Varvara B. Email & Phone Number

Denmark

Global Marketing, Data Strategy & Insights• Analytics manager for the Sales Excellence journey• Global Product owner for Salesforce CRM Analytics

Our purpose in Mars Petcare is a better world for pets, and I contributed to it by delivering projects in business analytics and digital and sales organisation transformation. As the first associate to be hired in Performance Management team in 2014, I am proud to have been part of its development in Business Intelligence department. ANALYTICS: • Developed and communicated sales analytics dashboards• Analysed business drivers in top retailers (project with UK)• Extended the scope of shelf data available for analysisDIGITAL TRANSFORMATION:• Orchestrated Perfect Store Score updates cycle in Sales Force Automation system (CRM) to boost commercial excellence and provide business with timely reports for motivational and benefits programs • Gathered business requirements and described 10+ end-to-end sales processes and related commercial excellence KPIs for transition to data lake (MS Azure Data Lake)• Surveyed business users for feedback on existing sales IT-systems and co-created an action plan for improvements SALES ORGANISATION:• Created a data-based model to support regional field structure redesign• Interviewed sales management to prepare sales org transformation workshops• Designed data stewardship model

Moscow, Russia

• Created, regularly updated and improved reports, scorecards and dashboards, combining data from different sources: business performance, sales metrics, Perfect Store Score, core brands analysis, promo, pricing, data quality etc. • Performed as a business process owner of Perfect Store Score: KPIs calculation, related trade segmentations, preset reports• Led business users acceptance tests for SFA/CRM updates• Facilitated yearly Sales Incentive Program (SIP) updates• Insured a smooth transition of SIP operational support to a teammate• Developed an expert training on the liaison of main sales processes with data analytics tools• Trained ~60 employees in 18-month time to improve data literacy and save time on inductions for interns and new comers• As Engagement Champion organised several team sessions for Sales Operations department and arranged follow-up activities

Moscow, Russia

• Executed the rollout of a new Sales Incentive Program (sales bonus) for a department of ±200 people with the effect of incremental sales growth. Being a transformational initiative not only affecting sales, but also driving motivation and mindset, the project was recognised at the global level and nominated for Mars Make The Difference contest. My role in SIP:• Developed a personal target-setting for Perfect Store Score (commercial excellence KPIs) basing on growth potential for each territory in 7 regions• Calculated and communicated targets and actuals for monthly/quarterly SIP monitoring• Developed self-service reports for personal result tracking• Managed employee promotions and other territory/accounts changes for correct SIP calculation• Communicated SIP results and validated them with sales management The rollout was executed in parallel with Perfect Store Score program launch and new BI (MS OLAP) implementation.

Moscow, Russia

I joined Mars Petcare for a newly created Performance Management team as its first analyst. The function was one of pillars of a transformational Perfect Store Program and it aimed at establishing business operations workflow for sales performance measurement and improvement. • Redesigned reports and presented analytics on Perfect Store Score (commercial excellence KPIs)• Introduced and executed first regular data quality checks with action-plan for improvements • Executed test cycle for Sales Incentive Program rollout

Moscow, Russian Federation

• Ensured the rollout of the new CRM system (Salesforce, bridge Front Office), participating in the global project team (USA, UK) and managing smooth transition and data migration from previous CRM (Oracle Siebel)• Proposed several improvements to the system, which upon implementation helped saving 30 min of daily routine for a sales representative to spend on CRM• Localised, adapted and held trainings on Salesforce for sales and service teams• Developed BI through Salesforce dashboards creation and communication: solution-selling projects and accounts portfolio on regional and global levels, KPIs monitoring, data quality etc.• Cooperated with German office for redesign and unification of solution-selling process and functions

Moscow, Russian Federation

• Prepared weekly/monthly/quarterly sales analytics for IT Business Unit (APC by Schneider Electric)• Calculated and validated sales bonus for 100 employees in 8 countries

Moscow, Russian Federation

• Supported GM on general affairs and calendar management• Complied market overview reports• Solely executed secretarial functions in the office of 50 employees • Supported foreign delegations with travel arrangements (visas, hotels, taxis, programs)• Gave tours as a guide for guests from Japan

• Taught English and French for children and adults• Wrote English subtitles for a film production• Made smart reading summaries of business books (e.g. "The Pyramid Principle" by Barbara Minto, "Minding the Store" by Stanley Marcus)• Performed as Russian-French translator at the Music Festival "Ce monde est à nous" (Avignon, 2010)

Moscow, Russia

• As a third-party consultant gathered business requirements for reports development (Marketing, Learning & Development, Leasing departments)• Compiled technical requirements for developers• Tested developed reports