KEY TASKS: Led Commercial Excellence for the merged META & APAC regions. Owned the design and execution of the operational strategy, data infrastructure, and processes automation to enable scalable revenue growth & increase operational efficiency. KEY RESULTS: - Streamlined and centralized 70% of core business processes within a 3-month period by orchestrating 10+ cross-functional transformation projects. - Launched an Operations Helpdesk with AI enhancement for 9 geos, developing a centralized Knowledge Hub, and automating key CRM workflows in partnership with 7 cross-regional teams. - Established the regional governance frameworks for Client Incentive programs planning, driving consistency and scalability across strategic media accounts and directly contributing to regional advertising revenue growth. - Led the design & execution of a B2B Account Management strategy for high-value Key Accounts representing 50% of total revenue. Achieved 70% client coverage within 2 months, resulting in $2.2M of incremental revenue. - Introduced and institutionalized Efficiency Metrics for Strategy & Operations, enabling the full 100% adoption of a Forecasting Tool, improving Sales Target distribution accuracy to 90%, and reducing Client Onboarding time from 15 to 5 days. Directly managed an international team of 4, with matrix leadership of 20+ sub-regional Ops members. And up to 25+ people within cross-functional projects (incl. Sales, IT, Finance, Legal, Tax, Legal Compliance, Marketing, Product, Customer Success)

KEY TASKS: - Revenue driving through data driven SalesForce & Customer & Partner Incentive programs - Sales teams Bonus and Incentive programs management - Partnering with Sales Management and Leadership Teams for driving an accurate sales target setting, forecast, industry & market segmentation - Led cross-functional projects with Finance, Strategy, IT, HR, Product and Marketing heads to drive greater strategic alignment and operationalize activities that improve revenue generation - Driving operational optimization, including resource allocation across teams, measuring progress against sales goals - Ensuring processes automation via CRM, Contract, Billing, Collection, Accounts Receivable, Performance & Consumption, BI modules and other commercial streams KEY RESULTS: - Generated $1.5M in incremental revenue through client incentive programs during the low season - Launched a Business Performance Dashboard for weekly Sales reviews, recognized as a global best practice and rolled out across regions - Enhanced sales target accuracy to 99%, optimizing sales bonus payouts Managing & developing the team of 11 associates

KEY TASKS: - Drive global and local cross-functional projects including Pipeline & Forecasting, Performance, Contract Management, Billing, Collections, Credit Policy etc. - Initiate the new business processes and optimize/automate the existing ones to increase the sales efficiency - Sales Enablement leadership including policies generation, sales systems and soft skills - Ensure the necessary reports & dashboards are in place for Performance monitoring against all the aligned Sales KPIs, including Pipeline and Forecasting - Ensure successful roll-out and adaption of the Global Systems enhancements (CRM, Contract, Billing, Collection, Accounts Receivable, Performance & Consumption, BI modules and more) - Optimize and automate the Contract Management and Closing documentation process including EDMS /EDI implementation KEY RESULTS: - Automated Contract Management, enabling client activation within 1 day with IT, Legal, and Tax teams - Implemented e-documentation EDMS/EDI tools for Russian legal entity, reducing the signing process time by 85% - Reduced Overdue rate by 15% in 3 months via automated notifications for clients together with upgraded invoice template Manage the team of 7 associates

- Initiate and implement globally driven business processes optimization based on generated insights & gap analysis - Ensure operational Sales & Marketing reporting and dashboards cover the KPIs and highlight the performance gaps - Marketing & sales efficiency improvement via business processes development, streamlining, performance tracking through the launched Online dashboards & reports - Ensure qualitative Lead generation, follow up monitoring and tracing the sales funnel till the order placement in CRM dashboards - Ensure quality Pipeline management ensuring meeting the global KPIs and hygiene benchmarks requirements - Marketing Activities budgeting & reimbursement automation launch and control in CRM - Salesforce.com CRM Web & Mobile App permanent development and enhancement - Projects management: LinkedIn Sales Navigator roll-out and integration, product & business segmentation, data quality management etc. - Close cooperation with Sales, Marketing, IT, Contracts, Customer Support etc. - Manage international team of 4 associates

- Provide input and support for globally driven process improvement initiatives - Development and implementation of globally aligned processes, system tools and documentation: o Sales Pipeline & Forecast Management via the Salesforce.com CRM and Power BI reporting systems o Sales Teams efficiency tracking & reporting based on globally aligned KPIs o Analytical & Operational Sales reporting for all Sales Org levels o Territories alignment management - Streamlined the processes and settings across Sales & Marketing CRM systems, Partner Portal platform and Order Processing system, including expertise in UX and content management: o Leads generation quality enhancement & Sales Funnel tracking dashboards o Deal Registration process review & re-launch thru the automation to 1-click process o Customer Renewal lifecycle review & re-launch to increase LTV o Partners Authorization process streamlined - Salesforce.com CRM system roll-out for the Russia & CIS, APAC and Japan regions - Call Center launch in Asia from technical, processes and reporting standpoint from the scratch - On-site & remote trainings for Sales, Marketing and Pre-Sales teams

- Sales Force Effectiveness increase via: o Territory alignment o Targeting and segmentation o KPIs definition and approval with BU heads o Built communication & business processes between Commercial Excellence Dept and BU Sales teams o Regular scalable SFE reporting development to cover current & potential business needs - Responsibility for Sales Force Bonus/Incentive programs for all BUs (OTC,Rx,Onco) - Veeva CRM System management including: o Business requirements development and implementation with Global CRM and IT teams o Guidelines and trainings for end-users o Gaps analysis o 1 Level Users Support & Incidents management - QlikView BI System tech requirements preparation and launch for automated reporting & analysis, including CRM, market research & distributors' data sources - Managing the team of 6 associates, including 2 managers

- Route-to-Market model development with strategic KPIs definition and updated benchmarks for all channels (KA, Traditional Trade, On-Trade channels). - Responsibility for the outsourced Sales Force costs planning, control and management. - CRM Project launched with 120 distributors including the roll-out on the country level. - Sales Force Incentive Programs’ development, alignment, support and optimization. - Temporary and annual Sales Force Motivation Programs development, implementation and evaluation. - Commercial Dept’s accruals management. - Launch of the Cash Flow forecasting process for Commercial Dept, including Sales, Trade Marketing and Marketing teams. - Distributors credit terms review and control, responsible for Overdue KPI. - National Census Project management and implementation. - Trade Marketing management: TM budgeting and activities tracking, ROI KPI development & monitoring, activities reporting standards, documents workflow. - POSM planning and distribution process organization. Development & launch of the first national POSM Tracking tool. - Organization of information flows between HO, Regional sales managers and cross-functions via monthly & quarterly News Letters and Playbooks for the FieldForce. - Non-monetary new motivation programs & KPIs introduction for Sales teams. - Managing and developing the team of 8 Regional Coordinators.

- Responsible for the full scope of SalesForce incentives and Distributors rebates - Support, update and implementation of national Sales&Development policies and guidelines related to Commercial policy and Sales Force Bonus policy. - Commercial Organization KPIs definition, implementation and reporting for all the channels on the national level. - Internal audit of CAPEX and Rebates - Led Distributor Management project including research, trade terms review, analytical tools, systems updates etc. - Regular successful external audits passed with PwC

- Development & launch of the first unified Field Salesforce Reporting System on Country level - Field sales analysis / reporting: created new and updated existing reports for regular and “ad hoc” analysis - Led the Reporting System Optimization Project: definition of business requirements for Information Systems on National Field Sales Reporting, communication with internal clients and vendors, conducting trainings on new BI usage, being the Key User - Implementation of various Top Management's analytical projects & requests - Sales Targets Calculation: secondary sales budget calculation, setting and communication for development project for Supply Chain & production targets; participation in country targets negotiation & approval with C&EE Zone / Global managers - Leading Sales analysis & data preparation for Global Targets monitoring - Actual sales vs Plan analysis on monthly/quarterly/annual level by geo, product family/SKUs, all sales team levels - Working with different information systems: OLAP, SAP / CRM, Nielsen, EFAS. - Creating, maintaining and working with databases in MS Excel & Access. - Coordination of 5 Regional Sales Analysts

- Fully responsible for Sales Operations Dept budget: planning and monitoring over/under-spendings, all expenses approval on behalf of Department VP - Coordination of FieldForce and Distributor globally initiated projects, business data gathering, analysis & reports preparation for the Global teams - Meetings & conferences organization - Administrative support for VP and Sales Operations country team