Manager - Residential Real estate sales
Lodha Group
Total years of experience :10 years, 9 months
Lodha Group - International business
Manager - Residential Real estate sales ( April 2012 till date)
Currently handling Closing / Channel Partner Network / Exhibitions / Overseas activation for NRI Business in India and overseas markets. Prior to this was primarily handling locations including USA, Singapore and Dubai. Recently added new market is Africa - Nairobi, Kenya with team of 3-4 Sales Managers.
Responsibilities:
To evaluate the size of business from the NRI market and to create & execute a cogent market building strategy for overseas market.
To ensure enquiries and transactions for the projects identified from my role and activities through regular follow ups and meetings.
To create a strong and motivated Channel network who will consistently contribute to sales.
To meet and coordinate with Banks, HFC ( Housing Finance Companies), Wealth Management Groups and ensure business from the same.
To keep in regular touch and abreast with the respective sites dynamics.
To take ownership for all NRI customers and leads generated for better conversion.
To update on the happenings and events scheduled and plan a Sales calendar accordingly.
To keep abreast with relevant competition and their activities including price movements, construction activity and other sensitive information for the related projects.
To have complete know how of all special NRI focused Housing Finance documents and procedures to enable purchase of real estate in India.
Accountabilities and Activities:
To set up a network and base in key countries for the Sales Team to conduct road shows.
To empanel a strong Channel network who will contribute to the sales for specific projects.
To meet, motivate and ensure steady flow of transactions from the Channels and road shows conducted.
To liaison with various Indian Associations directly and set up base for the sales team to visit and transact.
To identify key mediums which will efficiently help in creation and execution of transactions.
To be the point of contact for the organisation in the region.
Standard Chartered Bank - NRI and Priority Banking
Relationship Manager ( Oct 2010 till April 2012)
Was Handling Powai branch which is newly opened. Prior to this was handling Santacruz - Centre point Branch.
Responsibilities:
RELATIONSHIP MANAGEMENT -
Build and deepen relationships with existing NR Customers to achieve increase in share of wallet and revenues.
Provide professional customer service to achieve a high percentage of customer satisfaction and retention.
Manage the portfolio to de-risk against attrition and achieve stability of book.
Have complete knowledge of the customer base in terms of the profile, demographics & psychographics and assets in the Bank and in other places.
Serve as the one-point contact to the High Net Worth customers of the Bank
SALES -
Generate new business to achieve defined targets in terms of no. of customers, volumes and revenue for the segment
Achieve the Targets set in terms of product mix
Induction of all new customers brought in by the Branches & Direct Sales team.
Achieve "best in class" productivity in order to maximize the efficacy of the sales process.
Achieve the budgeted cross sell targets.
Aggressive Sales call plans to acquire large prospective customers through referrals.
Ensure coverage of customer base in accordance with the approved contact plans.
Coordinate customer events for the branch along with the product team.
SALES MIS -
Update & maintain all Sales MIS (Calls, Prospects, Attritions, Business done, etc.)
Maintain and update customer information on WMS
RISK MANAGEMENT & COMPLIANCE -
Ensure full awareness of all policies and procedures issued in relation to money laundering prevention and KYC.
Ensure compliance with the above policies on an ongoing basis and reported any suspicious transaction immediately to the supervising officer.
Ensure full awareness of all policies relating to operational risk, sales processes, mis-selling, etc. and comply with the same. Read, understand and comply with all provisions of the Group Code of Conduct.
AXIS BANK, Mumbai - NRI Business
Relationship Manager (Dec 2008 till Oct 2010)
Handling a team of business development executives /service executives with a customer base of 4500 + accounts with a total savings balance of around 140 cr ( Inr)
Responsibilities:
Man Management -
Handling a team of business development executive ( BDE's) for new aquisition, generating new to bank clients from this team and other products from existing clients. Monitoring sales periodically from this channel and mentoring them.
Managing the team and productivity through proper profiling and value addition. Allocating jobs and rotation the same to develop back up for each job at the branch. Mentoring members thereby ensuring the timely achievement of group & individual target.
Customer Relationship Management -
Managing customer centric banking operations & ensuring customer satisfaction by achieving delivery & service quality norms.
Attending to investors/ clients (individuals/corporate clients) concerns & complaints and undertaking steps for effectively resolving them.
Interacting with the customers to gather their feedback regarding the products' utilities. Maintaining cordial relations with customers to sustain the profitability of the business
Marketing- Business Development and Crossell - Investment Advisory -
Handling PIS Business for HNI NRI clients through various channels like brokers, advisory, PMS and initiating new PIS business through new tie ups to enhance profitability.
Responsible for overall sales, service and backend processes related to PIS Business.
Managing marketing operations for various banking/ insurance products thereby achieving increased sales/maximizing profit.
Building brand focus, reviewing and interpreting market response to facilitate product growth Identifying prospective clients, generating business from new accounts and developing them to achieve consistent profitability.
Market various investment retail asset products of the bank like home loan and car loans.
Cross sell various investment products viz; life insurance, mutual funds, gold, forex, online trading etc.
Liaise with high profile clients and ensure investments in various products through the bank and Conduct financial review with the client on a periodic basis.
Update oneself on latest happening in the markets, products and services offered. Upgrade knowledge and skills for financial planning based advice approach for delivering effective services to the client.
Contact clients at a predefined frequency to keep in touch with clients and understand their requirements / issues if any and update him on markets / latest products, offers and specific product campaigns etc.
Appreciation received for adding up new HNI's to the total customer base.
Appreciation received for a few new tie ups done with Broking firms, Exchange houses and branding on NRI product through newspapers.
HDFC Bank, Mumbai - NRI Business
Relationship Manager (Sept 2007 to Aug 2008)
Handling a team of Relationship Managers and business development executive with customer base of 3000 + accounts and portfolio of 200 + accounts with a total value about 250 million USD
Responsibilities:
Handling 4 branches, team of BDE's and training new RM's onboard.
Monitoring and Mentoring RM / BDE channnel for quality sales and aquisition.
Participate actively in Branch Sales Planning to generate action plans for meeting targets.
Generate new Business via Sales Promotions, Presentations and in-branch contacts
Educating prospective and existing clients about the dynamics of the market, this could be used for financial gains. This would result in long lasting and respectable relationship with clients.
Analysis of HNW customers' needs and their accounts which helps in improve business opportunities and enhance customer relationship.
Carry out activities to achieve cross-sell targets for Equity broking/Demat/ FD/ LI.
Ensure sourcing of quality accounts. Maintain and develop existing and new customers through planned individual account support with strict adherence to KYC norms
Responsible for achieving productivity targets on Nos & Values
Organizing Promotions & tie-ups for sourcing HNI customers
Deepening the relationship through cross selling of family accounts
Was appreciated as best RM in two quarters on basis of third party sales ( Life Insurance and Mutual funds)
Was among the 5 RM 's to qualify for Incentives in all India HDFC - NRI team.
CITI Bank N.A, Mumbai _ NRI Business
NRI Senior Sales Executive (July 2006 to Sept 2007)
Internally was taken over from Citigroup Global Services.
Responsibilities:
Saving A.c Opening for NRI clients Based in UAE, USA, CANADA, UK
Fixed Deposits Opening For NRI clients based in UAE, USA, CANADA, UK
Maintaining the Existing customer Base, generating leads for mutual funds, Insurance and home loans.
Increasing the customer base resulting to increase in the bank revenue
Helping customers through various options available to transact with ease and generating references for new acquisitions.
Updating the customers with new options to invest and generating leads for other financial products.
Won a Trip to Bangkok for achieving the FD Targets ( Fixed deposits)
ICICI One Source Ltd, Mumbai
Senior Customer Service Executive (Feb 2005 to July 2006)
Responsibilities:
Solving customers Queries, Sales of insurance, loans, and foreign exchange.
Referring the queries to the relevant department.
Being a Mentor to new joinees within the team
Awared for sales on several occasions
Soft Touch Jewellers, (Dubai) UAE
Senior Sales Executive (Aug 2003 to Dec 2004)
Handling stores at Carrefour hypermarkets all over UAE.
Stock and Sales Report
Setting Up the Team target
Setting various Promotions to achieve Targets