Sales Strategy and Compensation
Hewlett Packard Enterprise
Total years of experience :20 years, 6 months
Implementation and management of annual E2E Sales Compensation process
- Payment Analyst for ME, managing the variable pay for ME sales team
- Managing strategic partnerships with Finance, Legal & HR to ensure complaint implementation of policies and protect company’s interest
- Working with executives and readiness teams on coverage, assignment and quota deployment for sales
- Leading the preparation and coordination of materials for Compensation Committee Meetings, including data, plan analysis & proposing alternatives and implications
- Assigned role as a Payment SME for MEMA
- Assigned role as a MEMA BAM for PPS & SW BU
- Support sales teams with communication and trainings on plan design, crediting systems, change implications and commission calculations
- Managing queries and claims on commission calculation, data flow, checks in systems
- Coordination will all business function ensuring accuracy of process, audit compliancy and overall operational excellence
- Successful implementation of business forecast model for the Corporate Enterprise and Public business, quarterly 40m USD business, including weekly top line and margin reviews
- Weekly deal analysis, margin analysis and margin recovery plans
- Generating the PSG business unit weekly revenue reporting, 700m annually, for management review, improved the efficiency of the reports for business use
- Developed financial reports for forecasting, trending, and results analysis to drive forecast accuracy
- Implemented and managed the OPEX budgeting and forecast process for the PSG business unit and aligning with forecast, monthly OPEX reporting.
- Assisting in the monthly financial close process, managing accruals, sales compensation, OPEX and Marketing spend
- Managing the channel programs and rebate incentives, working with the business units and partner managers, to manage the program and analyze the return on investment
- Analysis on the Low Margin Contribution deals. Working with the account managers on the recovery plans for the specific deals
- Analysis on the Low Margin Contribution deals. Working with the account managers on the recovery plans implementing margin guidelines, providing appropriate discounting based on the nature of the project
- Ensuring audit, AFM and SOX compliancy and driving overall operational excellence
- Managed the outsourcing process for channel partner compensation payments for Middle East, English speaking Africa and French speaking Africa
- Successful BPO implementation of the channel payment process for Middle East & Africa
- Reduced the Turn Around Time for payments to channel partners by 30 days.
- Managed Marketing Investment Funds, in coordination with the partner business manager, allocation of funds to the channel partners based on the performance and central guidelines
- Managed end to end process for Sales compensation to channel partners, planning, analysis and communications.
- Managing the funds on organizational tool (Siebel PRM), generating and presenting reports on channel spending
- Ensuring the process are SOX and AFM compliant
Developing Financial Planning/Budgeting/Forecasting Models. Using Cognos Planning tool to automate the planning process.
Conducting Pre-Sales meetings and presentations
Working on Proof of Concepts for prospective clients
Conducting Business Discovery for clients, understanding the business model and charting the financial plans accordingly
Coordination with the top management and the financial team and building the financial plans on Cognos
Worked on various projects both individually and in teams - Reckitt Benckiser, Mashreq Bank, RAK Bank, Wataniya Telecom, Union National Bank, Hoshanco Holdings and Riyad Bank.
Cognos Certified Planning Consultant
Coordinated and managed multiple priorities and tasks
Managing daily office and port documents.
Managing purchase procedures - Approving Purchase requests, Finding material sources, sending enquiries and negotiating price and Issuing purchase orders.
Building supplier relations
Maintaining database and purchase/project budgets
Two month full time assignment with Knowledge Village for the Grand Inauguration.
Worked at Knowledge Village management office coordinating the Marketing Activities.
Masters in Business Administration
Masters course, Masters in Business Administration(MBA) with specialization in International Business.
A post graduate diploma course in Advertising and Public relations from one of the leading management schools in India.
A certification course in software application programming.
Major Subjects - Accountancy, Taxation & Economics Optional Subjects - Management, Advertising and Computers.
Major Subjects Accounts, Business , Economics and computers.