Microsoft; CRM
Selahattin Erceylan
Key Account Manager; Senior Product Manager, Regional Sales Manager
Istanbul
Summary
25 years of broad experience in pharmaceutical industry including sales, leading a sales team, medical and marketing in both leading multinational and local companies.
Overview
25
25
years of professional experience
7
7
years of post-secondary education
2
2
Languages
Work History
Key Account Manager at IQVIA
IQVIA
Istanbul
11.2015 - Current
- Improved account management by predicting potential competitive threats and outlining proactive solutions.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Trained teams to optimize service delivery in alignment with individual needs to boost customer satisfaction.
- Analyzed sales and customer data to identify trends and opportunities for increased profitability.
- Created sales forecasts to target daily, monthly and yearly objectives.
- Developed and delivered presentations to key customers to position products and services.
- Trained new employees on customer service, money handling and organizing strategies.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
Product Portfolio Manager
Apotex Inc.
Istanbul
06.2013 - 09.2014
- Communicated market developments, portfolio changes and annual performance information to clients.
- Responsible for the overall marketing and sales activities of cardiovascular system product portfolio (Clopidogrel, Amlodipine, Atorvastatin)
- Diagnose and analyse the brand, market and competitors by gathering competitive intelligence, identifying drivers and refining segmentation according to customer needs.
- Implement marketing activities to achieve maximum return in terms of sales, profitability and market share
- Prepare annual and long-term marketing plans and sales forecasts for product portfolio
- Carry out dual visits with the sales team on a regular and on-going basis to stay abreast of the motivational status and needs on the sales force, efficient practice of strategies
- Coordinate the development and implementation of sales objectives, strategies, advertising, promotional programmes, public relations and market research activities
- Determine new opportunities by analysing business needs
- Preparation of annual and long-term plans for Apotex Turkey pipeline
- Preparing the annual and long-term business development plan
- Establish a pool of key opinion leaders and have them visit on a regular basis
Brand & Customer Manger
MSD
Istanbul
02.2013 - 06.2013
- Delegated tasks to existing support team members and used cloud-based tools to help solve complex business issues.
- Supervised daily operations and sales functions to maximize revenue, customer satisfaction, and employee productivity.
- Partnered with business leaders to deliver services that support company objectives and consistent with corporate values.
- Handled complaints, provided appropriate solutions and alternatives within appropriate timeframes and followed up to achieve resolution.
- Responsible for marketing and sales activities of 2 products (Cancidas&Noxafil)
- Prepare product strategies and budgets
- Prepare medical marketing tools and control the effective usage of these tools
- Analyze daily, monthly and REHO sales data and Rx Data
- Prepare annual and long term marketing plans
- Implement marketing activities to achieve the maximum return through sales, profitability and market share
- Establish key opinion leader pool and have regular visits
- Plan, organize and participate in marketing activities
Senior Product Manager
Abdi Ibrahim Pharmaceuticals
Istanbul
08.2008 - 12.2012
- Developed marketing plans and strategy to promote specific products to target demographics.
- Responsible for the overall marketing and sales activities of 3 products (ENT,GP, orthopedics and physical therapy) and monitor results of these products worked by 130 representatives.
- Prepare product strategies, analyze budgets and market plans
- Prepare medical marketing tools and control the effective usage of these tools
- Analyze daily and monthly sales data and Rx Data
- Prepare annual and long term marketing plans
- Responsible for the overall marketing and sales activities of NSAII and anti infective products
- Implement marketing activities to achieve the maximum return through sales, profitability and market share
- Establish key opinion leader pool and have regular visit
- Plan, organize and participate in marketing activities
- lan and coordinate PR activities
- Manage relationship with licensor companies
Product Manager
Onko&Koçsel Pharmaceuticals
Istanbul
10.2007 - 08.2008
- Collaborated with sales, marketing, and support teams to launch products on time and within budget.
- Reviewed sales, customer concerns, and new opportunities to drive business strategy.
- Responsible for the overall marketing and sales activities of 3 products in the oncology & uro-oncology field and monitoring the results of these products promoted by 35 sales representatives.
- Launch of Aloxi (Palenosetron)
- Prepare product strategies, analyze budgets and market plans
- Prepare medical marketing tools and control the effective usage of these tools
- Analyze daily and monthly sales data and Rx Data
- Prepare annual and long term marketing plans
- Responsible for the overall marketing and sales activities of Oncology and Uro Oncology
- Implement marketing activities to achieve the maximum return through sales, profitability and market share
- Establish key opinion leader pool and have regular visits
- Plan, organize and participate marketing activities
- Plan and coordinate PR activities
- Plan and coordinate e-learning projects and website
- Manage relationship with licensor companies; Hesinn (Switzerland), Mitomycin-C Kyowa (Japan)
Junior Product Manager
Gen Pharmaceuticals
Istanbul
01.2007 - 10.2007
- Managing marketing activities of allergy and diabetes products
- Preparing and setting marketing strategies
- Re-Launch of Allergodil
- Monitoring field applications
- Initiating and monitoring advertising campaigns
- Analyzing IMS data and consulting the results to sales team
- Training sales team on marketing strategies and medical content (Allergy and diabetic products.
- Preparing written materials
Regional Sales Manager
Gen Pharmaceuticals
Istanbul
01.2005 - 12.2006
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Executed successful promotional events
- Regional Sales Manager, Allergy Business Unit Management and coordination of Allergy Istanbul + Izmir region of 15 SRs
Sales Representative
Eli Lilly And Company
Istanbul
09.1998 - 12.2004
- Developed and delivered engaging sales presentations to convey product benefits.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Trained and mentored new sales representatives.
- Retained excellent client satisfaction ratings through outstanding service delivery.
Education
Bachelor of Engineering - Environmental Engineering
Istanbul University
Istanbul, Turkey 09.1992 - 09.1996
High School Diploma -
Şehit Mehmet Gönenç Highschool
Bandırma, Balıkesir 09.1988 - 06.1991
Skills
Key account management
Consultative selling
Sales lifecycle management
Account development
Business Development
Marketing
Leading a Sales Team
Software
Timeline
Key Account Manager at IQVIA
IQVIA
11.2015 - Current
Product Portfolio Manager
Apotex Inc.
06.2013 - 09.2014
Brand & Customer Manger
MSD
02.2013 - 06.2013
Senior Product Manager
Abdi Ibrahim Pharmaceuticals
08.2008 - 12.2012
Product Manager
Onko&Koçsel Pharmaceuticals
10.2007 - 08.2008
Junior Product Manager
Gen Pharmaceuticals
01.2007 - 10.2007
Regional Sales Manager
Gen Pharmaceuticals
01.2005 - 12.2006
Sales Representative
Eli Lilly And Company
09.1998 - 12.2004
Bachelor of Engineering - Environmental Engineering
Istanbul University
09.1992 - 09.1996
High School Diploma -
Şehit Mehmet Gönenç Highschool
09.1988 - 06.1991