Burak Kılıçak
INTERNATIONAL COMMERCIAL & BUSINESS DEVELOPMENT
Istanbul,34
Summary
To find out a challengeable Senior Management Position (Commercial management and operational business development) within FMCG Industry or Retail Operations; ideally in Turkey, Russia & C.I.S. Eastern Europe, potentially in the Middle East region with 360 management capability.
Overview
31
31
years of professional experience
Work History
Management Consultant | Advisor | Trainer
Key Learning Academy
06.2022 - Current
- Key Challenges
- Business Strategy - International Business - Business Development - Change Management -
- Brand Management – Budgeting - Fast-Moving Consumer Goods (FMCG)
- Forecasting - New Business Development - P&L Management -
- Strategy Development - Start-ups - Mergers & Acquisitions
- Middle East Region – Russia – Emerging Markets
- Https://www.linkedin.com/in/burak-kilicak
Sales Head–National Key Account Channel & Facilities Logistics Management Head – Sales & Distribution Channels
Doluca Wine Co. Turkey
11.2017 - 05.2022
- Key Challenges
- P&L management, brand acquisitions, channel perspective drive, account category management
- Brand activities , Party Time promotions , Merch. Team &Spv. Management
- Operational set up and macro management integration
- Reported to: CEO; Direct reports: 5 (KAM)+3 (Log.)
- For three generations, DOLUCA has been a part of the Turkish winemaking industry, reflecting its traditional and innovative character in its service and product
- (www.doluca.com)
Owner
Service Express
10.2014 - 06.2017
- Key Challenges
- Accomplished ho-re-ca service business model and generated 2,5 Ml. TL. in 2,5 years as well as located 2 cold-chain plus 1 dry warehouses with a wide loading platform and owned (3) trucks.
- Recruited different types of employees (pre seller, hot seller, delivery driver, stock keeper) and paid all the taxes with a high responsibility.
- Agreed various food& non/food companies and signed regional distribution contracts with P&L consideration.
- Organized route plans and created more than 200 active clients in 1 year.
- As a strong supplier of food service consumption sector; we offer all kinds of food, supplies and cleaning supplies sales along with marketing, distribution and logistics services by undertaking the role of a bridge between foodservice consumption points such as hotels, restaurants, cafes, food companies and manufacturers.
- (www.kilicak.com)
International Business Director
Penti A.S.
02.2013 - 09.2014
- Key Challenges
- Created business models and strategic tactics in the Middle East –Eastern Europe - Russia & CIS for wholesale channel and Frc.'s with P&L responsibility
- Participated in multicultural team of Board Members for Strategist roles
- Created new plans of hosiery business portfolio for distribution
- Executed front line trade marketing initiatives with Biz. Partners cooperation
- Approached and held business coverage models with business investors in different regions;
- Reported to: CEO; Direct reports:8
- Penti vision - To continue being the unchallenged leg wear leader; to become the top of mind consumer choice for intimates and beachwear
- (www.penti.com)
Sales & Business Development Director –Turkey&Middle East
KT&G (Alokozay Group of Companies)
11.2009 - 01.2012
- Key Challenges
- Created business plans and strategy models for activating Middle East region with P&L responsibility;
- Managed USD200M. sales turnover in 2010 in Iraq &Iran countries.
- Participated in multicultural team of Board Members for strategist roles in Baghdad/Iraq,Amman/Jordan,Arbil/Iraq,Suleimani/Iraq,/Pristina/Kosovo,Baki/Azarbaijan and Dubai;
- Designed new plans of cigarette & tea businesses portfolio for distribution;
- Executed front line trade marketing initiatives with distributors cooperation.
- Approached and held business coverage models with business investors in different regions;
- Reported to :CEO; Direct reports:5
- AlokozayInt. follows FMCG, Real Estate and petroleum company . aiming emerging international markets; (Startup project);
- (www.alokozay.com)
Sales Manager -Turkey
Has Gıda ( Panda) Ice-Cream Co.
09.2007 - 10.2009
- Key Challenges
- Created Business plan & strategy models for Turkey market with P&L responsibility;
- Managed USD 55M. annual (2009)
- Created distribution set up & delivered coverage models by regions ;
- Focussed on strategic effectivenes and concentrated on profit;
- Introduced category management with premium brands in the company;
- Effort on field operations with empowering approach.
- Reported to CEO; Direct reports: 7
- Panda closely follows developments in the worldwide ice-cream sectors and offers 50 products every year to the customers.
- (www.panda.com.tr)
Sales Manager - Moscow City &Regions Business Development Manager-C.I.S.
Danone Russia LLC
03.2005 - 05.2007
- Key Challenges
- Managed USD 150M. turnover in Moscow region;
- Increased overall turnover by 30% in 3 branches in Moscow, reduced operational cost by %13 with “Route to Market” efficiency model implementation, launched Azerbaijan & Georgia distribution operation models.
- Implemented new motivation systems and prevented sales organization turnover.
- Created short- & long-term sales strategy plans with P&L responsibility.
- Reported to CEO; Direct reports: 7
- Danone remains unique by developing a company vision and defending it's core values Openness,Enthusiasm,Humanism,Proximity
- (www.danone.ru)
Sales Manager –Marmara Region
Doluca Wine Co.
05.2003 - 02.2005
- Key Challenges
- Double increased premium brand sales and managed USD 15M. annual turnover.
- Focused on strategic effectiveness with brand power and listed full premium brands in HORECA channels.
- Created “Credit System” for the distributors /wholesalers and managed financial risks as a regional level.
- Reported to: Sales & Marketing Director; Direct reports: 9
- For three generations, DOLUCA has been a part of the Turkish winemaking industry, reflecting its traditional and innovative character in its service and product quality.
- (www.doluca.com)
Sales Manager –Marmara Region
Danone Turkey
05.2000 - 04.2003
- Key Challenges
- Managed USD 15M. annual turnover;
- Focused on innovations as a leader for the new project’s implementation (Hybrid &Trade Entrepreneur Sys) ;
- Designed “Route to Market” efficiency project and increased penetration with full company range of products.
- Worked with Danone France innovation team and created sales department operational efficiency standarts
- Reported to: Sales Director; Direct reports: 7
- Danone remains unique by developing a company vision and defending its core values- Openness, Enthusiasm, Humanism, Proximity
- (www.danone.com.tr)
Executive Sales Supervisor –Marmara Region
Pınar (Y.B.P.) Milk Pro.Co.
06.1997 - 05.2000
- Key Challenges
- Managed USD 9M. annual turnover with full range of company products (milk-milk products-cheese-delicatessen foods &meets-frozen foods-fruit juices);
- Conducted all aspects of s business units with Pre-Selling system.
- Worked under authority I.S.O.9000 team and created sales department operational I.S.O. standarts;
- Attended as a leader to “Business Development Project” and reported strategic analysis to executive committee
- Reported to: Sales Manager; Direct reports: 7
- Pınar defined its market target as to grow together with its personnel, producers and supply companies, to become an internationally recognized world brand through integrity with its consumers and to improve its profitability and productivity together with its staff.
- (www.pinar.com.tr)
Regional Sales &Merchandiser
Philip Morris International
03.1995 - 04.1997
- Key Challenges
- Managed 5 distributors & 25 vans and focused on visibility and penetration scores in 2 years.
- Operated on POSM placement (shelf, display units, posters, shelf talkers, signboards, window stickers) and awarded with P.D.I priorities of the company with dedicated customers in the regions.
- Supported direct distribution operation and full range of visibility.
- Managed Chesterfield -L&M launch and struggled %100 coverage of retail channels.
- Reported to: Regional Supervisor; Direct reports: 5.
- PMI is the leading international tobacco company, with products sold in approximately 180 countries.
- (www.pmi.com)
Education
Master's degree - International Trade & Business Management
American Newport International University
01.2011
University Diploma - Business Administration
American Newport International University
01.2005
University Diploma - Marketing Management
Thrace University
01.1991
Skills
Business development, mergers & acquisitions, post-merger integration, emerging markets, early businesses, turnarounds, change management & more than 25 years practical experience
Ability to set up new ventures or projects and to achieve goals within the constraints of available resources
Experienced in operations on international level; experienced manager and team leader
Proven leader of successful multicultural management and sales teams within the Turkey, Russia, CIS and Middle East market
Confident decision-maker, able to exercise sound judgement in the development of budgets, business plans and strategic planning initiatives
Open & straight forward personality with democratic leadership style based on direct competencies, mutual trust & result oriented focus
Entrepreneurial and customer focused person who is used to interact with all level decision-makers, with capability to identify, manage and close new opportunities
Creator and innovator of internal company processes; Problem Solving Decision Maker
EXECUTIVE MANAGEMENT TRAININGS
- London School of Business Executive Edu./ Management Prg.
- Marmara University Executive Edu./ Management Prg.
- Moscow School of Management SKOLKOVO Executive edu./ Management Prg.
Disclaimer
References are available on request. Burak KILIÇAK
SENIOR EXECUTIVE PROFILE
- An enthusiastic, senior professional with 25 years business experience, mostly in the FMCG & Food industry. An analytical, strategic, and global thinker who enjoys learning and is committed to ongoing skills development with a special interest in operational management, sales & trade marketing.
- Turkish natively, with a fluent base in English and basic level of Russian.
- Strengths include:
- Start-up skills and experience having created successful business in Turkey,Russia,C.I.S. and Middle East.
- Ability to define a unique purpose and strategic vision for a business and then having the discipline to make the difficult decisions to meet pre-specified goals.
- Turnaround expertise having revitalized mature businesses in countries (Turkey,Russia,Azarbaijan,Georgia Iraq,Jordan)
- Track record of superior performance in volatile and diverse business environments where success was gained through bold strategy, strong leadership and rigorous execution.
- Extensive and diverse General operational management experience.
- Capability to identify, manage and close new opportunities.
- Deep and proven negotiation skills.
EXECUTIVE HIGHLIGHTS
- Implemented functional sales systems into slow &remained structures and reduced costs by 13% (Danone Russia)
- Performed new acquisitions of productions in Turkey, Iraq, Azerbaijan and increased turnover through new acquisition (Danone Turkey, Danone Russia&C.I.S., Alokozay Group
- Increased annual turnover by 30% before the new acquisitions (Danone Russia-Moscow Direct Distribution);
- Proposed and reorganized sales management team with new positions created ¤t positions redefined, new job description created (Danone Moscow Direct Distributions, Alokozay Iraq-Baghdad Sales &D.D Models);
- Implemented strategic sales models “Route to Market–HORECA (Danone Romania)–Established new distribution (trade &hybrid plasier) systems (Danone Turkey) .Created new commercial with new follow-up systems and achieved annual sales USD 200 M. (Alokozay Iraq & Iran)
Timeline
Management Consultant | Advisor | Trainer
Key Learning Academy
06.2022 - Current
Sales Head–National Key Account Channel & Facilities Logistics Management Head – Sales & Distribution Channels
Doluca Wine Co. Turkey
11.2017 - 05.2022
Owner
Service Express
10.2014 - 06.2017
International Business Director
Penti A.S.
02.2013 - 09.2014
Sales & Business Development Director –Turkey&Middle East
KT&G (Alokozay Group of Companies)
11.2009 - 01.2012
Sales Manager -Turkey
Has Gıda ( Panda) Ice-Cream Co.
09.2007 - 10.2009
Sales Manager - Moscow City &Regions Business Development Manager-C.I.S.
Danone Russia LLC
03.2005 - 05.2007
Sales Manager –Marmara Region
Doluca Wine Co.
05.2003 - 02.2005
Sales Manager –Marmara Region
Danone Turkey
05.2000 - 04.2003
Executive Sales Supervisor –Marmara Region
Pınar (Y.B.P.) Milk Pro.Co.
06.1997 - 05.2000
Regional Sales &Merchandiser
Philip Morris International
03.1995 - 04.1997
University Diploma - Business Administration
American Newport International University
University Diploma - Marketing Management
Thrace University
Master's degree - International Trade & Business Management
American Newport International University