Head Of Institutional Sales
Dar Al Takaful PJSC
Total years of experience :20 years, 1 Months
Job responsibilities:
• Responsible for setting up the institutional sales business encompassing bancassurance, new business initiatives, affinity programmes, dealership programmes and travel insurance
• Identify and liaise with third party product providers to develop and manage products with an end to end view
• Conduct comprehensive market and competitor assessments and develop marketing strategies & campaigns, in line with business requirements. Create and maintain all business & sales MIS for management consumption
• Build effective relationships with senior management, key influencers and top producers across channel partners
• Design incentive programs to drive sales and share industry best practices with internal and external partners
• Conduct and develop trainings for internal and external partners to enhance product understanding and business
• Design & improve relevant processes as well as monitor & ensure compliance with regulatory requirements
• Responsible for the development and performance of the institutional desk comprising of four members
• Manpower planning, recruitment, orientation and development of the recruits through on-job & in-house trainings
Job responsibilities:
• Heading the Singapore equity sales desk - Identify, develop and service India focused Foreign Institutional Investors
• Providing investment insights into the economy, while addressing specific investor requirements. Generate investment options (tactical, long term and trading) using inputs from the research team / external sources
• Structure and manage existing portfolio of FIIs by giving recommendation and advising on various external aspects
• Liaising with the research team to create and manage products and develop appropriate marketing strategies
• Conduct competition/ market analysis and manage MIS ( business and sales) to be shared with the management
• Co-ordinate corporate meetings/conferences with third parties for clients, to augment business relationships
• Manpower planning, recruitment, orientation and development of the recruits through on-job & in-house trainings
• Ensuring adherence to group compliance guidelines and audit requirements
Job responsibilities:
• Generate business from new / existing HNI clients, to achieve set revenue and liability targets
• Enhance the relationship value of clients by providing financial advisory & working capital solutions
• Structure portfolios for clients, ensuring a proper mix of various asset classes like structured products, bonds,
third party funds, insurance, forex, etc. in synch with the client’s interest and risk aptitude
• Liaise with all third party product providers to organize workshops/seminars to develop customer awareness
• Coordinate with the central product team for new product development and update management with sales MIS
• Responsible for the performance of the acquisition team (consisting of 2 branch relationship managers)
• Ensuring acquiescence with HSBC compliance standards and regulatory requirements
J &K Enterprises was an entrepreneurial venture set up in June 06 to focus on key process outsourcing for Banking Institutions (ICICI & HDFC) in the Sales and Collections area managing a 50 man team.
Areas of Operation:
• ICICI Bank Collections (Credit Cards) - Cheque Pickups for X+ Days, 30+ Days and Referrals
• HDFC Bank Collections (Credit Cards) - Soft Calling & Cheque Pickups for X+ Days and Referrals (Portfolio Handled - INR 50 Lacs plus)
• ICICI Bank Sales (Personal Loans) - New Retail Originations (INR 1Cr plus pm)
Headed the Mumbai operations for Mutual Fund Sales (team consisted of six Business Development Executives). Have also set-up the Mutual Fund Distribution Desk for B&K Securities at Delhi, where it is known as PNR B&K Financial Products Pvt. Ltd.
Job role encompassed Key Account management for Very High Networth Individuals and Corporates (advise on areas of investment and monitor performance of portfolio consisting of Equity and Mutual Funds) and Business Development (Identify potential clients and convert them into active investors).