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Commercial Director - Turkey

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Date: 10-Sep-2021

Location: Istanbul, 34, TR

Company: Kerry

Requisition ID 27579
Position Type FT Permanent
Recruiter #LI-MV1
Posting Type LI


Kerry offers the industry’s largest portfolio of Taste & Nutrition Systems and Functional Ingredients & Actives, serving the Global Food, Beverage and Pharmaceutical industries. We work with the world’s top Retailers and Manufacturing companies to produce some of the best private-label products and tailored Food & Beverage solutions on the market. We also work with the leading Food Service chains helping to deliver appetising, relevant and innovative custom solutions, using our expertise in new product development, production and commercialisation.


Our Values:      Courage | Enterprising Spirit | Inclusiveness | Open-mindedness | Ownership

About Kerry


Founded in 1972 in Co. Kerry, Ireland, the Kerry Group has annualised sales in excess of €7 Billion and supplies over 18,000 food ingredients and flavour products to customers in more than 140 countries worldwide. We have established over 150 manufacturing sites, operate in over 30 countries, and employ 25,000 people worldwide.  A career with Kerry Taste & Nutrition offers you an opportunity to shape how people across the globe view food and beverage while providing you opportunities to explore and grow as your interests do. With our commitment to a sustainable future, a career with Kerry is something you can feel good about.

About the role


Work Location: Istanbul, Turkey 


Reporting To: General Manager – Middle East, Turkey & Pakistan


The Commercial Director is a demanding and rewarding multi-country leadership role that has the responsibility to lead the commercial team, manage Kerry’s respective key accounts, P&L, budget process, risk management, supply assurance, project pipeline, product strategy and provide best-in-class process excellence. If you are looking for a superior leadership challenge with the opportunity to work with a brilliant team and great prospects for the future, this may be the job for you!

In this highly challenging role, you will lead the Sales Team in Turkey to meet our ambitious commercial goals in Turkey along with some regional responsibility for other countries in the region. The Commercial Director will initially concentrate on our Turkish business and will create sustainable growth for Kerry and our customers through developing and executing a strategic plan based on a deep understanding of the market and the ability to identify new opportunities.  


Leveraging both new and existing customer relationships to develop our ingredients business across all End-User Markets (EUMs - Snacks, Meat, Bakery & Confectionery, Beverage, Sweet, Dairy, Culinary and Meat) and Food Service brands like DaVinci Gourmet, Krater and Ravi Fruit, the successful candidate should be embedded in the local culture of doing business to be able to build strong relationships and have the technical expertise in the ingredients business to understand customers’ requirements to promote key deliverables of our product range.

Key responsibilities


•Lead the Commercial Team with P&L responsibility for Turkey Retail Ingredients and Foodservice branded business, and bring the Commercial Operating Model to life through customer segmentation, S&OP, project & pipeline management, and pricing strategy
•Develop and Drive the strategy –considering market and customer dynamics, develop a strategy, communicate this clearly, align the team and resources to drive focused effort against the strategy. Knowing the detail and empowering the team to deal with the tactical and driving the big picture
•Lead the growth of Kerry Turkey across selected, strategic EUMs in line with global and regional strategy, while finding and bringing entrepreneurial ideas to life as well as putting in a disciplined execution strategy for creating successful results
•Drive Competitive Advantage – continuously drive and enhance our unique value proposition to the market by understanding and leveraging Kerry Capabilities, Insights, and resources across the matrix
•Customer Intimacy and Partnership – in-depth knowledge of our focussed customer set, with enriching relationships with critical stakeholders across Customers and Industry. Bringing to the table Credibility, Competence & Presence that makes Kerry the Partner of Choice. Educate the team in best practices and develop sales capability
•Commercial Innovation – ability to see opportunity through Product, Pricing, Positioning and People Deployment that allows us to leverage and structure creatively and enhance our customer offering 
•Coordinate internally with the functions like R&D, Commercial Finance and Supply Chain to provide effective service through agrees Service Level Agreements (SLA). Manage the stakeholders in the name of Commercial team
•Develop, manage, and lead a solid project pipeline with deep knowledge of each of the key projects and the health of each project and its probability for success to determine if additional investments/resources are required
•Develop and execute account plans that outline customer strategies, requirements, sales forecasts, customer satisfaction and continuous improvement objectives 
•Grow the team and talent – create an empowering and engaging feedback-based work environment that enables the team to perform and grow to their best

Qualifications and skills


•Degree in Business, Economics/Marketing/Finance/Food Technology or similar, with at least 10 years’ experience in the Ingredients and / or Flavours business, or the FMCG industry within Turkey; wider Middle East market exposure will be a strong advantage
•Proven track record of market development, building a base business and achieving sustained growth in the food or flavours & ingredients business working within in a multinational environment
•Food techno-commercial background in the ingredients and flavours business and in-depth knowledge of the food industry and legislations in Middle East (particularly Turkey)  
•Experience moving into new territories and developing strategies and account plans outside of Turkey and in developing customer and territory budgets with up-to-date knowledge of key competitors and their activities within the region
Excellent language proficiency in English and Turkish; additional proficiency in Farsi would be a plus, but not mandatory
•Strong business acumen and strategic vision and an openness to try new things with the ability to manage ambiguity 
•Well-developed interpersonal and communication skills with the ability to lead, motivate and develop talent
•Proven strong negotiation skills and project management experience 
•Strategic capabilities and ability to lead step change in organization performance