Shell Marine Products (SMP) is part of the Downstream Global Commercial business and is a part of the Global Key Accounts team. This key role requires both deep technical background on two-stroke low speed high power diesel engines as well as benefit selling/hunting and stakeholder management skills, besides leadership attributes. Lead Mediterranean sales team for growth ambition by improving their benefit selling & hunting skills to develop differentiating offers. Lead indirect sales channel in MED region, support Traders by highlighting Shell™ Technology and Technical CVP, focusing on value added products, coaching trader sales team. Projects : Flawless management of crisis emerged from OEM approval loss of Alexia S technology due to phenomenon called “cold corrosion”, least possible effect on the key accounts with intensive defending of the new formula. Implementation of new hunting concept to improve existing pipeline management system, 5 new major account wins and 44 new vessels won from existing accounts through new proposal/benefit reporting concept. Successful implementation of 4 new product launches within the region (Alexia S3-S4-S5-S6) Competitor analysis and CVP development of Argina

Key Deliverables : Plan & manage sales to Direct & Indirect Industrial and Off-Highway (O/H) customers in order to maximize profitability and volume. Accountable for all financial and operational targets of the territory (inc. OPEX, investments, payments performances). Accountable for the growth of 2 major macro-distributors located in territory in industrial sales. Track Record : Improvement of demand accuracy of Turkish direct and indirect industrial sales from %53 to %71. Proven sales track record awarded by the management with a “Recognition Award” for contributing overall bottom line of the company. (Increase of direct UGM by %8.4, GM by % 16.5 between 2010 to 2011, distributor industrial sales volume by %69, GM by %32.6, Increase of direct grease sales by % 14.8, indirect grease volume by %69.4, direct synthetic sales by % 64, GM by %46.5, indirect synthetic sales by %19, GM by %35.5) Highest flagship ratio among territories, above European average, increase of flagship ratio from 5.9% to %6.5. Highest penetration rate of new launched high VI non-zinc product in Europe. Increase of number of POP’s prepared by distributor from 3 to 8 covering 420.000 $ savings in Aegean. Successfully completion of “Cut the Tail” project without any account loss, transition of %25 of the direct accounts under distributor management

Key Deliverables : Technical support to key industrial clients with planned engineering services, benefit reports/POP’s.(DVR), TCO calculations, asset lifecycle and reliability extension projects, hunting activities to prospects from various industries with specific applications such as; gas engines and turbines, wind turbines, DMPP, glass, cement, paper, food, steel, automotive, plastics with proposal reports. Translation of product features into benefits by quantification and documentation of the savings delivered through product performance and field services. Technical support of macro-distributors in 3 regions, building annual technical development plans for key accounts, finding new prospects and upgrading existing accounts to premium products. Projects : Team lead and local owner of Check Up project that reduces industrial sales cycle from 12 months to 2 months and implementation to 6 plants which became the universal template in all EUAF region to reduce time spent on leading, prospecting and up sell. First time seller of SHC 22M (high margin / high risk operation (girth gear of rotating oven) to three major cement producers and made 3 customer signed benefit reports. This product has been in the product line for more than 10 years and never achieved to be sold before. (22.000 cSt synthetic gear oil) Application guide and video has been prepared. First video POP (testimonial) in industrial business.

Key Deliverables : CVP development, cooperation with R&D for future vehicle designs. Sector Overview - Regression analysis and forecast, preparing monthly sector marketing report including all commercial segment from light to heavy CV, annual presentation to management, product presentations for distributors and customers. Providing regular data and representing company in conferences and meetings of sector associations, OSD, ODD, OYDER, TAID, TUIK, TRAMER, TOFED, TURSAB, TÖHOB. Competitor analysis, product benchmarking and pricing. Market mapping for minibus segment, F2F interviews with end-users, field reports to shape future products. Product launches; Doruk 9m Hybrid and Electrical, 9m low and semi-low floor, New Minibus, Sultan 125 S Maxi, Altay – First Turkish Tank Projects Distributor Marketing Alignment Project (Distributor Network Optimization ) Re-structure all distributor contracts in-line with Block Exemption Regulation, working close with external consultancy to shape agreements. Snapshot visits to existing distributors all over Turkey, detailed improvement reports. Determination of the new brand attributes, working close with designers. Implementation of new brand and distributor guidelines too all services and distributors. Product book introduction for new model launches, training programs. Event Management – Local/International; İzmir Fuarı (2006 – Kültür Park), (İzmir Fuarı 2007 – Kültür Park), Otobüs (2007 – Tüyap), Antalya Otobüs Fuarı (2007 – Antalya EXPO), Commercial Vehicle CV, (2007 – Tüyap), Busworld 2008 – CNR, Freuhauf Roadshow 2007 – Allover Turkey, IDEF 2007 (International Defence Fair), 2007 Ankara Yeni Hipodrom, OYDER Conference “Rekabetin Geleceği” 2007 - Maslak TIM Center, Autocar Magazine Test Drive Event, Busworld Test Drive Event

Key Deliverables : Implementation of global communication-brand strategies and guidelines to local, building separate local marketing plans for Chrysler, Jeep, Dodge brands, marketing budget ownership. PR activities, ATL and BTL sales and image advertising for both direct and indirect sales Distributor management (guidelines & marketing activities, distributor clothing, distributor branding.) CRM, Loyalty Club Management (Jeep Club) Event Management (Media Launches, Fairs, Road Shows, Test Drive Activities) Product benchmarking through Ja-To, pricing report. Product book preparation for new model launches. Content Management; GM speeches, Chrysler Jeep Magazine (quarterly published and delivered to 5000 Chrysler-Jeep- Dodge owners.) and quarterly published distributor marketing bulletin. Preparation of Price Lists, Press Releases, Teasers, Brochures, E Brochures, Welcome Letters, technical data sheets, brochures, e-magazines, monthly enewsletters, interactive virtual tours. Projects - Jeep Club Project (Loyalty Program) Full implementation of global loyalty program to local market; design of the program, membership benefits, websites, JeepClub.com.tr web site launch, Jeepclub.com.tr brand register Off-Road track investigation, construction, 10 theoretical and practical trainings & off-road activity Loyalty Card design, benefits etc., Distributor branding, Jeep club desks, merchandise etc. - Dodge Brand Launch A complete brand launch including pre-launch website “Discoverdodge.com”, interactive site launch,pPrepareation of local Ride & Drive Event for press & selective customers,reseller clothing, Media Campaign (TV, print, cinema, internet adv., outdoor or special projects), organization of distributor’s trainings for brand attributes and product features, organization of test drive events, product placement, allocation of test drive vehicles to targeted celebreties, viral marketing, launch web site (data capture, e-newsletter), merchandising (give aways), hand out flyers, Advetorial TV program, CRM (Direct Mailing, Special Edition of CJT Magazine) Events Coordinated Test Drive Activities (All over Turkey): Testival 2004 ,Testival 2005, Product Launches (Media Launch + All Phases); Chrysler 300C; New Jeep Grand Cherokee; New Grand Voyager International Fairs; AutoShow 2004 – CNR, Local Fairs; Ankara Autoshow 2005, Bursa Autoshow 2005, Sponsorships; Kemer Country Horse Show Sponsorship; FB stadium lodge sponsorship, wall clothing, product placement; Sponsorship to “Yıldızların Altında” musical, (28 shows), product placement, data collection, logo on banners, celebrity car allocation, Test drives for automotive magazines; Autoshow, Automax etc.; Formula 1 Padock Event, Gold Tribune Customer Hosting