Girish Kumar Gupta

• Established and led the India Sales Operations Center (IOC) and India FP&A Operations from scratch, consisting of professionals across Sales and Finance Operations, FP&A, Data Analytics (BI & Analytics), and Process Automation. Built a high-performing team of 75+ professionals based in India, providing comprehensive support to teams across the Americas, EMEA, and APJ regions. This included end-to-end assistance form higher management to field teams. • Strategic Impact: Drove a 25-30% improvement in operational efficiency through strategic planning and process improvements. • Team Development: Built a fully functional team from the ground up, improving hiring, onboarding, and retention, with an almost 95% retention rate and internal promotions as a key success metric. • Operational Excellence: Optimized workflows to reduce costs by 25%, while boosting throughput by 30%. Saved 20000+ hours in a year. • Employee Engagement: Fostered a high engagement and professional growth culture, achieving 94% employee satisfaction and reduced turnover by 20%. • Collaborated with leaders to craft annual strategies, budgeting & financial oversight, KPIs & metrics, Identify & address operational bottlenecks, optimize resource allocation, and implement best practices to drive productivity. Received the highest functional manager’s people survey score • Prepared and tracked performance, producing Weekly, Monthly and Quarterly Reviews • Implemented process improvements through standardization and automation, including transitioning dashboards to PowerBI, and implementing Robotic Process Automation (RPA). These initiatives resulted in over 20,000 hours of work. • Enhanced matrixes and data models to improve reporting accuracy and timeliness. • Developed & managed team enablement including onboarding programs, automated video training for system access, data, reports, and BI dashboards.

• Built a team of 25+ senior professionals from scratch, responsible for financial planning and analysis, expense management, headcount forecasting, sales quota management, and ITD bookings reporting. • Collaborated cross-functionally to support Americas plus International regions to generate actionable insights and develop strategic site-level strategy • Executed yearly planning, monthly financial forecasts, and monthly forecast analysis. • Conducted in-depth analysis and assessment of prepaid, P&L, and cash flow statements from a multi-level perspective including department hierarchies across the globe. • Performed day-to-day activities such as handling expense reports, resolving purchase order queries and approvals, conducting headcount analysis, managing budget transfers and reconciliations, conducting finance audits, and analyzing site movements or closures. • Managed finance systems including Hyperion, HFM, SharePoint, and Finance Databases. • Conduct monthly reviews of business results and perform variance and risk analysis

Strategic Pipeline Focus: Identified immediate revenue opportunities by analyzing CRM pipelines. Prioritized products based on Win Rates and Sales Cycle. Generated $200M pipelines in just two days, bridging critical revenue gaps. Revenue Maximization Strategies: Led identification of $525M/year revenue potential for NBU customers. Centered around media server refresh/upgrades. Optimized Product Offerings: Utilized TURF analysis to recommend strategic product package. Expanded customer reach, minimized overlap, and achieved maximum revenue. Automated Deal Desk Tool: Spearheaded the development of an automated tool for deal desk decisions. Reduced discounts by 1-2 points, boosting profit margins. Enhanced Automation Capabilities: Developed tools: Split BOTs, New Hire Sales Packs, ITD reconciliations, and territory management. Created comprehensive dashboards for CRM hygiene, global pipeline analysis, bookings, and sales performance. Advanced Analytics Contributions: Pioneered crucial models: cross-sell, churn prediction, whitespace analysis, retention, price waterfall, and discount analysis. Strategic Subscription Model Shift: Recommended subscription-based models over perpetual licenses. Resulting in higher ROI and improved revenue streams. These collective initiatives drove strategic decision-making, revenue enhancement, and streamlined processes for sustained business growth. #RevenueOptimization #StrategicInsights #Automation #BusinessGrowth

 Completely new data infrastructure designed including DataMart, Schemas and Workflows for inhouse developed CRM.  Insights on donor segments, increased donations by 40% and retention by 250%  Cost savings of 337% by adding digital/social media communication technologies.  Positive ROIs from newly defined donor segment and modelled digital and TV advertisements – Plans developed based on the historical trends and predictive modelling.

 Forecasting total business, speculating market needs, defining target segment for each product/service - territory-wise. Monitoring other similar organization’s performance and sharing/implementing best practices  Responsible for developing analytical solutions that bring critical insights to a variety of problems such as targeting customers, segmenting markets, marketing optimization, demand forecasting, brand valuation, price analyses, and fraud detection.  Responsible for delivering business insights, which help drive improvement in metrics and drive customer satisfaction.  Produced insights into consumer’s motivations, attitudes, behavior, shopping patterns, and demography.  Created of new Database, running standard operation procedure and ETL activities to maintain the Database and DataMart  Developed workflow or queries for cleansing of data and calculated data fields to maintain the sanity of data for end users.  Conducted Performance tuning, query optimization, and system enhancement with the Global IT team for CRM workflows.  Led a team of 50 Analysts and Data Engineers for data ingestion, analysis, and strategic decisions on top 60 CPG companies.  Trained and guided analysts and developed an environment that helps to produce in-depth insights.  Analysis to evaluate and understand why marketing campaigns succeed or fail, and to address specific future marketing opportunities and issues, such as promotion optimization, pricing, consumer targeting, and marketing mix optimization.  In-depth insights, consumer motivations, attitudes, behavior, shopping patterns, and demography through panel data for all types & and sizes of manufacturers and retailers, specific future marketing opportunities, promotion optimization, pricing, consumer targeting, and marketing mix optimization, brand shifting, trial and repeat analysis, Consumer profiling, Marketing profiling

Demonstrated skills in Introducing: New packages (New product), Complied competitor information to revise the pricing & and services parameters.  Effectively calculate the market potential and refocus the services - This initiative opened 61% green field market.  Addressed specific future marketing opportunities, such as promotion optimization, pricing & and product mix optimization.  Automated customer acquisition programs like lead generation, and analyzing movements of pipeline.  Responsible for analysis and Insights for Advertisement Optimization and ROI from Promotional Activities of Key Product Launch

MBA - Marketing