Esat Oğuz, Sales Director at Reckitt Benckiser Health


Professional Summary:

Passionate business leader with almost 20 years of experience across a diversity of industries & functional areas. Built a solid skill set in Sales Channel Management, Building Sales Strategies, Trade Marketing and People Leadership thru constantly increasing levels of responsibility in leading Oil and Gas & Pharma & Consumer Health companies. Keen on outperform in fast-paced environments by demonstrating agility, persuasion, resilience, collaboration and teamwork. Have a proven track record of accomplishment in transforming people & processes to deliver outstanding business results.

Career Goal:

Experience progressive roles across different geographies & cultures as an inspiring leader with holistic responsibility over organizations. – Change the organization‘s destiny!

I was born in Mugla on July 18th,  1978.

I got married in 2010 and have a 2-years old baby boy. I have an older sister and 2 nephews. While I chose to pursue a corporate career, most of my family members are entrepreneurs and business owners.

After graduating from Izmir Ozel Turk Science High School, I received my B.S. in Computer Engineering from Middle East Technical University and MBA from Izmir University of Economics.

I like skiing, scuba diving, travelling and tasting different kinds of traditional foods, taking photos and last but not least spending time with my family/close friends.

I started my professional career in Istanbul in 2000 as a Network Engineer in Garanti Technology (Dogus Group IT) where I have worked for 2,5 years.

Between 2004-2007, I worked as a Commercial & Industrial Sales Aegean Territory Manager in Petrol Ofisi where I managed portfolio of 100M USD and realized first LNG customer deal with Efe Raki in Turkey. During my employment in Petrol Ofisi, I also successfully received my MBA degree.

In 2007, I started working in the pharmaceutical industry at Pfizer and have been assigned in 4 different roles in approximately 6,5 years:

Between 2007-2009, I worked as a “Senior Trade Channel Manager and implemented the first online B2B communication channels in the pharma industry between Pfizer and Hedef Alliance to manage & follow daily stock levels and sales.

Then I was promoted as “Animal Health Products National Sales Manager” and managed Sales Department with 3 District Managers & 24 Sales Representatives.

Between 2010-2012, I was appointed to “District Manager” role and lead a newly established Pharmacy Products Team w 11 Full-time and 2 Part-time Sales Reps. I also created a best-in-class “behavioral segmentation” study which has been a role model to Turkey.

Finally, I was promoted as “National Trade Relations Manager” where I was responsible from setting commercial strategy, driving all other functions around this strategy and generating cash cow of the company. Pharma & Consumer Healthcare entire Order to Cash cycle with pharmaceutical wholesalers in order to reach pre-determined sales targets was also in our responsibility. As an additional responsibility I  lead the “Building Effective Retail Capabilities” global project.

In August 2013, I started my role at Reckitt Benckiser as “Head of Sales-Pharma Channel”. My decision to join Reckitt Benckiser was a result of a few key factors. First, RB was just starting its expansion to the pharma category in 2013 which was an opportunity for me to leverage my pharma/OTC experience. Second, the “It’s my business, I own it, I drive it” & “Speed over perfection” philosophies RB advocates fit well with my personality. Lastly, my time at RB enabled me to add the critical FMCG experience to my existing professinal portfolio.

I managed Sales Department with 5 Direct Reports (3 Regional Sales Managers, 1 National Trade Channel Manager, 1 Sales Training Manager) & total of 164 Employees (14 Area Managers, 90 Doctor Detailing Sales Representative, 45 Pharmacy Sales Representative, 6 Regional Trade Manager, 1 Trade Analyst, 1 Sales Training Coordinator, 1 Sales Training MT) by having full P&L responsibility.

I lead the successful double digit growth (~45%) of Healthcare (Gaviscon, Nurofen C&F, Nurofen Plus, Nurofen Core, NuroHeat Strepsils/Strefen, Strepspray) & Personalcare Business (Durex, Scholl,Veet,Optone) within RB Turkey by aiming to reach 260M TL IMS in 2017. I just want to underline in August 2013 the IMS was just 85M TL…

I made a very critical intervention at the end of 2013 and October 2017-  Go-to-Market Model Sectorization & Optimization

I deserved 2 different -RB Power Awards- at the end of 2014 – in both RB Leadership Charter & Achievement Categories, 2 “RB Power Awards” at the end of 2015 again in Achievement Category and Net Revenue Growth, and also 3 at the end of 2016 in Achievement, Market Share Gain, Gross Margin Improvement

I made a valuable contribution to HC Turkey to be best-in-class in -OTC Capabilities- among all DvM countries at the end of 2016

I‘m proud of being selected to “DvM Region Future Sales Leader Program“ all over the world – Nov 2015

At the very beginning of 2018, I was promoted to “Sales Director” role. In addition to Pharma business, I also took the responsibility of the Retail Channel including  National Key Accounts, Perfumery, Discounters, Traditional Trade via Distributors and also Trade Marketing Department.

I’m managing Sales Department with 7 Direct Reports ( 1 National Sales Manager-Pharmacy, 1 National Sales Manager-Retail, 1 National Sales Manager-RX, 1 Head of Pharmacy Sales Operations, 1 OTC Trade Marketing Team Lead, 1 PC Trade Marketing Team Lead and 1 Sales Coaching&Training Manager ) and total of 126 Employees.