Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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DEEPIKA RAO

Merrimack,USA

Summary

Award winning Analyst with Ten+ years of experience working in Sales Operations/ Data Analytics/Sales Analysis/Compensation Analytics/Commercial Management/ Finance & Accounts/ Customer Success Management/ Customer Relation Management Budget Management/ System Management SAP/CRM/SALESFORCE CRM/ Expense Management/ Pricing Management, Credit Control, Business Control /Business Analysis.

Overview

16
16
years of professional experience

Work History

Sr. Principal Analyst -SalesCompensation&Analytics

Hologic
04.2022 - Current
  • Implement data-driven decision-making processes to enhance overall sales analytics & compensation operations
  • Design and execute sales compensation plans for the entire BSH division by analyzing sales performance data and ensuring alignment between compensation strategies and overall business objectives collaborating with sales, finance, and HR teams to optimize sales performance through effective compensation.
  • Streamline internal workflows by automating manual tasks, leading to reduced errors and increased efficiency.
  • Lead cross-functional teams to successfully complete high-impact projects, fostering a collaborative work environment.
  • Design & develop robust - automated models to track sales performance, COE rankings, target based comp plan components, focus products, quota setting/territory alignments.
  • Manage end to end monthly process of data validation for finalizing sales performance & compensation & handing it over to the commissions team to manage the payout calculation.
  • Utilizing statistical methods to identify trends, patterns, and correlations within sales data, developing predictive models to forecast future sales performance. Creating clear and concise reports with data visualizations to communicate key insights to sales teams and management.
  • Support annual sales planning process for the entire division, evaluate best practices to ensure plans are competitive.
  • Work closely with the sales leadership - VP of Sales & President to identify & measure key performance indicators for the sales organization & develop insightful reports (automated) for those KPI's.
  • Develop, execute & maintain predictive quota setting methodologies to ensure accurate quota setting for the field sales organization with a focus on continuous improvement in refining & optimizing the methodology & performance distribution.
  • Serve as a key stakeholder of the Sales analytics & compensation system & lead initiatives to improve system based dashboards/reports.
  • Developed a trusted partnership with the sales organization, acting as a key SIP team lead person in solving for any queries/issues for the sales team.
  • Involved in the project as a key primary member of the team to implement the new compensation tool, primary stakeholder for the the requirements gathering process & manage end to end user acceptance testing, validation of the data & metrics.
  • Mentor junior team members, fostering their professional growth and supporting their development.
  • Reduced operational costs through process improvements, resource optimization, and innovative solutions.


Sales Reporting & Compensation Analyst

Smith & Nephew
12.2018 - 03.2022
  • Partner with Sales Operations Director to deliver effective analytics, share insights, and influence alignment on critical efforts to improve performance
  • Perform deep dive analyses to support goal achievement, revenue acceleration, and drive achievement to strategies
  • Manage the reporting and analytics cadence with the Americas Field organization
  • Development of insight-driven tools, dashboards, calculation models and provide ongoing support regarding functionality and data-integrity
  • Craft data stories through presentations, written summaries, and data visualizations that accurately outline problem statements and provide actionable and unbiased intelligence and recommendations
  • Translate business objectives into functional data requirements and balance them with technical feasibility, recommending changes in development, maintenance and platform standards as necessary
  • Evaluate and classify sales data
  • Analyze & maintain records of sales and commission data through various sources
  • Aid monthly reporting and bring to notice errors, if any
  • Provide solutions for ad hoc requests
  • Contribute towards varied aspects of commissioning and data management process
  • Design & develop complex compensation models/KPI models for the field
  • Involved in the Annual Quota Setting/Territory Planning
  • Develop excel based automated tool for the Compensation model & territory planning to go hand in hand
  • Build automated reports to track any ongoing promotional contest also for the calculations of national sales awards
  • Additional responsibilities include the creation and maintenance of SAP field sales master data the execution of account tagging and territory assignment optimization quota setting and maintenance and compensation plan implementation
  • Work independently and take initiative without the express direction of management
  • Provide customer service support to the Company's sales force

Sales Operations Assistant

Overture Partners
11.2018 - 12.2018
  • Directly reported to the Executive Vice President and the Director of Business Development
  • Tracked productivity by creating and preparing daily, weekly, monthly, and quarterly activity reports
  • Designed new reports when needed utilizing various sources such as excel and our internal CRM database
  • Assisted HR in communications with the team, helping to educate the team on and document our candidate's onboarding process and client requirements
  • Coordinated, executed, and ensured completion of consultant onboarding documents
  • Assisted the account management team in communications between Overture and their select clients; i.e
  • Distributing new open jobs to the recruiting team, submitting consultants to said roles, and coordinating interviews for the consultants with our clients
  • This included learning and serving as the knowledge bank for Overture in regards to our client's vendor systems
  • Prepared sales presentations and marketing materials to support business development and internal recruiting efforts
  • Coordinated and executed internal lunches and meetings and outings
  • Was responsible for coordinating the stock of all office and kitchen supplies

Commercial Operations Administrator

Randstad - Client - Lantheus Medical Imaging
10.2018 - 11.2018
  • Reviewed, researched, and updated contacts in SalesForce and/or Vista (data repository) with key identifying information as needed
  • Reviewed, researched, and updated contact record types in SalesForce, verify consistency between fields
  • Did a thorough search for contact information and state license information within Medpro database and update SalesForce and Vista database as needed
  • Verified contact information accuracy via supplied supporting documentation, Google search, and Medpro database

Warranty Claims Analyst/ Data Analyst (CONTRACT)

Randstad - Client - Bose
08.2017 - 04.2018
  • Co-ordinated and managed content of Warranty eRooms and Share point sites
  • Did data mining and analysis of Warranty spend and Cost Drivers
  • Monthly and historical tracking, updating and reporting on Warranty costs and spend projections
  • Review and validation of results from Warranty Spends reduction
  • Perform in depth analysis of the claims outlining the possibilities of inaccuracies in claim submission
  • Develop conclusions based on data analysis and make recommendations to the stakeholders
  • Assist in development of claim resolution strategies
  • Assist with administrative work for claim submission format
  • Provide leadership and guidance for analytics, reporting and process improvements
  • Problem solving/Decision making: Taking a well ordered approach to solving problems and acting on time despite obstacles

Sales Operations Analyst/ Sales Administrator (CONTRACT)

Complete Staffing Solutions - Client - IAR Systems, Software Inc
04.2017 - 08.2017
  • Supported daily sales and operations functions including administrative support to the sales team
  • Provided support to the sales development team in qualifying and researching leads, updated records and generated reports
  • Handled Sales Correspondence Emails, Phone Calls, Documents
  • Acted as a communication channel for Sales Reps
  • Assigned leads to the sales team
  • Followed up with the customers on leads
  • Provided Customer Service as a point person on incoming phone calls
  • Assisted in creation and development of company proposals, marketing materials and other client communications
  • Maintained and updated sales and customer records
  • Developed Weekly Sales Reports; Tracked Monthly sales achievement against the Forecast
  • Sales Data Collection, Summarization and Analysis
  • Supported Forecast planning, Outlook Presentations
  • Office Management/ Office Administration
  • Provided administrative support to Sales Director as needed
  • System Management - Sales Force CRM
  • Initiated various Automated Reports for Sales Analysis for easy data management
  • Assisted in defining business reporting needs for in house database management

Sales Operations Manager/Commercial Manager

Eureka Forbes Limited
04.2013 - 12.2014
  • Sales Data Analysis / Business Analysis to boost sales
  • Supported Sales Team by providing them Sales Analysis Report including assisting them in the development analysis and monitoring of expense/budget
  • Initiated various reports for analysis for easy data management
  • Budget Management: Budget for Scheme Tie ups - Ensured proper provision against various schemes rolled out for boosting Primary/Secondary Sales to all the Retail Partners/Online Business Partners
  • Acted as liaison between Sales and Accounting with regards to budget and monthly performance
  • Tie up claims: Performed accuracy checks against calculations of the final payout against those schemes including approving the final claim and timely settlement of them upon completion of the scheme period
  • Credit Control Check: Approved billing to all partners ensuring the credit norms considering the outstanding of that partner
  • Pricing Management: Ensured billing to all partners are at the approved landing cost
  • Clean Balance Confirmation: Ensured quarterly CBC with all Retail Partners
  • Customer Visit for reconciling books for getting CBC including closure of all discrepancies crept in during the claim settlements/pricing differences/quantity differences during goods receipt/any other issues
  • Co-ordinated with the Regional Commercial Team for Clean balance confirmation of all Regional Partners
  • Daily Sales Outstanding: Maintained the average collection period basis the company norms
  • Set Targets against collections from all the Retail Partners and make sure the same is achieved
  • Ensure proper management of system (SAP- ECC/CRM Production)
  • Customer Master Management including creation of new customer codes in system considering the Tax Factors/Location/Category of that customer
  • Co-coordinated with the retail partners on any sort of delivery issues/order related issues
  • Ensured all Vendor Registration Formalities as required by the customers including any sort of document requirements are fulfilled
  • Market Visits on a Quarterly basis to understand the market/retail issues
  • Achievements: Received appreciation for initiating new processes for smooth business flow and getting 90% clean balance confirmation from business partners

Regional Finance Executive

Nokia India Private Limited
11.2011 - 04.2013
  • Designed and Verified format for various Trade schemes run by the Company to boost Sales, accurate and timely settlement of all the schemes
  • Prepared claims format which involved expression of various terms and conditions outlined in the Scheme note
  • Verified claim submissions by the Channel partners considering the terms and conditions with maximum accuracy
  • Coordinated with the outsourcing agency to get the scheme payout calculations done, verify the scheme workings, payout calculations submitted by them, make sure the calculations are subject to the scheme letter approved by the company
  • Resolved scheme discrepancies crept in during the claims settlement process
  • Made sure all the claim payout of the schemes run are settled to the Distributors every month within the timeline
  • Market Visits on a Quarterly basis to understand distributors / retail issues and enlighten the same to the Sales Head / Financial Controller
  • Approved invoicing to the customer upon validation of funds availability while maintaining company credit norms and ensuring timely and correct billing to the customer
  • Credit control check basis the company norms
  • Actively participated in the distributor management process from appointment to smooth operations to full & final settlement of distributors
  • Involved in Business 2 Business deal pricing, providing the price structure best suitable considering the regional guidelines
  • Involved in the monthly scheme accrual closure, take accruals on the estimate basis the clauses in the various scheme letters run by the company
  • Wholly handled Marketing Expenditure Closure from finance perspective on monthly basis Logistics Expenditure Monthly Closure
  • Booked Actual Spends in books during the monthly closure
  • Took Accruals for the estimated spends for the upcoming month's achievement
  • Achievements: Won Exemplary Contribution Award in July 2012 for support in smooth implementation and clearances and exceptional contribution for the Himalaya Project

Finance Executive

Kyocera Document Solutions India Pvt Limited
01.2011 - 10.2011
  • Cash and bank transactions management
  • Analysis and maintenance of accounting data to achieve and maintain quality of operations
  • Maintained accuracy of book of accounts, cash book and bank book
  • Handle all the accounting processes in SAP ERP System
  • Branch Finance: Planned branch related financial activity
  • Preparation of branch budget and monitor actual against the forecast
  • Took accruals/provisions in the books for monthly branch expenses
  • Did timely clearance of all vendor payments and other expenses
  • Improved process efficiency for timely invoicing, revenue booking, status conversion and minimizing of un-read meters
  • Resolved Customer queries / complaints related to invoicing and payments
  • Timely validations and clearance of Customer's orders
  • Controlled & managed branch stocks/inventory and monthly reconciliation based on sales
  • Analysis and maintenance of stock for the branch basis the budgeted sales
  • Identified and initiated improvements in accounting processes
  • Initiated various MIS Reports as per requirements for easy data management

Accounts Receivables Executive

J B Boda Surveyors Private Limited
09.2008 - 12.2010
  • Preparation & checking of vouchers, checking of bills
  • Co-ordination with Auditors
  • Supervision of Branch's Income
  • Was responsible for the accuracy of the financial results direction and consistency
  • Follow up with Clients on outstanding's
  • Keep updated records of outstanding debtors on all India basis / foreign clients
  • Handled Accountancy in Tally ERP

Education

Masters of Business Administration -

Fitchburg State University
Fitchburg, MA
05.2017

MBA - Finance

Institute of Chartered Financial Analysts of India University
Mumbai, Maharashtra
04.2014

Bachelors of Commerce/Accounting -

Mumbai University
Mumbai, Maharashtra
04.2008

Skills

  • Advanced Excel Automation
  • Advanced MS Office
  • Power BI
  • Sales force CRM
  • SAP
  • Cognos
  • Qliksense
  • Data management
  • Data Visualization
  • Sales Operations Management
  • Reporting and Process Management
  • Business acumen: Understanding of sales processes and business drivers
  • Sales Analytics
  • Strongly Analytical
  • Problem Solver
  • Decision Making
  • Leadership
  • Communication
  • Multitasking
  • Team Player
  • Quick Learner
  • Extremely Organized

    • Top 5 Strengths

    1) Responsibility

    2) Analytical

    3) Achiever

    4) Positivity

    5) Arranger

Accomplishments

Won the Circle of Excellence - Leadership Select Award - Recognized for exceptional contribution, innovation & skill operating with a maniacal sense of urgency designing & implementing advanced processes & data driven initiatives with advanced automation for managing the workflow of sales performance that drove significant business value amongst the sales organization.

First time in the organization when a person from the operations/analytics team won a COE award.

Timeline

Sr. Principal Analyst -SalesCompensation&Analytics

Hologic
04.2022 - Current

Sales Reporting & Compensation Analyst

Smith & Nephew
12.2018 - 03.2022

Sales Operations Assistant

Overture Partners
11.2018 - 12.2018

Commercial Operations Administrator

Randstad - Client - Lantheus Medical Imaging
10.2018 - 11.2018

Warranty Claims Analyst/ Data Analyst (CONTRACT)

Randstad - Client - Bose
08.2017 - 04.2018

Sales Operations Analyst/ Sales Administrator (CONTRACT)

Complete Staffing Solutions - Client - IAR Systems, Software Inc
04.2017 - 08.2017

Sales Operations Manager/Commercial Manager

Eureka Forbes Limited
04.2013 - 12.2014

Regional Finance Executive

Nokia India Private Limited
11.2011 - 04.2013

Finance Executive

Kyocera Document Solutions India Pvt Limited
01.2011 - 10.2011

Accounts Receivables Executive

J B Boda Surveyors Private Limited
09.2008 - 12.2010

MBA - Finance

Institute of Chartered Financial Analysts of India University

Bachelors of Commerce/Accounting -

Mumbai University

Masters of Business Administration -

Fitchburg State University

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DEEPIKA RAO