Crossing borders and seasons with Hilmi Öztürk

Hilmi Öztürk is an Agronomist and Sales Manager at ICL Turkey, with over 15 years of experience in the turf and ornamental horticulture industry. He provides close guidance to growers and greenkeepers to combat disease, increase yield and improve plant quality.  “Five of those years were dedicated to ornamental plants and turf businesses, including 2 years at ICL, where I started on January 1st, 2022.” Based in Turkey, Hilmi also manages operations in the new and emerging market of the United Arab Emirates. “The vastness of this territory ensures that I encounter new learning opportunities daily. Juggling responsibilities between Turkey and the Emirates necessitates continuous self-renewal and insight acquisition, and the most gratifying aspect of my profession lies in the opportunity to travel and expand my knowledge.”

The big book of knowledge

“If we were to liken Turkey’s geography to Europe’s,” explains Hilmi, “it would be comparable to having one cluster of producers situated in Paris, another in Florence, and more in Stuttgart and Zagreb. Managing business operations across such a vast and diverse landscape presents its challenges.” Hilmi shares anecdotes of experiencing all four seasons in a single day while traveling across different locations within Turkey: “The climate here is incredibly diverse, and that brings many opportunities for growers. Even small-scale nurseries may cultivate over 250 plant varieties.” With such diversity on offer, Hilmi is regularly challenged on the depths of his agronomic knowledge, keeping him sharp and alert.

“The Emirates are among the few places in the world where you’ll find greenhouses equipped with air conditioning.”

Turkey vs. The United Arab Emirates 

While Turkey boasts a diverse array of plants, the climate of the United Arab Emirates presents specific challenges: “In this region, there’s no concept of winter, spring, or autumn as we know in Europe. Instead, it’s a perpetual cycle of ‘summer’ and ‘extreme summer’, where temperatures can soar well above 45 degrees Celsius.” While this climate acts as a natural greenhouse, eliminating the need for traditional structures, Hilmi notes an incredible finding: “During a recent visit to one of the nurseries, I was surprised to discover greenhouses not meant for warming plants, but for cooling them down! The Emirates are among the few places on Earth where you’ll find greenhouses equipped with air conditioning. Across a thousand hectares of nursery, a small section is dedicated to house plants, and those are air-conditioned.”

Home to endless football fields

In the diverse Turkish market, a few central themes emerge: “Firstly, there’s sod production, spanning over 2000 hectares of land—an extensive operation, particularly when compared to Europe. It’s not surprising considering we have more than a thousand football pitches here. This is a pivotal industry for us, with virtually every club in Turkey – from amateur to Champions League level – relying on ICL’s products. Additionally, golf courses and hotels also utilize ICL products to maintain their soil quality.” The United Arab Emirates are also becoming a go-to destination for football fans, as more and more European teams are choosing to train in the warm climate of the Emirates during the winter break.

“It isn’t just about problem-solving skills; it’s also about fostering a desire for continuous learning.”

The skills of the Area Sales Manager

“Traveling is a fundamental aspect of an Area Sales Manager’s role,” explains Hilmi, “so possessing an open mind is crucial. It isn’t just about problem-solving skills; it’s also about fostering a desire for continuous learning. The learning process is ongoing. While I may feel confident in my understanding of certain concepts, remaining open-minded means not settling for the first solution that presents itself.”

Advice for new Area Sales Managers

“My first recommendation is always to conduct a thorough analysis of the soil and water,” Hilmi advises. “It serves as a solid starting point. First, we define the problem. Then, we gather and analyze the data. Subsequently, we take action and report on our interventions. These simplified steps provide a practical framework for addressing issues.”

Reflecting on his journey thus far, Hilmi shares, “I embarked on my role as a Sales Manager in Turkey two years ago. Over this period, the senior management’s confidence in me has grown to the extent that they entrusted me with the Emirates market as well. The future seems bright for this region, and I’m definitely happy to be a part of its growth.”