International Consultant, Banking Specialist
International Finance Corporation
Total years of experience :31 years, 5 Months
Working in coordination with Financial Institutions and regulatory agencies, I have successfully
- developed and helped implement Access-to-Finance initiatives for Financial Institutions in Pakistan, Middle East, South & South East Asia
- Set up and managed Organizational Development and Transformation Projects for FIs to build capacity for better serving MSME segments
Countries: Saudi Arabia, Jordan, Oman, Pakistan, Sri Lanka, Bangladesh, Vietnam, Cambodia, Myanmar
Advisory Assignments:
Organizational assessment, strategy and Business Plan development:
Eco-system analysis to identify key market players/influencers and determine segment size and growth opportunity
Identify potential customer segments and develop relevant target segment definitions and profiles
Analysis of secondary market data and client portfolio mix (by segment), including any regulatory requirements
Assessment of client capability to effectively deliver services to the target segments, and recommendations on addressing any gaps
Business plan and P&L budgets for SME Business
Qualitative research across male and female MSME segments to determine financial needs, challenges and behaviours - design, execution and report
Project operational support for organizational transformation and change management:
Project Management Plan, including project charters, implementation plan with timelines, resource requirements and Key Performance Indicators
Project Budgeting, including required investment and revenue projections to determine financial feasibility
Development and operationalization of Project Management office, including staffing requirements, roles and performance management guidelines
Change management workshops for stakeholder engagement
Organizational design aligned with strategy and business model:
Overall organization structure and HR framework, department mandates and individual roles
Head office functions, branch and distribution networks for SME Banking, Micro and retail business
Job descriptions, including capability requirement and performance management parameters
Operating procedures including decision making mechanism
Staff training for capacity building in targeted skills - sales & customer management (including women customers):
Capacity needs assessment and staff skills gap analysis
Training content development based on staff assessment
Conducted classroom-based training sessions
Conducted post training assessment of learning effectiveness & coaching
Branch and sales network design optimization:
Current state assessment of existing branch network, organization structures, operational procedures considering business strategy and market indicators
Gap analysis and benchmarking against global best practices, to establish desired end state
Developed branch network design, location and staffing policies based on agreed strategy and business plan
Support for implementation of transformation plan for the branch network
Developed products to meet segment financial requirements as well as non-financial needs:
Detailed product features, policies and operational manuals
Product profitability model, based on market potential
Sales & service delivery and management processes
Product training content and workshops
Product branding and marketing support campaign
Capacity Assessment of Balochistan Education Department and its various attached organisations - funded by UNICEF, 2013-14
- Capacity gaps assessment of the department and recommendations on improvement
- Developed recommendations on teacher deployment and supervision
Capacity development plan for Directorate of Education Federally Administered Tribal Areas (FATA) - funded by GIZ, 2014-15
- Developed the capacity development strategy and implementation project management structure
Organization design and capacity building for performance management - Breakout (leading clothing retailer) - currently active
- Overall organizational capacity assessment - structure, processes, training needs
- Organization structure, sales and service capacity building
Head of Business Transformation:
Developed and rolled out the bank’s key transformation initiative; leading project design, execution and tracking across multiple functions - SME Banking, sales training & development, staffing performance optimization, service quality
Conducted detailed assessment of branch processes and transactions to identify opportunities for efficiency enhancement, resource optimization and service improvement
Successfully managed training and implementation of the sales model across 400 branches, covering 1, 400 frontline & leadership staff
Carried out branch operations processes re-engineering resulting in resource saves for the bank through process redesign, including centralization of activities
Process optimization initiatives resulted in improving sales to operational staff ratio from an average of 1.5:9 to an average of 1:2.5
Branches covered by the program grew in deposit & cross sell ratio and service levels improved by 20% across the branches
Re-engineered credit application & review processes to enhance process efficiency and improve controls
Lead the development of the SME credit factory design & set up for commercial banking
Head of Consumer Lending:
Managed a multiproduct portfolio of retail and SME lending products across the country, with responsibility for sales, product development, customer onboarding and management, leading a team of over 1, 000 staff
Ensured business growth in an intensely competitive environment, improving sales and operations productivities & portfolio yield to ensure revenue achievement
Implemented policy and process changes, to effectively address outstanding regulator’s audit observations
Country Business Head, Secured Lending & Business Banking:
Developed the ABN AMRO SME business unit as part of a regional initiative for Asia
Enhanced and managed the mortgage portfolio, ensuring improved yield on the asset book
Created a strong service and customer engagement culture, reversing a downward trend and significantly improving service level indicators
Unit Head, Operational Risk:
Managed the operational risk for consumer assets, consumer risk, branch banking, central operations, HR, & IT
Developed the Operational Risk Management training module for the bank and conducted training for the branch and operations teams
As member of the Prime & ABN AMRO integration task force, lead the operational risk management initiative for the technology platform & operations processes
Revamped and streamlined report gathering and monitoring of operational risk events & losses, improving report timelines & information quality
Marketing Manager, Retail Banking:
Initiated and managed the change-over of the bank’s corporate visual identity, significantly improving branch outlook and visibility
Lead the process re-engineering and documentation initiative for the bank as part of the transformation team
Managed the bank’s deposit product portfolio, ensuring growth through new product development and deposit acquisition campaigns
Developed and launched the bank’s current account product, building its portfolio share from 6% to over 20%, thereby reducing the bank’s overall liability costs
Developed and launched Union Bank’s remote banking products - customer contact center, ATM services, debit cards, online transaction services
Business Manager, Mortgage Finance:
Managed the mortgage asset book growth, revenue & profitability, product development marketing & customer engagement
Improved loan acquisition & approval processes to reduce turnaround times and enhance acquisition quality
Built a mortgage portfolio of over USD 100 Million in housing & business finance
NTM was the 1st private sector TV network in Pakistan. As GM of operations, significantly improved the channel’s program ratings, dominating most primetime slots and lead NTM into live sports telecasting.
With Orient McCann, I lead the advertising business & creative team for the Coca-Cola Corp.
Lead the setting up of the company’s marketing and sales structure.
Managed retail sales, developed & executed new product plans; both strategic and tactical sales & advertising campaigns.