Eigo Kivi Email & Phone Number

Tallinn, Harjumaa, Estonia

Trained all company’s 200 key positions about how to use revenue growth mindset. Implemented revenue growth platform across commercial area, including change management in organization, cloud based knowledge sharing platforms, new bonus schemes and reporting systems. Was leading channel stream implementing long term revenue growth strategies, which got country best practice recognition in Steering Committees from CEO responsible for Europe.

Improved company business indicators like revenues per unit case, discount ratio, FTRR for rebates. Established good relationships with commercial teams through standard participation in their routines and increased effort of communicating and influencing improvement in their operations. Gave significant input on Values & Engagement results for Finance function. Key person from finance supporting RED and new Commercial Policy implementation. Delivered workshop for Baltic Commercial team about Revenue Growth Management.

Established cross-functional change management processes related to Commercial Finance field coming from SAP Wave II implementation. As well, key person from finance supporting cross-functional projects like Supply Chain Cost-to-Serve, Premium Spirits launch, Joint Value Creation, BSO phase II, Euro adoption in Latvia, Discount Matrix and new Marketing budget structure.

Responsible for SAP Wave II implementation related to areas of financial planning of revenues, contractual/promotional discounts and DME, controlling and OPEX allocation. Built Excel based model for revenue budgeting cut-off period that calculated out the same results as SAP revenue and marketing planning tools.

Responsible for overall P&L consolidation and Head Office reporting. Developed promo evaluation tool for incremental volume and value calculation used for promo evaluation and forecasting purposes. Delivered cross-functional Finance for Non-Finance trainings.

Responsible for OPEX, discounts and DME budgeting and controlling, TCCC look-back settlements, SKU and customer profitability analysis. Built up Excel based EATB Product Assortment tool that enable to analyze Coca-Cola Hellenic and customer margins for joint value creation. As well, built up Excel based headcount, salary and benefits budgeting model for HR department, which is still in use.

Responsible initially for Estonia sales demand planning. After showing impressive results related to sales forecast accuracy improvement, got additional responsibilities related to Latvia and Lithuania sales demand planning. Built up Excel based forecasting models taking into account baseline sales impacted by factors like temperature, promotions and salary weeks for each category and package.

Temporary assignment in Estonia Accounting department for summer period in order to replace employees during vacation period. Acquired wide range of knowledge about accounting processes like accounts receivables, accounts payables, credit management and route settlement.

Master Of Business Administration - Mba, Financial Management

Bachelor Of Business Administration - Bba, Marketing