Sanjeev Pathak

1. Vice President | Head Client Engagement - Personal Banking (Mar' 2012 - Present)
2.Vice President & Head Credit Cards Product & Portfolio Management

• Product Innovation - Creator of "SuperSaver Packs" concept - a 1st of its kind in the Indian Banking
industry. The Packs are theme based, 3rd Party & Proprietary Product combos, packaged & sold over the counter. The Bank has launched 6 Pack combos & the concept has won accolades in global forums.
• Lead the Customer Lifecycle Management strategy of the Retail Bank - Customer On boarding,
Activation, Cross Sell - Balance, Wealth & Asset Products and Product Switch strategies. Business owner of the resultant Cross Sell revenue & Balance sheet targets.
• Leveraging multiple technology & CRM platforms to intervene within identified Client clusters via varied
delivery channels like Digital -ATM's & Net Banking, Call Centers - Inbound & Outbound, Branch Banking
channels - Relationship & Lobby Managers to drive Cross Sell, Cost Save & Client engagement initiatives.
• Developed & executed Segmentation models for Lifecycle Management of the Savings Portfolio,
identifying & targeting actionable Pockets basis their Transaction/Balance - Cross Sell/Product Holding
behavior, to optimize Cross Sell & Balance build up opportunities.
• Launching the Credit Card Product Program: As the only employee besides the Business Head, developed Project Plans, Business Plan, Revenue Forecasting models for launching the Cards Business.
• Business integration of the acquired Deutsche Bank Credit Card portfolio, Formulation of Business & operating Plan, Negotiating launch support Budgets with Visa Inc.
• P & L Management - Entire Portfolio Revenue stream responsibility.

IndusInd Bank, Gurgaon (March '2011- Present)

Royal Bank of Scotland N.V (Formerly ABN AMRO Bank) (August '2008 - March '2011)
AVP & Head | Portfolio Management - Credit Cards.

• Managed & led the entire Credit Card Portfolio programs - Activation & Dormant Win back, Card Retail
Usage, Retention & Attrition Management, Balance Repricing, Loan & EMI conversion Programs.
• Deep expertise in various Credit Card Reward Programs - Reward Point Pricing & Balance Provisioning
methodologies, targeted Rewards Burn & Earn campaigns, Rewards aggregator & Partner Management.
• Expertise in Opportunity Sizing, Customer Base Segmentation basis historical behavior, Cost & Revenue
prediction, Test-Learn & Scale up campaigns basis empirical results.
• Adept in analyzing huge volumes of data to develop forecasting Models. Key Models developed include -
Business Revenue Prediction, Spend Forecasting, Profitable Rewards Strategy & Transactor Profitability.
• Business Planning - Forecasting P & L Revenue & Cost numbers for the year & modeling the impact of strategic changes on financial performance.
Achievements
• Launched The Season promo for 2008 & 2009, the promos leveraged customers' behavior of spending on select Merchant categories during the Festival Season to derive a Cost: Income efficiency of sub 40%.
• Executed a series of targeted International Spends campaign to beat the industry for three quarters in a
row on contribution of international spends to total spends.
• Increased 180-day activation rate from 70% to 76%.
• Increased the Loan book size on the "Cards Portfolio" by over 50% within a Year of taking over. Ensured
healthy IRR & tenure mix on the Loans Book.
• Launched "Points + Pay" Program to burn high cost reward points against highly discounted Merchandise.
• Conceptualized & launched a fee based enrollment program "Weekday Rewards" on select Merchant
Categories, to counter Reward programs offered by competition.
• Launched the "Titanium - One" Credit Card. Proposition Planning & benchmarking, Revenue forecasting,
Card Design finalization & Operational roll out.

Product Manager | Strategic Alliances - TATA Cards (Mar’06 - Dec’ 07)

(A White Label Credit Card between SBI Cards & TATA Sons)
India’s first & most comprehensive Credit card cum loyalty program with 21 participating companies including Tata Motors, Tata Tele, Tata AIG, Ginger hotels, TAJ Hotels, Croma, NDPL, Titan, and Tanishq.

Responsibilities
• Managing Card Plastic design & new BIN set up with MasterCard.
• Managed from scratch the entire project of setting stand alone loyalty functionalities on Credit card - a first of its kind for any card issuer across the country.
• Creating a Separate Website for Tata Cards - with 3rd party agencies.
• Executing “On - Us” Card acceptance process at diverse TATA merchant outlets.
• Developing Partner Company specific Credit Programs for Application sourcing, in Store Formats & alternate Sourcing on company databases, ensuring right Profile & Product mix is sourced.
• Managing the Entire BTL communication for the product line. This involved active coordination with marketing agency & external Vendors.
• Reporting / MIS: Creation of partner specific reporting formats to track Spends/Transactions/Loyalty accrual/Redemption for each participating company & subsequently each outlet.

ICICI Bank (July '03-Oct '05)
Started as Sales Manager - "Overdraft against Cars" for Mumbai. Was promoted as Area Sales Manager for
Mumbai in April 2005.
Responsibilities
• Product Launch across Mumbai - 1st location in India.
• Launched & set up the sales channel for the product across 4 locations in Maharashtra - Pune, Nasik,
Nagpur & Mumbai.
• Developed from Scratch the entire retail sales channel in Mumbai
o DSA ( Direct sales agency) Network with 30 DSA's
o 5 Direct Sales Team with team strength of 30 each (150 FOS across Mumbai)
• Developed alternate lead sourcing network: HPCL petrol pumps, liability Branches.
• Monthly target allocation between various sales channels & managing Cost of acquisition.
• Arresting Sales force attrition & ensuring motivation levels within the large sales team.
• Competition Tracking: Personally managing relationship with key competition channels. Market
intelligence on competition product & their channel movement

• Adjudged to be amongst the Top 3 Sales Managers in the country for two consecutive years.

Sify Ltd. (June, 2002-July 2003)

Joined as Management Trainee & worked in the Roles of Territory & Franchisee Manager, Hyderabad.
Responsibilities: • Sales of "Sify Online" & Prepaid Internet Telephony packs through Non IT Retail Channel (FMCG outlets)
• Managed 3 Distributors for "Sify Online", covering entire Hyderabad's Non IT Retail market. Responsible for Primary & Secondary sales numbers.
• Managed the operation of 31 Sify Iway cyber cafes through Franchisees to Increase walk-ins & Usage.
Was Responsible for Browsing & Voice revenues of the cafes.