Duygu (Dee) Kirmaci
Cranbourne South,VIC
Summary
Results-driven sales professional with over 15 years experience in the best Tier 1 Fast-Moving Consumer Goods companies in the world. Proven record of success across multiple brands, categories and functions with strong cross-functional experience.
Creative problem solver with proven skills in; leading a team to achieving growth, category strategy development & management, and strong commercial acumen. Passionate about achieving mutual results with an entrepreneurial spirit and a naturally curious and analytical mindset.
I have an outstanding ability to leverage my interpersonal skills to execute complex & multiple projects simultaneously with a high degree of accuracy and exceed KPI's.
Effective relationship management coupled with a comprehensive knowledge of data, enables a very rounded understanding of both sales negotiations, commercial innovation, partnerships and end-to-end supply chain networks, that stresses the importance of customer-centricity to deliver strong results.
Overview
15
15
years of professional experience
Work History
Director of Sales - Chain Pharmacy
Procter & Gamble
06.2021 - Current
- Lead, Coach & Develop a winning team – Managed team of sales representatives & wider customer multi-functional teams, providing guidance, coaching and support.
- Relationship building & Stakeholder Management – Continue to grow & drive strong and effective relationships across internal & external stakeholders. Built relationships & rapport with customers and community to establish long-term business growth.
- Financial management – Manage all financial aspects of Chain Pharmacy business across all categories and brands under P&G portfolio, at a total customer level including but not limited to, achieving growth objectives, Trade spend, Net revenue & Gross revenue Targets. Including:
- Establishing pricing strategies to maintain competitive pricing and maximize profits.
- Establishing ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Maintaining financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits via effectively controlling budget and optimizing overhead spend.
- Internal & External Business planning – Collaborate with internal teams to deliver forecasted sales and established processes to achieve sales objectives and related metrics.
- Data Analytics - Achieved dramatic sales increase by skillfully analysing and interpreting SD science, market and consumer trends. Developing & pivoting sales strategies based on research of consumer buying trends and market conditions.
- Negotiation & Joint Business planning -Prepared sales presentations for clients showing success and credibility of products.
- Drove sales by developing multi-million dollar contract sales.
Senior National Account Manager
L'Oreal Australia
05.2020 - 06.2021
- Category Review process – Assist & facilitate each category range review process in conjunction with the cross functional team. Managed, supported and grew business relationships with existing brands and developed strategies to increase sales and revenue.
- Activation Program - Support the agreed growth plan through negotiating effective & robust innovation & promotional plans
- Financial management – Manage financials across all categories achieving and exceeding KPIs, Trade spend, Net & Gross revenue Targets. Operated within budgetary constraints, participated in development of annual budget forecasts and reconciled operating budget.
- Business planning – Collaborate with key internal teams to review on going forecasted sales, activation & event forecast, established processes to achieve sales objectives and related metrics.
- Field team support - ensure relevant sales promotions, merchandising and national sales programs are communicated
- Event & NPD Activation – Responsible for coordinating, briefing & implementing in-store activation across all L'Oreal categories.
- Contribute to a winning team – lead key stakeholders; category, customer marketing, finance, demand & supply chain. Developed and implemented comprehensive sales plan to achieve designated group sales objectives consistent with overall company short- and long-term objectives.
- Relationship building – Continue to grow & drive strong and effective relationships with the cross functional team. Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations and maximizing customer satisfaction.
Business Market & Strategy Planner
L'Oreal Australia
04.2017 - 05.2020
- Design, lead and bring to life the Skincare strategy for ANZ, incorporating the global strategic vision and tailoring for local market
- Engaged in both long and short-term project planning, strategizing for on-time, high-quality deliverables.
- Managed successful day-to-day operations of projects by maximizing productivity. Key business objectives include: net sales, profit, display, share of trade, category growth and innovation execution.
- Support and coach over a dozen national account managers, developing strong business plans that tie to the L'Oreal Skincare strategy, optimising trade spend/mix, designing data based concept sells and presenting in range reviews.
National Account Manager - Pharmacy
L'Oreal Australia
05.2015 - 05.2017
- Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
- Efficiently resolved sales, service and account issues to maximize customer satisfaction.
- Increased market penetration by growing brand awareness and total distribution of L'Oreal Brands
Demand Planner
L'Oreal Australia
08.2012 - 02.2015
- Reviewed historical sales trends and researched demand drivers to prepare forecast data and develop statistical forecast models.
- Improved demand forecast for multiple distribution channels based on previous sales and consumption.
- Utilized historical data, statistical software and marketing intelligence to develop and maintain forecast for 3000 lines.
- Participated in sales and operations meetings to assess performance and forecast and formulate necessary corrective actions.
- Internal Stakeholder management, Devising data visualization dashboards to make complex data more accessible to stakeholders.
- Tracked key metrics and developed spreadsheets and data models.
DC Flow Manager - Receiving & Returns
L'Oreal
09.2010 - 08.2012
- Managed all incoming containers from around the world working closely with multiple transport & freight forwarder stakeholders.
- Accomplished multiple tasks within established timeframes.
- Maintained professional, organized, and safe environment for employees and patrons working closely with DC Operations, Inventory & Healthy and Safety Managers
- Led a team of over 25 Permanent & Full time employees.
- Managed and motivated employees to be productive and engaged in work.
- Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground.
- Ensure delivery lead times were maintained and all stock was received into DC accurately & efficiently.
Logistics Co-ordinator
L'Oreal
11.2009 - 09.2011
- Tracked KPI's and prepared reports for Senior Management
- Generated documentation and information required for customer shipments.
- Conducted investigations to resolve issues related to logistics and cargo movements.
Logistics - Finance Intern
L'Oreal
11.2008 - 11.2009
- Maintained accurate, up-to-date financial spreadsheets and databases fore reliable reference.
- Analyzed financial data and presented meaningful insights to senior management.
- Tracked financial transactions to update balance sheets with accurate, current information.
- Supported organizational account management duties under direct supervision.
Education
International Business - Major Finance - Marketing
RMIT University
Melbourne, VIC11.2010
Skills
- Strategic & Empathic leader focused on developing & coaching my team to drive business objectives
- Strong Collaboration with internal & external stakeholders across all business functions & operations with expertise in Rapport and Relationship Building
- Strong analytical skills with the ability to review & interpret data & market trends for Sales Strategy Development & Profitability Optimization
- Strong negotiation & Client Relationship Management
- Revenue Forecasting & Sales Reporting
- Strategic Planning
- Entrepreneurial spirit & innovator with dedication & Passion for delivering business results
Languages
English
Native or Bilingual
Turkish
Native or Bilingual
Hobbies & Interests
- Sports: Boxing, Walking & Soccer
- Music & Dancing
- Painting
- Plants & Gardening
Volunteer Work
- To Turkey With Love - Key member of non for profit organisation raising funds for disadvantaged & Orphaned families & Children
- Queen Victoria Homeless Shelter & Feeding Program
- St Kilda Mums - Volunteering
Timeline
Director of Sales - Chain Pharmacy
Procter & Gamble
06.2021 - Current
Senior National Account Manager
L'Oreal Australia
05.2020 - 06.2021
Business Market & Strategy Planner
L'Oreal Australia
04.2017 - 05.2020
National Account Manager - Pharmacy
L'Oreal Australia
05.2015 - 05.2017
Demand Planner
L'Oreal Australia
08.2012 - 02.2015
DC Flow Manager - Receiving & Returns
L'Oreal
09.2010 - 08.2012
Logistics Co-ordinator
L'Oreal
11.2009 - 09.2011
Logistics - Finance Intern
L'Oreal
11.2008 - 11.2009
International Business - Major Finance - Marketing
RMIT University
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