Cengiz Acar

Chipita S.A. acquired by Mondelēz International in July 2022.

• Prepared start up commercial strategy for Traditional and Modern Trade distribution (integration period of 5 months)
• Introduce, consult, sustain 7DAYS Business for Mondelēz Turkey
• Adapt world class 7DAYS commercial best practices into other Mondelēz snack categories
• Create commercial plans for each sales channel by delivering targeted revenue, profitability and market share
• Share Marketing and Trade Marketing programs with the sales teams and other related departments (Planning, Pricing, Logistics, GTM, Sales Operation, Sales Finance)
• Guide sales team by creating projects within the scope of the regional opportunities

In this role reporting to Country General Manager I,

• Bridge, manage and organize exclusive distributor agenda “PepsiCo” for all commercial issues including Traditional Trade, Modern Trade, E-Com and Horeca as the first contact
• Create channel development strategies, implementing trade marketing tools by setting mechanisms and sales incentives with full responsibility for volume, revenue, profitability
• Orchestrate supply chain teams for proper stock level, prompt supply, product freshness and achieve monthly targets tracking Annual Operating Plan to maximize product availability in the market
• Prepare business plans to improve sales productivity, while creating value added commercial propositions for both teams

Among my key accomplishments, I…

o Achieved a 16 MM Euro business and break-even profitability with sustainable growth

o Established a fast growing and category leader croissant business in Turkey with 58% market share.

o Activated TVC marketing plans with local sports channel (Fenerbahce TV) under Euro league Basketball Organization during 2021 & 2022

o Engaged tailor made trade marketing activities with largest Key Account Migros with Euro league “Magic 7” consumer instore activity for 3 consecutive years

o Embedded Chipita Business into PepsiCo retailer programs in order to support sustainable distribution and revenue

Led a team of 12 Regional OT Sales Development Manager & 7 District TT Sales Managers. Managed multi categories that include chocolate, ice cream, wafer, juice. (Tadelle, Sarelle, Sagra, Pernigotti, L'era Fresca, and Zumosol). Created the complete cycle of sales and operations, including forecasting, order processing and sales activity calendars for TT & LKA. In this role reporting to Commercial Director I,

Key Accomplishments:

• Managed local chain & TT operations to contribute 35% of total company sales with highest revenue growth of 74% in 1,5 years
• Spearheaded channel-based trade investments for modern trade, achieving a 17% increase in revenue with a 27% slowdown in trade spends .
• Increased company cash flow in first 5 months of tenure by collecting 4.2 million TL in past due receivables . (82% of total company overdue)

Managed Supply Chain, Trade Marketing, Sales Technologies and Sales Planning Departments for Salty Snacks (former Kraft Chips portfolio) and company-owned tea brands. Served as key liaison between headquarters field sales operations about channel strategies, product portfolios, customer service and distributor standards. Managed a 9-member of team with a $480 million USD annual budget. Reporting to Board of Management I,

Key Accomplishments:

• Restructured Traditional Trade Sales Team Organization and implemented sales practices, strategies by coaching and training TT Sales Managers
• Increased monthly sales volume from 1.130 tons to 1.670 tons by adding 8.1 million TL monthly sales in only 5 months
• Championed, designed, and introduced Supply Chain Operations that grew order fulfillment rate from 63% to 82% and # of stock items from 11 to 34 in the market in 4 months by decreasing average stock level from 23 days to 11 days in snacks category.

Led a team of 3 District Sales Managers, managed a $95 million USD budget, and held key responsibility for annual gross profit plans through the implementation of a distribution model, maintenance of product mix, and analysis of trends and results. Scheduled, assigned, and reviewed employees according to operational requirements.

Key Accomplishments:

• Built sales forecasts and annual sales targets for 20+ distributors and 260 routes in 10 cities.
• Recognized as first in position to integrate salty snacks and beverage distributors under PepsiCo “Power of One” strategy.
• Coached, mentored, and eased the promotion of 3 sales Supervisors into District Sales Manager roles.

Managed a $450 million annual budget and led a team of 8 Regional Sales Analysts with dotted line leadership of 5 Sales Managers and their teams. Guided sales teams, leveraging targeted regional strategies to drive revenue, and optimize channel profit. Liaised among headquarters and field sales teams in the areas of Trade Marketing, Human Resources, Production, Marketing, Logistics, Information Technology, and Financial Planning.

Key Accomplishments:

• Held P&L for 190+ distributors to sustain cash flow and a 48% targeted profit overachievement.
• Enhanced service to sales from 91% to 94% as PepsiCo's best performance by analyzing stock levels and selling item detail to guide daily dispatches of the Supply Chain Department.
• Represented Sales Team in Internal Audit of S&OP Cycle to earn top-rated audit score.

Managed 13 Sales Supervisors and administered a budget of $65 million USD.

Key Accomplishments:

• Recognized as Sweet Category Champion with 38% increase in category sales.
• Named to Team Capability League as best talent builder among PepsiCo sales team.
• Implemented a forecasting tool to centralize top distributor stocks level with a decrease of 24% in volume noted as the best practice in PepsiCo MEA

Organized daily activities of 7 Supervisors and managed a $50 million USD budget.

Key Accomplishments:

• Succeeded highest Manager Quality Score in 2006 PepsiCo Management Survey, by increasing overall score from 55% to 84% for Plant Logistics
• Achieved 5 consecutive years of double-digit growth with 98% service to sales level despite %73 commercial forecast accuracy and awarded as best Supply Chain Executioner in EMEA Region
• Increased financial audit score by 25%, reduced inventory by $1.6 million , and recognized with top score from PepsiCo Internal Audit.