SANTOSH PANDEY

• Manage a team of finance professionals, providing coaching, mentoring, and performance feedback.
• Manage $1.8B Commercial & Consumer customers receivables based in India, Sri Lanka, Bangladesh, and Nepal.
• Lead the development and implementation of a finance transformation program that improves operational efficiency, reduces costs, and increases revenue.
• Execute a comprehensive change management plan, including communication, training, and stakeholder engagement strategies.
• Develop and implement financial policies, procedures, and controls to ensure compliance with regulatory requirements and mitigate risk.
• Use critical thinking to break down problems, evaluate solutions and make decisions.
• Cultivate positive rapport with fellow employees to boost company morale and promote employee retention.
• Lead discussions with banks on financing options to improve cash flow.
• Responsible for all operational aspects of first & third-party collection agency operations.
• Key stakeholder in driving learning and development for the India Finance team.

Key accomplishments

• Successfully led transition project for AR from Lenovo to Accenture involving Process mapping, knowledge transfer, and transition.
• Building a governance model for performance and quality monitoring.
• Stabilized process in 3 quarters with 50% efficiency improvement and 15 days of improvement in DSO.
• Coordinated with cross-functional teams to identify and prioritize process improvement initiatives, resulting in an 89% reduction in disputes saving $0.3M of WCC against approx. $15M revenue.
• Played a key role in the recovery of over $390M from Govt Accounts.
• Involved in negotiation and discussion with key Govt officials.
• P&L goodness of $1.6M in FY'18 and $0.6M in FY'19 and zero bad debts since FY'19.
• Onboarded additional banks to create incremental credit lines for partners, increasing quarterly sell-in revenue by $30M.
• Led GTN optimization project & expense optimization project leading to a saving of $5.5M.
• Standardized payment terms for business partners in India, Sri Lanka, Bangladesh, and Nepal for ease of doing business.
• Received WW Finance award in FY'20, India Kick-Off Team Excellence Award in FY'19 and FY'21, Team excellence award in FY'22, and Individual performance award in FY'22.

• Maximize performance by monitoring daily activities and mentoring team members.
• Manage a team of 40+ FTE managing a portfolio of over $12 Billion for Amazon Web Services (AWS), NA.
• Lead support centers in India, San Jose, Manila, and Bratislava, supporting AWS Collections.
• Set yearly goals, track performance metrics, provide coaching and training, and identify areas for improvement.
• Participate in the hiring process and implement a mentoring program to promote positive feedback and engagement.
• Monitor and track progress against goals and milestones, providing regular status updates to senior leadership.
• Design and deliver process improvement initiatives, including process redesign, automation, and standardization.
• Present business cases (white papers) to support investment in finance transformation initiatives.
• Analyze financial data to identify trends, risks, and opportunities for improvement.
• Develop and maintain positive relationships, resolve conflicts, and ensure that communication channels are open and effective.
• Exercise leadership capabilities by successfully motivating and inspiring others.

Key accomplishments

• Re-engineered the AR model and introduced a new collection strategy, regrouping over a million accounts under Relationship and Transactional' groups.
• Implemented Daily Management System (DMS) for the AWS AR team improving efficiency by over 30%.
• Presented and implemented a business case on suspension policy for transactional accounts to build adequate controls and minimize the impact on P&L.
• Integrated Collection tool for the AWS team to improve Efficiency and Controllership.
• Reduction in aged AR by 20% in FY'15 and 70% in FY'16.
• Supported operations management, sales, and marketing efforts to increase revenue and overall financial health.

As an AR Manager:

• Review and prepare various reports and analyses on the receivable status and trends for communication to the leadership team.
• Serve as an escalation point for credit & collection and payment processing issues.
• Leverage data and analytics to make informed decisions and drive business improvements.
• Maintain positive customer relations by addressing problems head-on and implementing successful corrective actions.
• Interact with cross-functional teams to solve business and customer issues.
• Review and propose a reversal of revenue where performance obligations are incomplete.
• Support and generate ideas on the reduction of bad debt provision.
• Upscale Key talent (direct reports) through cross-functional projects/assignments.
• Meet customers across India to reconcile their accounts and sort out business gaps.
• Review and approve all deals against Letters of Credit (LC) for all customers across India.

As a Sales Manager:

• Lead strategic partnership with DDMS with the launch of entry-level servers through a distribution model, targeting the mid-market segment.
• Handle pan India distributors with their B2B business and balance their relationship with Sales and Partners.
• Manage direct sales team's revenue and margin.
• Maintain and expand business relationships/market share with existing customers.
• Evaluated performance against goals and implemented appropriate development plans.
• Hiring, developing, and maintaining best-in-class teams across levels to consistently deliver on revenue, margins, and customer-defined SLAs to add value to customers' business.

Key accomplishments

• Global CFO award in FY'15 for reducing OpEx by 10% which resulted in saving of $5M.
• Reducing provision on inventory from $4M to $0.7M in FY'12.
• Lead system migration from GETPAID to I-Collections and automated dispute management in i-Collection.
• Set up a new team in Dell Gurgaon as part of the growth plan for the India AR team.
• Q2FY11 - Lowest DSO of 60 days in the public segment with past due reduction of 54.6% and 90+ reduction of 84%.