Sanja Gogova Kochishki

• Ensured the alignment and integration of the annual planning and budgeting process with the strategic plan where making sure the ongoing work is according to the short and long term plans for the whole group. Mentoring and evaluating the progress and performance of the 8 business units(companies) and projects for 3 Countries (Macedonia, Kosovo & Albania).
• Own the process of reporting to the Board members (owners) on the strategic directions, performance and potential risks for the whole group, as well as communicating the strategic plan and results with General Managers of each company and external stakeholders.
• Handled the long-term financial planning, including the funding structure, capital allocation, and cash flow management, for the whole group, as well as reviewing the annual financial reports and providing recommendations for improvement with the financial department.
• Led the new markets penetration initiatives, identifying and assessing the opportunities and threats for entering new markets, developing and executing the market entry strategies and plans, and ensuring alignment with the strategic plan and objectives.
• Managed and supervised the day-to-day operations of the corporate center, coordinating the inter-departmental activities and ensuring the efficiency and effectiveness of the corporate functions and services.
• Compiled and delivered the performance reports, using various metrics and indicators, to measure and demonstrate the impact and value of the strategic planning and execution for the whole group

Achievements:

• Recruited and built a competent team of key experts for each business unit, enhancing the capabilities and competencies of the group ( Macedonia, Kosovo & Albania)
• Led the biggest projects in the corporation, from proposal, budgeting, building teams and building business plans to ending, delivering high-quality results and outcomes for the group and the clients.
• Established a new business unit in manufacturing, from negotiation to closure of the deal, expanding the portfolio and the revenue of the group.
• Successfully established corporate governance policies, procedures, and processes to achieve the strategic goals and enhance the reputation of the group. This included policies and procedures for risk management, internal control, audit, disclosure, reporting, remuneration, and stakeholder engagement.
• Managed to adopt a code of ethics and conduct that set the standards and expectations for the group's behavior and culture. The code covered topics such as integrity, honesty, respect, responsibility, accountability, and sustainability.
• Monitored and evaluated the effectiveness and outcomes of the group's governance practices and procedures, and made improvements as needed. This involved conducting regular reviews, audits, surveys, and feedback sessions, and reporting the results and actions to the board and the stakeholders.
• Mastery of successfully signing a 5-year cooperation agreement with one of the core principles for 3 regions in the distribution company. Hold the process of establishing a new office in the country of Albania from legal establishment to the recruitment of the key management team.

• Proficiency in the monthly sales target objective for a defined region, as well as building the client base in new regions, by developing and leading client presentations and proposals.
• Boast the internal proposal development process and timelines, ensuring the quality and efficiency of the proposals and the alignment with the client needs and expectations.
• Managed the business development marketing activities, by organizing trade fair in London and collaborating with the marketing team to create brochures, web content, and presentations, to promote the products and services of the company.
• Keep the knowledge and understanding of the operational environment where the products were implemented, ensuring the compliance with the regulations and the standards of the industry.
• Collaborated on a daily basis with the internal sales and operations teams, with the task to identify and develop project-focused opportunities, as well as to coordinate and support the project delivery and realization.

• Effectively managed a team of over 200 employees in 4 countries (Macedonia, China, Ukraine and London), overseeing the operations, performance, and development of the team members and the business units.
• Developed a strategy to increase revenue and profit in all areas of the business, in accordance with the growth plan, as well as developing and driving a clear commercial strategy that was aligned with the strategic objectives of the business with the executive team.
• Developed and embedded operational standards to achieve solid retention and growth performance for the site, as well as ensuring the quality, efficiency, and effectiveness of the products and services.
• Built relationships with customers and partners to maximize the business interests, as well as identifying and developing business opportunities for added value services with existing customers.
• Led people through demonstrating key behaviors, holding accountable to the company values, incorporating impactful and skilled monthly reviews, team briefs, and performance management practices.
• Passion for the customer, and enjoyed interacting with the one to one and ensuring an unforgettable experience.
• Fostered change in company culture to be more open, transparent, and accountable, by implementing new policies and procedures, as well as encouraging feedback and innovation.
  
  • Achievements:
• Executive member of the Board and member of the committee for corporate strategic decisions, providing input and direction for the business growth and sustainability.
• Hold the agreements with key clients, such as Disney, Marvel, Buster Nordic, Baby First, Oxford University Press, etc., by developing and executing effective sales and marketing strategies that increase the market presence and share of the company.
• Increased revenue by over 70% in a 5-year plan by implementing a new product development and innovation strategy, as well as optimizing the pricing and distribution channels, that enhanced customer value and loyalty.
• Developed organizational structure and procedures for continuous performance delivery and digitalization process, by establishing and managing the reporting system, as well as the quality control and improvement process, that ensured the excellence and efficiency of the products and services.
• Implemented GDPR, by conducting a comprehensive assessment and audit of the data protection and privacy practices and policies, as well as developing and executing a GDPR compliance plan and action, that ensured compliance with the regulations and the standards of the industry.
• Successfully implemented a 4.5-year EU-funded project: a digital platform with personalized learning technologies to support reading skills (Dyslexia ), by leading and participating in the project team, involving various stakeholders, such as the University College of London.
• Part of the product team for developing new products per market needs, by conducting market research and analysis, as well as designing and testing new features and functionalities, that met the customer needs and expectations.
• Exhibitor at Bett Show (B2B), Excel London, by showcasing and demonstrating the products and services of the company, as well as networking and building relationships with potential customers and partners.
• Empowered the AI development team(Artificial Intelligence team), by integrating and applying AI technologies and tools, such as natural language processing, machine learning, and computer vision, to enhance the innovation and efficiency of the digitalization process of products and services.

• Mastery in developing a detailed project plan through monitoring and tracking progress, as well as ensuring smooth handover from sales to consultants, and ensuring projects adhered to frameworks and created and maintained comprehensive project documentation.
• Competence in defining project scope and objectives, involving all relevant stakeholders and ensuring technical feasibility, as well as maintaining and monitoring project plans, scopes, costs, project schedules, work hours, budgets, and expenditures.
• Ensured all projects and services were delivered on time, within scope, and budget, as well as assessing project risks and issues and providing solutions where applicable.
• Chaired and facilitated meetings where appropriate and distributed minutes to all project team members, as well as providing project status and report backlog updates to customers and the head of professional services.
• Consultant collaboration: delegated project tasks based on individual strengths, skill sets, availability, and experience level of team members, followed up on important actions and decisions from meetings, documented and followed up on important actions and decisions from meetings, budgeted, sent weekly time expenditure and budget reports to clients as they related to the project, and tracked project performance and success.
• Managed relationships with clients(the role of the first level of communication) and measured project performance.

• Delivered projects to the business in collaboration with the stakeholders, clients & end-users. Proficiency with project team members, business customers, and international clients such as BMW.
• Coached and empowered the team for self-management and continuous improvement.
• Held the team accountable for deliverables and promoted a productive and open work environment
• Planned resources to ensure achievable plans
• Arranged and prepared agendas/minutes/actions for project meetings
• Reported progress on all active projects
• Continuously improved the program and project management process for successful delivery

• Developed comprehensive project plans, including scope, timeline, and resource allocation. Ensure all stakeholders have a clear understanding of project objectives mainly for banking software.
• Identify project risks and develop risk mitigation strategies. Proactively address issues to minimize disruptions and delays
• Keep regular communication with clients, team members, and other stakeholders. Provide timely project updates and ensure that all parties are informed of project progress
• Set up the quality control processes to ensure that project deliverables meet the highest standards.
• Allocate resources effectively and efficiently to ensure project success. This includes assigning tasks, managing workload, and identifying resource needs
• Maintain accurate project documentation, including project plans, reports, and other project-related materials
• Establish strong relationships with key stakeholders within the business and act as the primary point of contact and address any concerns or requests promptly from the banking sector.
• Seek opportunities to improve project management processes and methodologies. Share best practices and contribute to the growth and development of the company

• Specialized in banking loans and credit card services
• Preparing proposals of loans, credit cards, analysis
• Coaching the colleagues from branches all over the countries of customer care relations, application procedures
• Part of the team for implementing new products or new services
• Exhibitor in the local big events

Projects:

• Part of the team for Implementation (products from NBG Group):
• Banking software
• OK credit card
• Visa Vero credit card
• e-banking software