Vice President - Sales
ENAM Asset Management Company Private Limted
Total years of experience :21 years, 4 Months
Role Brief - Responsible for Client & Channel Partner Acquisitions and driving sales in the private banking and Family offices segment PAN India
Key Areas of Focus:
• Provide ‘Investment Strategy & Advisory’ support to private banking and family offices; Driving sales volume through the private banking segments, family offices and select financial advisors across India
• Actively pitch & acquire client mandates
• Conduct client portfolio reviews
• Face of the private bankers and family offices in pitching and closing sales with UHNI Clients
• Accountable to sign up new Channel partners with Private Banking capabilities and drive sales
Since September' 2008 with PineBridge Investments Asset Management Company India Private Limited, Mumbai
(Erstwhile AIG Global Asset Management Company India Private Limited)
Profile - Heading the business development vertical with additional responsibility of sales across multiple verticals
(Retail, Corporate/Institution, & Private Banking)
Designation: Head - Sales Coordination
Notable Achievements
• Ensured effective communication and hand holding of Channel partners during 2008 crisis arresting negative sales and rebuilding the assets from thereon
• Received a letter of appreciation for contributing significantly towards the growth in Assets Under Management in 2011- 2012
• Designed and executed 'PineBridge Open' series which resulted in a record sales in 2013
• Multiple investor/distributor presentations conducted through my tenure
Key Result Areas:
• Serving as Single Point Contact for all channel partners for product and commercial discussions
• Responsible for channel sales for Wealth/ Private Banking, Corporate/ Institutional Space and Retail
• Working in coordination with Product & Research Teams across Banking and Distribution domain as well as with Sales,
Compliance, Product and Operations Teams internally to facilitate and enhancing sales
• Handholding the Sales Team and involved in: o Generating sales by initiating product tie-ups across various distribution outfits
o Handling Internal Sales Database Management and was part of the key team for setting & monitoring sales targets
o Devising & implementing sales and marketing strategies to drive sales
o Conducting multiple investor/distributor presentations
• Interfacing with the Marketing Team as a Lead Member of the Client Engagement for: o Creating new marketing material
o Driving client/distributor friendly initiatives
• Ensuring research/ product level interactions and liaising with: o Research Team for fund positioning, providing market information, creating product notes along with fund
Management & Marketing Team and facilitating fund manager interactions
o Product Team for tie-ups, driving sales promotional campaigns, due diligences and product recommendations
o Interactions with global portfolio managers to facilitate launch of products in India
• Drafting & Executing Service Level Agreements for empanelling distributors for transacting online
• Coordinating with the Operations Team for: o Executing brokerage computation & pay outs and resolving all service related issues
• Liaising with Compliance Team for: o Executing all due diligence & RFPs
o Ensuring regulatory compliance of documents to be shared internally and externally
• Deftly designing and rolling-out the contests for distributors & the Sales Team and commercials for all channels
• Competition tracking to ensure proper placement of the products on a stronger platform
February '2005 - August' 2008 with Sundaram Asset Management Company Ltd
(Erstwhile Sundaram BNP Paribas Asset Management Company Ltd.), Mumbai
Profile - Heading the Mumbai banking channel sales with additional national responsibility to liaison with central
product & research teams of banks
Designation - Asst. Vice President - Sales (Head - Banking, Mumbai)
Notable Achievements
• Was instrumental in achieving a record sales of over INR 200 Crores by one of the largest banks during a fund launch
• Activated key banking verticals resulting in record sales
• In recognition of performance, was promoted 2 levels higher to Head sales for the banking vertical in Mumbai and manage the product & research teams in banks for India.
Key Result Areas:
• Deftly carried out channel management sales across the banking vertical along with the Sales Team and was promoted as the Vertical Head for Banking;
• Lead a team of 5 members to manage entire sales operations for Mumbai region: o Priority/Private Banking/ Wealth Management Segment of Banks & National Distributors
o Product Team of Banks & National Distributors
• Contributed to incremental movement of assets under management through acquisition & client retention
• Actively organized: o Events for new/ existing channels to acquire/strengthen the relations
o Product Training for Distributors and New Recruits
• Introduced dialogue procedure with new & existing segment of Distribution Houses to incorporate products in list
• Worked in coordination with Product Teams across banking and distribution domain
Previous Experience
May '01-May '03 with Entrust Security & Allied Services, Bengaluru
Profile - Lead the sales team & penetrate new accounts
Designation - Manager - Marketing
Key Result Area
• Responsible for business development and client retention
• Proactively worked with the Sales Team to penetrate the security market
• Responded to the RFQs & involved in the preparation of quotes
• Handled negotiations and settlement of business and involved in customer complaint management
• MBA (Marketing) from ICFAI Business School, Mumbai in 2005
• Bachelors in Business Management (Marketing) from National Institute of Management & Information Sciences, Bengaluru in 2001 Others: • NSE Certification Qualified AMFI (Advisory Module) • Beginner Module for Six Month Course from Aptech in 1998 Trainings • Underwent various Soft Skills sessions at PineBridge Investments Asset Management Company India Private Limited
