Support

Account

Handover done (Yes/ No)

Ioana Croitoru
Amadeus
Ioana Croitoru
Ioana Croitoru
Rodica Marin
Rodica Marin
Rodica Marin
Rodica Marin
Rodica Marin
Rodica Marin
Stefan Militaru

SWIFT

Yes

Yes
Yes
Yes
Yes
Yes
Yes
Yes

Stefan Militaru
Stefan Militaru
Stefan Militaru
Stefan Militaru
Stefan Militaru
Stefan Militaru

KBC

Stefan Militaru
Stefan Militaru
Stefan Militaru
Stefan Militaru
Stefan Militaru

Stefan Militaru
Stefan Militaru

Andra Falticeanu
Andra Falticeanu

KPN

No

Rolls-Royce

No

NORDEA BANK AB

Yes

Andra Falticeanu

Andra Falticeanu

Andra Falticeanu
Daniela Badea
Daniela Badea
Adrian Dobre
Buzdugan Madalina
Buzdugan Madalina
Moise Mihaela
Moise Mihaela
Moise Mihaela
Moise Mihaela
Moise Mihaela
Moise Mihaela
Moise Mihaela
Moise Mihaela

COMMERZBANK AG
CONTINENTAL AG
RWE AG
H&M

No
No
No
yes

MUNCHENER RUCKVER
Yes
TURKCELL HOLDING A

AB VOLVO
Lavinia Sava

No

Lavinia Sava

Yes

Lavinia Sava
Lavinia Sava
Lavinia Sava

Yes
BAYER
AKTIENGESELLSCHAF
T
Yes
Yes

Lavinia Sava

Yes

Lavinia Sava

Yes

TELEKOM AUSTRIA
AKTIENGESELLSCHAF
T

Lavinia Sava
Lavinia Sava

TELEKOM AUSTRIA Yes

AKTIENGESELLSCHAF
Yes
T

Lavinia Sava

Yes

Lavinia Sava

Yes

Lavinia Sava

Yes

Liliana Cozmiuc
Liliana Cozmiuc

AXA

Yes

ArcelorMittal

Yes

Liliana Cozmiuc

Liliana Cozmiuc
Liliana Cozmiuc
Liliana Cozmiuc
Liliana Cozmiuc
Liliana Cozmiuc
Liliana Cozmiuc

Liliana Cozmiuc
Liliana Cozmiuc
Liliana Cozmiuc
Liliana Cozmiuc
Gabriela Morosanu

Oana Draguta
Oana
Oana
Oana
Oana
Oana

Draguta
Draguta
Draguta
Draguta
Draguta

Electricite de France Yes, partially

DIE ERSTE
OSTERREICHISCHE
SPAR-CASSE
ANTEILSVERWALTUN
GSSPARKASSE

Yes

Yes
Not completed
No
No
No

No
Oana Draguta
Marinela Toma
Marinela Toma
Marinela Toma

IKEA

yes
partially
partially

Person with whom you did handover

Activities in scope
Forecast

Paul Aioanei

Cristi
Cristi
Cristi
Cristi
Cristi
Cristi

Overdue opps
Claims
Forecast file review
Forecast file submissi
Forecast call
Follow up with opps o
Ad hoc reports
Omega Actuals vs Fore

Gogu
Gogu
Gogu
Gogu
Gogu
Gogu
Monica Adam

ABP

ABT

TAM

Pipeline Management

Forecast

SCO/Other

Paul Aioanei

Forecast
Overdue follow-up

SCO

Account status presen

Paul
Paul
Paul
Paul

Aioanei
Aioanei
Aioanei
Aioanei

Paul Aioanei

Forecast Helper file s

Overdues process
Forecast
SCO
On demand reports
DQ follow-up
Forecast
SCO
On demand reports
DQ follow-up

Iordache Andreea

Aioanei, Paul

Forecast

Aioanei, Paul

SCO/Other

Aioanei, Paul
Aioanei, Paul

Pipeline Management
ABP

Aioanei, Paul

Andreea, Craciun

Forecast

Andreea, Craciun
Andreea, Craciun

ABP
ABT

Andreea, Craciun

TAM

Andreea, Craciun

Pipeline Management
SCO/Other

Andreea, Craciun

Paul Aioanei

Forecast
ABP
Overdue Project

Ionut Gabriel Novac

Forecast
ABP
Presentations
Opportunities history
Attend calls with AGM
Claims Submission

Claims Investigations
Revenue Reports
SFDC Reports
ABT
discussed so far - Fore

Gabriel Stoenescu

Iuliana Nitu

Forecast analysis

Iuliana Nitu

ABP

Iuliana
Iuliana
Iuliana
Iuliana

Nitu
Nitu
Nitu
Nitu

ABT
SCO
Pipeline reports
TAM

Iuliana Nitu

Andreea Iordache
Andreea Iordache
Andreea Iordache

Other activities

Forecast
ABP
SCO

Details on the activity

Forecast file sent weekly on Thursday and to be submitted by Friday EOB; no
forecast calls set
to extract a report with overdue opps and send notifications to owners/weekly
each Monday
investigate missing business and contact the AGM
weekly
weekly
every 2 weeks (attended one already as part of handover, to get used to the tool)
As a result of forecast call, if the case presents itself, in order for sales to update opps value or sales s
rare, they only need Cobra data
quarterly check
Provide contingency analysis(seasonality , YoY Growth)
How to queries - Data quality and questions around the process
Provide contingency analysis
How to queries - Data quality and questions around the process
Provide contingency analysis(seasonality , YoY Growth)
How to queries - Data quality and questions around the process
Provide pipeline analysis on main KPIs
How to queries - Data quality and questions around the process/ SFDC
Provide forecast analysis (WoW changes, forecast vs pipeline vs actuals)
Forecast Calls - maximum 30 minutes biweekly call
Provide account performance analysis (Won vs Actuals, Historical data etc)
How to queries - Data quality and questions around the process
. For Rolls-Royce and KPN nothing so far. The only thing I know from Vlad Daia
regarding the KPN is that the 0 hours that we had in the report we received from
GA Team was due to the fact that Vlad didnt had the time lately to manage this
accoun. So the AGM would actually need the support, I just have to find out a few
details on the quota in order to estimate a number of hours needed. I assume its
the same for Rolls-Royce, but I will find out more today

refresh report each Thursday morning,

call with Harri - should be each Thursday
submit report each week by Friday EOB
follow-up with opp owners on opp status for big deals
follow-up with opp owners on not qualified opps
run report each Monday,
follow-up with opp owner to fix opps

Won vs. Cobra analysis each month

follow-up with opp owner for HPON details were gaps are found
NORDEA Account team: Monthly 90 minutes Call - account status is presented,
AGM might ask for slides with pipeline details + presentation of slides during the
call
also I received invites for:
->PIPELINE CALL - Nordea - call with AGM manager
-> NORDEA Account team: Monthly 90 minutes Call
-> Philip Morris International- Account FCST & pipeline review (bi weekly) - cluster
call, not sure why I received Philip Morris invite and not Nordea

The Forecast Helper file is submitted by-weekly by the support and sent to Ana Grano via e-mail, high
By-weekly on Mondays: extract report with overdue opportunities and contact owners to have the clos
weekly review, monthly review, updated, submission
analysis, claims
revenue
overdue, qualification
weekly review, monthly review, updated, submission
analysis, claims
revenue
overdue, qualification
We had to do the handover but it was cancelled as Andreea mentioned that this
account will not be aligned to me and I will receive another one but for the
moment I dont have any information ( she told me a person from her team will
tell me what account I will cover)
Provide forecast analysis (WoW changes, forecast vs pipeline vs actuals),follow up
with the ISrs

Provide account performance analysis (Won vs Actuals, Historical data etc)

Overdue Reports
add Isrs with read/write access
these are the main activities,Paul has this account only for 2 months so he
doesnt know exactly the activities I will cover especially that the AGM will
change starting with January
Provide forecast analysis (WoW changes, forecast vs pipeline vs actuals),follow up
with the ISrs

Provide contingency analysis,Data quality and questions around the process

Provide contingency analysis
Provide contingency analysis(seasonality , YoY Growth)

Provide pipeline analysis on main KPIs

Provide account performance analysis (Won vs Actuals, Historical data etc)
forecast file - call with AGM, updates as per AGM's request, follow-up on
opportunities to find out status as per AGM's request
maintenance & updates as per AGM's request
send notification to ISRs with overdue opportunities (every Monday) as per data
pulled from Yotta
forecast file - call with AGM, updates as per AGM's request, follow-up on
opportunities to find out status as per AGM's request, knowing background of
every opportunity to be able to advise AGM in the forecast call
maintenance & updates as per AGM's request
specific presentations as requested by AGM
follow-up with opportunity owners to find out opportunity status
also provide details on different topics as requested

pulling out reports to find out order numbers or follow up with ISRs to get order
numbers, find out order details, gather all evidence necessary to submit claim
in order to find out values not existent in SFDC
for all countries & all BUs
in consultancy with AGM
forecast submission, forecast call, deal follow-up
Weekly calls & submission of the Forecast file. I understood from her that in the
weekly calls Ill strongly interact, besides Christian Aust the AGM for my account,
with Christian Keller the cluster VP for Nordics & Alps, also his assistant Ekim
Serifoglu - Strategy & Ops on N&A and Johnny Willis - the GA Finance on N&A. My
first call will be on 13th.
frequent requests - completion of the ABP & updates; We did not go into details
once a year; provided the last file
by request

claims
mentioned that she was not aware that our support will start on January 13th and
was expecting me to take over from 3rd of January.
Ill come back with extra details after our second meeting since we did not
complete the handover and only touched the surface of some activities
all the details about the forecast file and I was in a forecast call with the AGM
some TAM reports
some analisys around Won vs Actuals

update opps value or sales stage

to Ana Grano via e-mail, highlighting significant changes (if any) in the email body.
ntact owners to have the close dates changed.