking commercial actions that will take the sales team (over than 300 members) one step further by analyzing the data of the sales organization with the sales analysis team
- Responsible from defining bonus scheme, performance kpi's, SF roles and responsibilites
- Planning and working with stakeholders for implementing the projects to field and stores
- Working on Food Service Delivery Business efficiency by every level of Sales Team Region SoW, route efficiency, route per truck, # of line per order, var weight per truck, delivery opex, WH opex KPI's
- To develop and implement trainings with the center HR department according to the training needs of field sales teams
- Approximately 50 thousand new customer registrations with 1 supervisor and 40 new card elements
- Door to door canvassing on the field
- Provided analytical rationale to identify, develop and implement activities within allocated account base.
Regional Sales Force Manager
METRO
İstanbul, Turkey
05.2013 - 09.2015
- Responsible for the efficiency and effectiveness of field sales team in the region in-line with both corporate and country strategies
- Leading 63 Customer Managers through 7 Field Sales Managers located in different stores regarding the KPI's below;
- Coordination of field sales team in the region
- Maximized performance by monitoring daily activities and mentoring team members.
- Accomplished multiple tasks within established timeframes.
- Responsible from Sales, Profit, Product penetration, Buying Customer, in the region
- Managed and motivated employees to be productive and engaged in work.
- New customer inflow/acquisition and activation
- Customer development via Up/Cross selling
- Strategy and objective setting
- Region/Channel/Category/Customer based activity planning & execution
- P&L responsibility
- Recruitment
- Training&Active Sales Coaching
Store Manager
METRO
Ankara, Turkey
11.2010 - 05.2013
- Reporting to Operational Director for Store responsibilities
- Optimizing Store Performance
- Managing EBIT
- Managed daily operations to ensure smooth functioning of the store, maintaining a clean, safe environment for customers and employees.
- Managed inventory control, cash control, and store opening and closing procedures.
- Responsible for, TO, Profit II and SID targets
- Write off management
- Territory Management for customer loyalty
- Managing Personnel of 200 employees
- Cooperation with Labour Union
- Colabrating with marketing department for best solution for the location needs
- Remodelling management
- Layouts and Planogram management
Sales Manager
METRO
İstanbul, Turkey
01.2010 - 12.2010
- Executed sales strategies of the company by leading Dry food, Non food, fresh food and field operations of the store
- 8 Dept Manager under management line
- Leading Business Strategy
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
- Retail & Wholesales Business
- B2B
- In-store sales ops & Field Ops Management - CRM
- Coordination of Delivery Ops
- Key Account management of Top 100 Customers
- 70 staff under management line
- Managing Field Force team who are covering 400 One to one key account customers and 25 % of the total sales
- New concept of Store Ops in Metro C&C at International Level
- First - test Application at Metro C&C world
- New Store Structure Project
CRM Assistant Manager
METRO
01.2008 - 01.2010
- Expansion Feasibilities
- Conducting customer potential analysis
- Forecasting store frequency, basket size and sales per customer
- Setting sales target according to sales drivers and customer potential
- Developed customized reports for improved sales forecasting and accurate performance tracking.
- Actively contributed to company growth by leveraging insights from customer data within the CRM system for strategic decisionmaking.
- Aligning forecast with the involved parties
- Format development
- Classifying target cities/regions for new formats using customer city counts, population and demographics, number of tax payers, purchasing power, GDP/GNP, industrialization; calculating total customer potential
- Representing CRM in format development meetings; coordination with other related parties
- Preparing business cases and simulations to understand the effect of the new format on the buying behavior, frequency and sales per customer
- - CRM Campaign management
- - Analyzing effectiveness of the CRM campaigns using different SQL based programmes
- (Microstrategy Desktop, MDW, CA, MIS, Qlikview)
- - Call Center Management
- - Creating Call Center direct marketing activities in line with general marketing activities
- - Daily, weekly and monthly customer reports according to sales volume, sales split according to store and/or department and store visits
- - Customer portfolio preparation of the field force, tracking the performance of the sales managers
Sales Force Manager
METRO
İstanbul, Turkey
02.2006 - 01.2008
- Managed and motivated employees to be productive and engaged in work.
- Accomplished multiple tasks within established timeframes.
- Maximized performance by monitoring daily activities and mentoring team members.
CRM Specialist
METRO
İstanbul, Turkey
06.2002 - 02.2006
Customer Relations
ÜLKER BİZİM TOPTAN
01.2001 - 01.2002
Customer Manager
BOOKER Cash & Carry
06.2000 - 01.2001
Finacial Advisor
Commercial Union ( Aviva )
05.1999 - 06.2000
Education
Game Changers - Leadership Guidebook -
Sabanci University
01.2021 - Current
Business Administration - undefined
Kocaeli University
09.1994 - 06.1999
Skills
Sales strategies
Networking and relationship building
Operations
Business development and planning
Salesforce proficiency
Key account development
Personal Information
Date of Birth: 03/21/75
Timeline
Sales Director
G2M / Yıldız Holding
10.2022 - Current
Game Changers - Leadership Guidebook -
Sabanci University
01.2021 - Current
National Account Manager & Sales Force Coordinator
METRO
09.2015 - 10.2022
Regional Sales Force Manager
METRO
05.2013 - 09.2015
Store Manager
METRO
11.2010 - 05.2013
Sales Manager
METRO
01.2010 - 12.2010
CRM Assistant Manager
METRO
01.2008 - 01.2010
Sales Force Manager
METRO
02.2006 - 01.2008
CRM Specialist
METRO
06.2002 - 02.2006
Customer Relations
ÜLKER BİZİM TOPTAN
01.2001 - 01.2002
Customer Manager
BOOKER Cash & Carry
06.2000 - 01.2001
Finacial Advisor
Commercial Union ( Aviva )
05.1999 - 06.2000
Business Administration - undefined
Kocaeli University
09.1994 - 06.1999