Global people and program manager - Sellers experience and enablement
2024Present
HP Inc.
- Oversaw the successful global deployment of CRM capabilities across all regions, enhancing sales organization effectiveness and operational consistency.
- Managed strategic global deployment roadmaps for the fiscal year in collaboration with sales stakeholders and internal teams, ensuring alignment with business objectives.
- Directed adoption improvement programs to identify and address resistance, driving increased utilization of newly deployed capabilities.
- Provided support and coaching to team members, fostering successful execution of ongoing deployment initiatives.
- Coordinated cross-functional efforts to ensure readiness for the rollout of a next-generation, AI-enabled sales platform.
- Facilitated regular review and alignment sessions with regional teams, promoting shared achievements, resolving obstacles, and defining next steps for project continuity.
Senior Manager Global sales compensation engagement
20222024
HP Inc.
- Coordinated and facilitated executive sales compensation reviews, utilizing data insights to inform decision-making processes and highlight performance metrics, challenges, and opportunities.
- Collaborated with global and market-level sales leaders to enhance sales performance, foster motivation, and drive alignment across teams.
- Developed and reviewed communication materials and training plans for the launch of new compensation periods, ensuring clear understanding among stakeholders.
- Conducted reviews of global compensation policies and governing documents to uphold strategy alignment, consistency, compliance, and effective implementation of compensation plans.
- Oversaw the execution of compensation design in partnership with the operations team, ensuring accurate delivery within specified timelines.
- Managed the reorganization of the sales compensation structure by establishing a global engagement function and consolidating operations—resulting in streamlined processes and increased efficiency—and actively contributed to Poly seller onboarding efforts to ensure alignment with new framework requirements.
Senior Manager sales compensation Europe, Middle East & Africa
20182022
HP Inc.
- Oversaw the compensation strategy for 3,500 employees across EMEA, ensuring remuneration packages were competitive, fair, and aligned with organizational objectives and market benchmarks.
- Supervised a diverse team of virtual and on-site members; provided mentoring and coaching to facilitate professional growth and development.
- Spearheaded talent management initiatives by identifying potential leaders, promoting internal mobility, and supporting succession planning strategies.
- Managed the departmental budget effectively, introducing cost-saving measures and optimizing resources to meet financial targets.
- Directed a comprehensive triple transition involving people, tools, and processes within six months, achieving key milestones under tight deadlines.
- Improved data quality practices, leading to a 42% year-on-year reduction in manual claims volume; contributed to a 30% increase in employee engagement and a 10% improvement in sales experience metrics following these changes.
WW Policy & Compliance Manager, Sales Compensation
20152018
HP Inc.
- Managed global policy and governing documents, ensuring compliance with company standards and regulations.
- Developed and executed yearly compliance planning, identifying potential risks and implementing necessary measures to mitigate them.
- Led and coordinated two major compliance assessments, following Internal Audit methodology, resulting in improved adherence to policies and procedures.
- Successfully reviewed and implemented sales compensation policies and governing documents after the company split (HPE/HP Inc), ensuring a smooth transition and no disruption to business operations.
- Maintained clear and effective communication with internal and external stakeholders, providing guidance on policy interpretation and compliance.
- Acted as the main point of contact for internal and external audits, facilitating the audit process and addressing any issues raised.
- Designed and implemented employee engagement initiatives, including training programs, recognition and mentoring programs, and interactive communication activities, resulting in a 20% increase in employee satisfaction.
- Ensured all audits were completed without any red-rated findings, demonstrating a strong commitment to compliance and risk management.
Program Manager Account Business Planning & team lead
20112015
HP Inc.
- Managed the Account Business Planning program on behalf of EMEA Print & PC organizations, driving quarterly user panels to evaluate needs and foster acceptance, resulting in a 14% YoY growth of ABPs quality status and a 20% increase in adoption rate.
- Developed and implemented program enhancements in collaboration with the ops team and WW program owner, ensuring continuous improvement and alignment with company strategy.
- Facilitated regular best-practice sharing and alignment calls with other groups, promoting collaboration and integration across the organization.
- Maintained regular status communication on project plans and progress to sponsors, management team, and the user community, ensuring transparency and accountability.
- Trained and supported the sales workforce on ABP tool usage, enabling them to effectively utilize the program for strategic planning and execution.
- Led the sales enablement team in Bucharest, overseeing sales training, analytics, and platform activities, resulting in improved sales performance and productivity.
- Oversaw ops team activities in Bangalore, ensuring smooth operations and efficient execution of tasks.
- Created customer scorecards that identified selling opportunities and secured executive support, contributing to the successful closure of deals.
- Actively participated in pan-HP initiatives such as ONE HP, ES Competitive Attack program, and Executive Sponsorship program, driving cross-functional collaboration and achieving organizational goals.
- Designed and implemented the structure for Global Accounts Planning Reviews with Executives, facilitating strategic decision-making and alignment across the organization.
- Contributed to the consolidation, standardization, and creation of a centralized platform for all HP businesses, streamlining processes and improving efficiency.
Program Manager Total Customer Experience & team lead
20102011
HP Inc.
- Successfully managed end-to-end program management for the Total Customer Experience (TCE) survey, including planning, communication strategy, and training, resulting in improved customer satisfaction and insights.
- Conducted database analysis to select eligible customer accounts, optimizing the survey sample and ensuring representative feedback.
- Demonstrated expertise in TCE survey tools, providing support and troubleshooting to ensure smooth implementation and data collection.
- Reviewed and updated questionnaires and invitation letters, ensuring clarity and relevance to maximize response rates and data quality.
- Generated weekly reports and conducted follow-up activities, tracking key metrics such as response rates and customer satisfaction scores.
- Coordinated and aligned with the worldwide program lead, fostering collaboration and ensuring consistency in program implementation.
- Led the sales enablement team in Bucharest, providing sales training, analytics, and platform support to enhance the customer experience.
- Created a TCE web page on the Sales Knowledge House portal, improving accessibility and visibility of TCE initiatives for sales teams.
- Implemented an improved accounts selection process, utilizing historical data and Pareto analysis to identify key accounts driving 80% of the business.
- Increased response rates by 10% through awareness campaigns targeting both sales and customers.
- Integrated the Apostle model into the program, enabling better visualization of results at different levels of granularity and supporting decision-making processes.
- Automated the sending of survey invitation emails, saving 3% of the time spent by sales representatives on administrative tasks.
Account Analytics Specialist, Sales Enablement
20082010
HP Inc.
- Created specific reports aligned with company's strategic goals to identify farming and hunting opportunities by account, resulting in increased sales and revenue.
- Conducted account potential analysis and ad hoc installed base data analysis, providing valuable insights for decision-making and strategic planning.
- Provided ongoing support for the customer experience survey, including account selection, clean-up, communication strategy, response rate follow-up, reporting, and data integration.
- Coached and supported team members, fostering a collaborative and high-performing work environment.
- Acted as a consultant, sharing best practices and providing guidance to improve overall performance.
- Successfully started up, tested, and implemented the "Reporting per customer" project, enabling key account managers to increase sales through targeted strategies.
- Delivered 575 ad hoc reports using automation, saving time and resources while providing valuable information for decision-making.
- Automated 80% of the overall reporting environment, streamlining processes and improving efficiency.
- Led a Lean Six Sigma Green Belt project that resulted in a 1.74 HC reduction through the automation of Volume Direct Reports.
- Introduced the 'Team Profiler' concept, promoting team bonding and creating a structured and enjoyable way for team members to get to know each other outside of work.
- Implemented the 'Cultural Profile' initiative, facilitating better understanding and collaboration among team members by comparing their profiles to the general HP profile and profiles from other countries.
Business Intelligence Reporting Specialist, Order management
20072008
HP Inc.
- Managed daily reporting tasks, ensuring adherence to process guidelines and deadlines, resulting in accurate and timely reports.
- Successfully handled revisions of reports, promptly addressing any issues or discrepancies.
- Proactively followed up on IT and system issues, ensuring smooth operations and minimizing disruptions.
- Actively participated in regular reviews, executing action plans in a timely and accurate manner to drive continuous improvement.
- Designed and developed new reports and updated existing reports to align with evolving business needs, enhancing data analysis capabilities.
- Provided coaching and support to team members, fostering a collaborative and high-performing work environment.
- Orchestrated and monitored the seamless transfer of department activities to Sofia's business center, ensuring minimal disruption to operations.
- Designed and facilitated French courses for the team, enhancing language skills and promoting cross-cultural communication.
- Initiated and implemented the "Training Needs" project within the team, identifying and addressing skill gaps to improve performance and productivity.
- Served as a single point of contact (SPOC) for the team in the "Customer Awareness" project, increasing business acumen and customer-centricity.
Back office expert, Supply Chain
20062007
HP Inc.
- Successfully retrieved and monitored daily order management requests, ensuring timely and accurate processing of orders.
- Identified, investigated, and resolved order restrictions, holds, and stock availability issues, minimizing disruptions in the supply chain.
- Collaborated with planning and third-party teams to resolve escalations and ensure smooth order fulfillment.
- Conducted regular audits and performance reviews to identify areas for improvement and implement necessary changes.
- Created and maintained comprehensive process documentation, ensuring clarity and consistency in back-office operations.
- Provided coaching and support to team members, fostering a collaborative and high-performing work environment.
- Implemented a rigorous process with third-party vendors, resulting in a 30% improvement in internal metrics and overall performance.
Manager Assistant
20052006
Robstone Products srl (Manufacturing)
- Efficiently organized and managed the General Manager's work agenda, ensuring smooth operations and timely completion of tasks.
- Drafted and meticulously checked bilingual commercial contracts, minimizing errors and ensuring legal compliance.
- Successfully managed the protocol and budget, optimizing resource allocation and contributing to cost savings.
- Oversaw internal and external meetings, coordinating logistics and facilitating effective communication between stakeholders.
- Created and administered a comprehensive database for institutions, clients, suppliers, and business people, improving data management and accessibility.
- Effectively managed travel arrangements, ensuring seamless logistics and minimizing disruptions.
- Played a key role in recruiting and selecting key personnel, contributing to the growth and success of the organization.
- Provided translation services for all correspondence of the General Manager, ensuring effective communication with international stakeholders.
- Achieved a 5% increase in sales by creating an extended database, hiring key personnel, and actively participating in local and external fairs.
Founder & owner
20022004
Blue Dream srl
- Founded Blue Dream srl, a telecom services provider specializing in prepaid cards, hardware, and accessories.
- Achieved a remarkable 20% year-over-year profit growth by prioritizing and enhancing the customer experience.
- Developed and implemented strategic initiatives to attract and retain customers, resulting in increased sales and customer loyalty.
- Managed all aspects of the business, including operations, sales, marketing, and finance.
- Built strong relationships with suppliers and negotiated favorable terms to optimize profitability.
- Continuously monitored market trends and competition to identify opportunities for business growth and expansion.
- Ensured the highest level of customer satisfaction through prompt and efficient service delivery.
- Maintained accurate financial records and implemented cost-saving measures to improve overall profitability.
Publisher
20012002
Ziua de Constanta, daily newspaper
- Conducted extensive field work and investigations to gather relevant writing materials, ensuring the production of high-quality articles for the social page of the local newspaper.
- Demonstrated exceptional efficiency and dedication by signing and publishing the entire social page and headline in just one day, meeting strict deadlines and maintaining the newspaper's reputation for timely and accurate reporting.
- Made a significant impact on the community by exposing a fraudulent privatization scheme, resulting in improved conditions for employees and limiting financial losses.
- Played a key role in improving the infrastructure of a public institution through the publication of an influential article, highlighting the importance of investigative journalism in driving positive change.
- Maintained a consistent and professional writing style, effectively conveying information to readers from diverse backgrounds.
- Avoided industry-specific jargon, ensuring clarity and accessibility of articles for a wide audience.
- Diligently proofread all articles to ensure accuracy, grammar, and spelling, maintaining the newspaper's reputation for high-quality journalism.
- Demonstrated a strong commitment to ethical reporting and journalistic integrity throughout the tenure.
Sales, admin, basic accounting
19962000
Family owned business
- Gained foundational knowledge and practical experience in sales, administration, and basic accounting through summer employment at various family-owned businesses, including shops and mini markets.
- Assisted with day-to-day operations, including customer service, inventory management, and financial record-keeping.
- Developed a strong understanding of business foundations and management principles, laying the groundwork for future professional growth.
- Maintained accurate and organized financial records, contributing to efficient accounting processes and timely reporting.
- Adapted quickly to changing priorities and responsibilities, effectively managing multiple tasks and deadlines.