Ivelina Lyutskanova-Marinova

As a Regional Sales Operating Officer, my main focus is to manage and measure functions essentials to sales productivity throughout strong business acumen and operational experience in order to oversee all aspects of a Sales organization's operations

• The outcome of all activities is to underwrite the performance achievement and predictability that the business needs in order to hit its targets
• By influencing people and strong analytical skills, combined with commercial judgement - as the Regional Sales Operating Officer I have to clearly understand the dynamics of the sales environment and the culture of Sales Teams. Key Operational responsibilities:
• Sales Pipeline Forecast Management - working through each sales opportunity with the Sales Team - review and challenge all in-year opportunities to ensure that Salesforce reflects reality in terms of: Committed/Upside/Pipeline/Closure date/Risk status/Total Contract Value/Profit, etc
• Financial Forecast Management - reviewing the forecast with Finance, Sales and Leadership Teams, constructively challenging the input when required and ensuring that the Forecast represents a balanced position
• Pushing forward the sales processes as well to achieving increased revenue outcome
• Sales Analysis - working closely with Sales Teams and Director to understand trends, predict more accurately, depending on the business needs, working collaboratively with the Reporting teams
• Strategic Planning - focusing on achievement of strategic objectives, defined by the company management; undertaking detailed research into the clients' strategic objectives and plans to operationalize the same; Interlocking assumptions with Sales Leads and Higher Management to produce monthly business reviews
• Process improvements - throughout innovative thinking and transformation of existing processes
• Regional Reporting - accountable for accurate and on-time reporting essential for sales organization effectiveness.
• Managed cross-functional teams, ensuring timely completion of projects within budget constraints.
• Mentored junior staff members, helping them grow professionally and contribute more effectively to the team''s goals.
• Oversaw financial operations, maintaining accurate records and ensuring compliance with industry regulations.

• Oversee the delivery of all Account Business Operations functions to one of the largest accounts in DXC with global presence - $ 100 mln annual Revenue, together with 1 Business analyst and before that - to a Country cluster of more than 150 Accounts with $ 80 mln annual Revenue in various industries (Commercial and Public sectors), managing in parallel 3 Business Analysts and making sure they have the right assignment and support, regularly assessing their performance
• Key Operational responsibilities:
• Sales Pipeline & Financial Forecast Management - Run and own the Opportunity Pipeline review process, working through each sales opportunity with the Sales Team - review and challenge all in-year opportunities to ensure that Salesforce reflects reality in terms of: Committed/Upside/Pipeline/Closure date/Risk status/Total Contract Value/Profit, etc
• Financial Forecast Management - Review the forecast with Finance, Delivery Lead, Account Executive; challenging the input when required and ensuring that the Forecast, Risks & Opportunities represent a balanced position
• Cash Management - Ensure that the invoicing processes on the Account is set up in line with the contractual obligations with the client
• Cash flow forecasting - Provide updates for progress made, challenges, help needed and next steps; Resolve any aged debt issues with the client; Resolution of disputes with the client(s) where they relate to the contractual billing terms, bringing in Commercial/Legal support where applicable
• Client Billing Assurance - work closely with Billing Manager to validate invoice reports & details before any draft invoice, proforma invoice or invoice is issued to a client
• Work collaboratively with the Client on all billing-related reporting and issues, bringing other company functions into any relevant resolution conversations and activities; Approve invoices on behalf of the company
• Account Strategic Planning - Undertake detailed research into the client's strategic objectives and plans to operationalize these over the next 2-4 years; Interlocking assumptions with the Offering Leads, Delivery Leads, Sales Leads and Strategic Partners to produce quarterly packs that are presented to the Regional President.

• Working collaboratively with the Account Executives to implement account-related business operational and governance processes to ensure accuracy and consistency, drive effective communication, and promote process standardization
• Key responsibilities:
• Sales Pipeline Management - Log and continuously update new sales opportunities into the appropriate tools and systems and work with sales to facilitate development of proposals; Retrieve or assemble sales reports in managing account opportunities (e.g., pipeline management, opportunity tracking, margin tracking)
• Procurement Governance - manage the account's E2E purchasing operations and ensure business control are in place for financial accountability; Resolve 3rd party procurement issues (e.g., non-payment of supplier invoices by DXC)
• Aged Debt Management - Driving action plans to resolve internal and client issues affecting invoice payment
• Client Satisfaction - work hand in hand with the Account Executive and Delivery Lead to develop improvement actions plans from annual customer survey interviews
• Business Governance - ensure that the Account Leadership and their teams understand and work within corporate guidelines/rules

• Working collaboratively with the Account Business Manager and the Account Executive to implement Account-related business operations and governance processes to ensure accuracy, compliance, consistency
• Monitoring key areas of Account governance, Account operations, Performance
• Sales & Financial forecasting and coordination, invoicing, contract management, pipeline alignment, documentation and record retention
• Cross-account coordination between sales and internal operations towers, ongoing maintenance; Supporting formal account audits, cost-effective service delivery
• Acting as customer interface and first point of contact; Handling escalations
• Monitoring the renewal or terminations of third-party support
• Supporting planning, management and execution of internal account communications, stakeholders meetings and reviewing the decision-making process.

• Following SOP procedures and compliance guidelines, Creation of Customers and Vendors in the system; Adjusting SOPs & templates
• Implementing and enhancing master data as per the governance rules, naming convention and other enterprise data standards
• Working closely with internal departments (Sales, Finance, Billing, AP/AR) to ensure data requests are complete and comply with standards
• Communicating with Higher Management for approvals and confirmations - both in English and German
• Checking Credit ratings of the Companies and VAT registrations using specific tools and portals; Setting credit limits, depending for which country is created the Customer
• Critical changes for Customers, Vendors and Products including Block/Unblock/Deletion
• Handling exception and unclear cases for creation/changes
• Processing of standard transactions in SAP
• Setting up SEPA mandates; Dealing with insolvency and bankruptcy
• Maintaining exchange rates - daily & monthly; producing monthly reports
• Taking part in all transition trainings, processes and applying successfully the knowledge attained during the trainings
• Conducting training to the new colleagues to fully meet their obligations
• Working with ITSM ticketing system, OTRS Management ticketing system, Salesforce customer portal, SAP systems etc.

• Maintaining, integrating, and updating information in eBay German and US/UK catalogs and products
• Searching and validating exact information for the existing & new products
• Quality check and control of the correct positioning of the products in the eBay catalog system; monitoring of the sellers' listings
• Collaborating with field team members in the regular office activities
• Daily use of different tools and programs, including Excel, variety of macros, formulas, and web-based platforms (Citrix)
• Estimating the customer experience of finding a particular product listed on a category in eBay and the effect of increasing or decreasing its success rate for sale.