Birkan Altunyollar

As a Key Account Manager responsible for women's personal care products at Kimberly-Clark, whose entire sales network in Turkey was managed by Unilever, I oversaw an annual revenue of TRY 1.5 billion (approximately $50 million). I was responsible for a team of 58 people, including three Account Executives, five Field Executives, and fifty Field Merchandising staff.

I had the opportunity to manage three different sales channels simultaneously:

• Three national discounters (BIM, A101, and Şok, with a total of approximately 35,000 stores),
• Two international supermarkets (Migros and Carrefour, with a total of approximately 2,500 stores),
• Last-milers (e.g., Getir) and marketplaces (e.g., Amazon, Hepsiburada, Trendyol).

Together with my team, we held regular meetings with customers to develop strategies for achieving our sales, market share, and profitability targets. This included tasks such as negotiating annual agreements, preparing Joint Business Plans (JBP), and defining and monitoring KPIs. Additionally, I gained valuable experience in distributor management while serving marketplace customers through a distributor model.

The professional skills I have newly acquired and had the opportunity to develop in this role are as follows:

• Strengthened client relationships through regular communication and effective problemsolving.
• Built and maintained strong client relationships to drive business growth.
• Created sales forecasts to target daily, monthly and yearly objectives.
• Analyzed sales and customer data to identify trends and opportunities for increased profitability.
• Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
• Coordinated with internal teams to ensure timely delivery of products and services, meeting client expectations.
• Negotiated contract renewals with existing clients, securing long-term commitment and fostering ongoing collaboration.
• Trained new employees on customer service, money handling and organizing strategies.
• Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
• Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
• Attended monthly sales meetings and quarterly sales trainings.
• Selected correct products based on customer needs, product specifications and applicable regulations.
• Built relationships with customers and community to promote long term business growth.
• Developed comprehensive account plans, setting clear objectives and strategies for growth.
• Drove revenue growth by negotiating favorable contract terms with major accounts.
• Mentored junior members of the team in key account management best practices, fostering a culture of continuous learning and professional growth within the organization.
• Analyzed market trends, identifying opportunities for expanding product offerings within key accounts.
• Organized cross-functional teams to address complex client requests or projects efficiently, resulting in increased satisfaction levels among key accounts holders.
• Trained teams to optimize service delivery in alignment with individual needs to boost customer satisfaction.
• Coordinated with marketing teams to create account-specific promotional materials, increasing brand visibility and engagement.
• Collaborated with product development teams to tailor offerings to key account needs, enhancing product relevance and appeal.
• Negotiated prices, terms of sales and service agreements.

• Built and maintained strong Discounter Channel client relationships to drive business growth.
• Strengthened client relationships through regular communication and effective problemsolving.
• Created sales forecasts to target daily, monthly and yearly objectives.
• Delivered exceptional customer service by resolving client concerns quickly and efficiently.
• Analyzed sales and customer data to identify trends and opportunities for increased profitability.
• Coordinated with internal teams to ensure timely delivery of products and services, meeting client expectations.
• Developed and delivered presentations to key customers to position products and services.
• Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
• Analyzed market trends, identifying opportunities for expanding product offerings within key accounts.
• Organized cross-functional teams to address complex client requests or projects efficiently, resulting in increased satisfaction levels among key accounts holders.
• Built relationships with customers and community to promote long term business growth.

• Built and maintained strong Perfumery Channel client relationships to drive business growth.
• Strengthened client relationships through regular communication and effective problemsolving.
• Created sales forecasts to target daily, monthly and yearly objectives.
• Delivered exceptional customer service by resolving client concerns quickly and efficiently.

• Resolved customer and distributor issues promptly, maintaining high levels of customer and distributor satisfaction and trust in the brand.
• Trained new hires on product knowledge, enhancing their ability to sell confidently and successfully close deals.
• Assisted sales team with completing customer transactions and managing issues.
• Developed strong client and distributor relationships for repeat business and increased referrals.

• Enhanced brand loyalty by providing exceptional Local Chain customer service through active listening and problemsolving.
• Assisted marketing team on short-term and long-term promotional projects and provided regular updates on status and progress.
• Collaborated with cross-functional teams to identify areas for improvement in customer experience, implementing changes accordingly.
• Contributed to higher sales figures by upselling products or services when appropriate during customer interactions.

• Collaborated on operational support tasks to achieve common goal.
• Applied excellent problem-solving, process development, and strategic implementation skills to lead and support all areas of operations.
• Coordinated seamless communication between departments, resulting in enhanced collaboration efforts across the organization.
• Oversaw daily operations activities, ensuring smooth functioning across all departments while maintaining high-quality standards.

• 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.
• Addressed customer complaints promptly and professionally, resolving issues to maintain positive relationships with clientele.
• Managed store employees successfully in fast-paced environment through proactive communication and positive feedback.
• Assisted with hiring, training and mentoring new staff members.
• Maintained proper product levels and inventory controls for merchandise and organized backroom to facilitate effective ordering and stock rotation.
• Maximized sales by creating innovative visual merchandising displays and store layouts.
• Increased store profitability by implementing cost-saving measures and efficient inventory management strategies.