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Biopharmaceutical consultant - interim manager

Work Experience

• Dec 2008 – Present ONIKI Strategic Consulting, Istanbul, Turkey Founder,
Founded independent consulting firm to provide healthcare companies with clear and bold strategies in sales and marketing.
Practice areas include:
- Sales and Marketing strategy and organization
- Customer segmentation and targeting
- Sales Force sizing and structure
- Territory alignment and geographical deployment optimization
- Incentive compensation and Sales Force motivation
- Sales Force training and professional development
- Marketing effectiveness
- Healthcare economics, policy and financing
- Pharmaceutical cost-containment and pricing strategies
- Business development for entering generics business
- Commercialization and market-entry strategies

• 2006 – Dec 2008 Pfizer-Turkey, Istanbul, Turkey
Manager, Sales Effectiveness, May
Managed department of 7 professionals that directs effectiveness strategy, processes and systems for field force of 900+. Driving sales strategy, providing internal consulting to leadership team. Led field force size, structure, deployment design, performance management projects, and field force support operations. Managed multi-division teams in corporate strategy projects leveraging consulting experience
- Led all field force processes in period when company sales grew by 80%, market share increased from 4.4% to 5.3%, FF expanded by 50%
- Created company-wide awareness of shifting trends towards primary care, identified related customer segments with growth opportunities, secured adequate investment through building senior management consensus
- Enhanced company’s customer focus through introducing rigorous segmentation and targeting practices and restructuring field force accordingly
- Transformed own department from an error-prone operational outfit to an indispensable partner helping drive company strategy
- Directed internal consulting effort on shaping Oncology business strategy towards maximization of its great potential
- Point person representing sales division in relations with other divisions, international corporate contacts and global senior management
- In 2007 directly managed Sales Training Department of 10 professionals training and coaching the field force

• July 2004 – May 2006 ZS Associates Inc
Consultant, Milan, Italy,
Associate Consultant, Boston, MA, USA, July 2002 – June 2004
Business Information Specialist, Evanston, IL, USA, July 2000 – June 2002
- Managed and participated in sales and marketing consulting engagements with biotech, pharmaceutical, and medical devices clients, in projects that addressed:
- sales force strategy and structure
- incentive compensation design
- FF investment ROI
- sales force effectiveness
- selling process design
- customer targeting and call planning
- product commercialization
- territory alignment
- go-to market strategy
- forecasting
- product acquisition strategy
- analytical data warehousing
- Worked in projects in global markets: USA, Canada, Japan, Italy, Turkey, Pan-European projects
- Participated in all stages of project life cycle, from proposal and selling to planning and execution
- Worked with interdisciplinary, multi-location, diverse teams
- Active in Company’s business development and recruitment efforts

Education

Master of Science, Computer Science , University of Illinois at Chicago, IL, May 2000

Master of Science, Mathematics, Rutgers University, New Brunswick, NJ, May 1998

Bachelor of Science, Mathematics, Bilkent University, Ankara, Turkey, June 1996

Skills

Biopharmaceutical consultant with 7 years of consulting in pharmaceutical sales and marketing in global markets capped with 3 years of line management experience at Pfizer-Turkey. Turkish national, permanent U.S. resident.

Languages

English (fluent)
Turkish (native)
Italian (intermediate)

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