Head- Business Intelligence
Emirates-NBD Bank
Total years of experience :26 years, 11 Months
*** Responsible for CRM, Segmentation, MIS, Analytics & Market Research.
Managing the Product (Islamic & Conventional), Portfolio & Proposition for Wealth Management- UAE, Qatar, Egypt• Managing the Product (Islamic & Conventional), Portfolio & Proposition for Wealth Management- UAE, Qatar, Egypt
*** Business Head of the Largest Retail Assets Portfolio in the GCC of Personal Loans & Overdrafts: Responsible for Profitability, Sales- Acquisition/ Retention, Marketing Campaigns, Credit Policy, Analytics, Systems.
*** CRM: Manage & execute multi-channel, multi-Segments/ Products (Assets & Liabilities) cross-sell Campaigns.
*** Segments: Manage different Segments of the Consumer Bank & increase Customer base & product penetration across credit products (loans, credit cards, overdrafts) & deposits (accounts, term deposits, investments).
*** BancAssurance (BA): Manage & grow the BA Portfolio to garner incremental fee income for the Bank.
*** Market Research: Manage the Research function to provide critical business insights & recommendations.
*** Analytics: Generate key Customer & Product level actionable MIS & Analytics.
*** Professional Accomplishments: Excelled across all KPIs & secured Outstanding Performance Rating for 2006 & 2007.
*** Relationship Management & Business Development: Manage a portfolio of corporate accounts in diverse sectors & meet their entire gamut of business needs- funded & non-funded facilities, transaction banking (trade, cash), FX, wealth management, retail products for employees, etc.
* Exceeded ambitious business volume & revenue targets by maximizing wallet share from each account & ensuring effective utilization of approved facility limits.
* Booked new accounts whilst ensuring compliance with stringent risk-reward parameters.
* Built strong relationships with clients to ensure in-depth understanding of their businesses to reduce risks & maximize earnings.
*** Credit Analysis: Monitor accounts & structure facilities through periodic review process involving rigorous analysis of all relationship parameters.
*** Restructuring/ Recovery Role: Formulate appropriate exit/ watch strategies for high credit risk accounts as well as ensure repayment/ restructuring of dues from sub-standard accounts.
*** Professional Accomplishments: Year-on-year secured Significantly Above Target/ Above Target Performance Ratings.
***Product Marketing (Cards, personal/auto loans, investments, transaction accounts):-
*Usage, loyalty & retention programs; Product development based on Consumer trends & competitive landscape analysis to enhance acquisition & revenue
*Campaigns targeting the Right Customer segments at the Right Time with Right Offers- Increasing profitability esp. unprofitable Customers, card dormancy/low-usage/enhancing spend, easy payment plans, limit increase, event-triggers for fresh loan/top-up/run-off, attracting lost-to-competition Customers, etc.
***Database Marketing (End-to-end Campaign Management):-
*Increase cross-sell ratio & response rates to campaigns while managing the cost of acquisition & targeting through the most appropriate conventional/ alternate delivery channel(s)- Direct Mail, TeleSales, Branches, Field Sales, e-mail or sms
***Credit Policy (For personal loans & credit cards):-
*Formulating credit policies- basic product policies, deviations for postponement, topup, additional salaries, credit limit increase, etc & supporting analysis
***Channel Management (Across branch network, ATMs, call center, IVR & online):-
*Analysing Customer channel usage across the delivery channels- Initiating programs for migrating higher cost channel users to alternate low cost channels
***Analytics & MIS (For Marketing, Sales, Credit & Operations):-
*Lead the Knowledge Marketing Team- Retail Bank’s knowledge “powerhouse” & provide proactive, insightful analysis across all portfolios & also for financial planning & budgeting for Marketing & Sales, transaction/processing analysis for Operations, Customers delinquency & credit policy related analysis for Credit
***Professional Accomplishments:-
* Successful development of a Customer Profitability Model & roll out of CRM application
* In Yr 2003, contribution of AED 25M to profitability
* Growth of x-sell ratio by 10%; Campaign response rates of over 15%; Sales of over 15, 000 C.Cards; Loans of AED 250M
MBA in Finance & Marketing from IIM Lucknow, India CGPA of 7.1/10 Rank 15th in a batch of 120
B.E. in Electronics & Communication 1st Class with Distinction