Amit Kothari Email and Phone Number

• Conducting reports and evaluations of sales data from the EMEA region in coordination with the finance department.• Actively supporting the annual budgeting process and analysing the EMEA budget and variances to plan by brand and region.• Developing and maintaining sales forecasting and planning processes.• Monitoring key sales KPIs in CRM and creating sales reports, monthly business reports, and presentations for the senior sales management team.• Developing a CRM dashboard and sharing it in Monthly/Quarterly Business Reviews.• Calculating gaps between budget vs actual and ARR vs Actual in the EMEA sales pipeline with total accounts.• Delivering end-to-end IT systems and business change projects in line with project specifications.• Conducting cohort analysis for new customers and active customers.• Providing accurate sales compensation reporting and achievement by sales employees to plan/target.• Identifying areas for improvement, devising and implementing cost-effective solutions to improve results.• Developing forecasting tools to analyse revenue variance, business pipeline, and industry trends.• Developing Key Account Models and sharing updates with KA managers.• Working on Pricing Analysis and discount policy, providing the price increase tool to sales managers and closely working with them on new prices.• Maintaining and updating commissions plans for a team of 40+ sales representatives.• Generating revenue reports and sharing them with the sales and leadership team in Power BI dashboards.• Providing creative alternatives and recommendations to reduce costs and improve financial performance.• Reconciling transactions by comparing and correcting data while gaining and updating job knowledge to remain informed about novelties in the field.

• Analysed the current E2E reporting processes in line with the company’s reporting plans.• Gathered and documented reporting requirements for Veeva Vault Registration and Veeva Vault Submissions.• Liaised with the Veeva Vault team to identify the source data to be included in the reports (e.g., liaised with the migrations and integrations team).• Created and maintained various reports, tracking spreadsheets, and on-demand ad-hoc report requests, as needed, and within specific timeframes.• Created test scripts for user execution as part of the UAT and validation activity.• Communicated and provided training to users on a new tool.• Worked closely with Regulatory Affairs, Finance, Quality, Safety, Packaging, Manufacturing, Labelling, In-licensing,• Out-Licensing team leads to design the reports, as per their requirements.• Validated critical changes for Business critical and GxP reports via change control.• Supported the SAP S4/HANA team for the Data Migration process.• Collaborated closely with the Veeva (salesforce) team to initiate new projects within the company, facilitating communication with stakeholders through weekly meeting to gather requirements, offer support, and compile detailed meeting minutes.• Worked closely with Regulatory Affairs, Finance, Quality, Safety, Packaging, Manufacturing, Labelling, In-licensing, Out-Licensing team leads to design the reports, as per their requirements.• Led the development of new reporting software, collaborating closely with the external team and all subject matter experts. Worked with all project leads from start to finish to ensure successful project completion.

• Lead the process from a tactical standpoint for the design, approval, communication and implementation of the field force incentive scheme and bonus payment.• Commission (bonus) calculation and budget planning with finance and operation team. • Created weekly and monthly reports with Excel and PowerPoint highlighting key performance data in a clear and simple format.Yearly configure the gap analysis on overall sales.• Work with BI&A, Finance, HR, Compliance and the Field on new proposals. Provides input to strategic direction on reward and recognition.• Support the management of sales processes by analysing current practices and identifying improvements to the overall sales strategy.• Closely work with COBE, Sales, Marketing, Legal, Purchasing, Finance, External agencies and partners.• Accurate and insightful reporting contributes to decision making on resource requirements, brand and sales strategies, and future investments at a UK/IRE lever for Human Pharma.• Assist with submission of documentation through Veeva vault (PromoMats) and ensure associated Field force communications are compliant. • Used ERP system to process, review, and authorize purchase orders, ensuring seamless communication with the purchasing team.• Support the management of sales processes by analysing current practices and identifying improvements to the overall sales strategy.• Utilized SuccessFactors to review and manage annual leave, training, benefits, policies and other employee information for streamlined HR operations.• Veeva Align to setup and maintain employees.• Support field force for Veeva CRM and Veeva (Sales force) when required.

• Updating reporting from the corporate database and reporting to all key contacts include but not limited to inbound pallets, storage data, and System workflow information.• Review and creating of new Human Pharma and Animal Health databases for the Sales and Operations Planning process.• Working with the E2E Planners attend the S&OP meetings and develop and adapt the documentation in line with the monthly requirement• Review current Excel file processes such as launch tracker for both HP and AH and develop a robust data set for implementation.• Create and maintain forecast model for supply chain and demand planning team.• Assist with the automation of supply chain department’s manual processes by writing VBA code and using macros and formulas to speed processes and maximize accuracy.