VEENU KANTROO

Responsible for conceptualizing and implementing the strategic plan to steer top line growth and bottom line delivery for the SME lending & Supply Chain Finance Products.
Deliver Strategy improvements which enable the Bank to meet its strategic goals, while remaining within the stated Risk Appetite and relevant limits.
Design New Products in line with business strategy and continuously improvise on existing offerings, to deliver right product line to right customer while ensuring net income.
Responsible for developing and maintaining Credit Policy Risk Policy requirements and Credit Risk Appetite.
Manage the development and implementation of Credit Risk business requirements, and work with relevant stakeholders to ensure that the Credit Risk policies are successfully implemented.
Utilize the data warehouse to develop, produce and evaluate statistical analysis/models that will help in optimizing policy and the risk: reward relationship within Risk Appetite.
Deliver Strategy improvements which enable the Bank to meet its strategic goals, while remaining within the stated Risk Appetite and relevant limits.
Ensure that the Bank’s initiatives, such as product development for this segment, have adequate Credit risk Management Input.
Monitor changes in Credit Risk Regulations and Standards set by Regulator (SAMA) and propose changes in the Credit Review process to achieve the necessary compliance.

Build up capabilities to sell Mortgage products across locations by implementing sales strategy PAN India to deliver net income in compliance with organizations goals.
Responsible for conceptualizing and implementing the strategic plan to steer top line growth and bottom line delivery for the Mortgage & Inventory Funding Product.
Design New Products in line with business strategy along with the risk teams and continuously improvise on existing offerings, to deliver right product line to right customer while ensuring net income.
Understand competitive landscape and market dynamics to ensure pricing, business process & policies are in organization’s best interest.
Conduct regular and detailed business reviews with team, to ensure business strategies are executed and to explore and identify new sourcing avenues and channels. Also responsible for managing growth and profitability of the channel.
Managing & driving the Sales team to achieve the Stipulated Targets with desired yields / other Income generation / Cross sell and keeping the Cost of Acquisitions within budgets.
Measure the productivity and efficiency level of sales team closely and initiate corrective action, leading to higher revenue per employee and initiate process improvement measures to ensure better productivity leading to superior customer experience
Responsible for the quality of business acquired/portfolio, work closely with credit teams to take necessary corrective actions.
Responsible for ANR, NIMs, PBT of Mortgages and Inventory Funding.
Responsible for Policy and Product changes in Mortgages and Inventory funding.
Handling Cross Sell initiatives and thereby reducing the Cost of Acquisition.

Part of the core start-up team recruited for National launch of Retail Asset business.
Rolled out every product variant under mortgages (Loan against property) within a span of 4 months from the assignment date. Products targeting self employed customers with focus on building PSL portfolio.
Designed and driven the entire product program/policy, distribution, process management, pricing, productivity and the overall strategy for the mortgages & Machinery loans division.
Generating the desired level of Sales volume through channel management, ATL/BTL and other distribution channels.
Conduct cost and profitability studies of customer groups and loan types.
Analyze strategy and customer credit risk performance.
Assist in establishing, monitoring, evaluating, developing and implementing strategy/policy.
Portfolio monitoring and tracking.
Segmenting the portfolio basis Return on Assets (ROA).
Analytics & MIS support for all policy changes.
Drive SME Business and Retail Business by leveraging relationship with manufacturers of Machines & Equipments.
Development of market intelligence, benchmarking policies & best practices with competition.
Development & Implementation of location specific & need based underwriting criteria and Retail Programs.
Driven key strategic initiatives and built a robust and sustainable business model
Trained the team on all products and processes across the country to bring in greater efficiencies and strategic direction.
Profitability orientation (P&L ownership) has been ensured by following innovative and best industry practices right from inception of the business.

DHANLAXMI BANK LIMITED: (April '10 ~ till Date)
As Head Sales - Branch sourcing (Mortgages, Gold, Education, Unsecured, Vehicle loans, Credit Cards) & Product Head - Inventory Funding & Car Loans - (Associate Vice President)

Responsible for: • Driving top line numbers of all Retail Assets Products i.e. Mortgages, Gold, Education, Unsecured, Vehicle loans & Credit Cards through Pan India Branch Network of 275 branches.
• Hired, developed, retained and managed branch sourcing model through Pan India team of 4 Regional Heads, 20 Sales managers & 60 off roll executives.
• Developed dynamic centralized Branch lead management system for each retail asset product, owning up the P&L, sales productivity, various financial & hygiene parameters to achieve profitability mandate in each product.
• Achieved 20% penetration of 2 or more retail asset product to eligible branch clientele within first 4 months of business operations.
• Customized Product Policy & Program, Tie-up with Manufacturers for Inventory Finance and Car Loans across chosen top 22 cities Pan India of major 3 zones.
• Acquired top 100 manufacturer car & commercial vehicle dealers to build robust, growing & profitable Inventory Funding trade lines across leading Automobile markets of the country.
• Periodic monthly review of Portfolio performance parameters such as ANR, IRR, COF, Current & Potential NPAs movements with zonal teams to align acquisition strategies to emerging trends.

RELIANCE CAPITAL LIMITED: (June '07 ~ Jan '10)
As Product Manager - Retail Programs and Manufacturer Relationship - (Sr. Manager)

Responsible for: • Sourcing New Proposals for Inventory Funding.
• Drive Inventory Funding Business and Retail Business by leveraging relationship with manufacturers.
• Regular monthly reviews of Portfolio parameters such as ANR, IRR, COF, Current & Potential NPAs for Inventory and Retail Finance.
• Sourcing and execution of Term Loans, Structured business loans with other business verticals of the company for Auto Dealers.
• Setting Zone Wise and Location wise Targets for time bound acquisition and achievement of ANR Targets.
• Development & Implementation of location specific & need based underwriting criteria and Retail Programs.
• Ensure segment mix penetration of various car manufacturers to balance Risk Vs Return.
• Planning and implemented joint promotions with Automobile Manufacturers / Dealers.
• Detailed Product Policies with clear identification of business Risks and propose Mitigants.
• Develop and employ System Capabilities required to run these products successfully.
• Launched a) Demo Car Funding b) Spare Parts Funding.

(A) Sales and dealer network management: (Oct '03 ~ June '07)
• Dealer wise Annual & Monthly Target setting in line with the territory potential.
• Plan and implement Local Marketing initiatives along with Dealer Sales Teams to achieve monthly targets
• Providing strategic inputs to the management for the development of weak markets.
• Suggesting New Dealer appointment to the management for developing the weak markets.
• Suggesting Product Grade realignment to the management for better penetration of strategic segments, eg: Taxi.
• Estimation of Working Capital requirement of dealers considering normal Stock Levels + Market Receivables.
• Working out the availability of additional Working Capital in case of a business upswing, in coordination with Finance Cos.
• Efficient use of funds - monitoring the rotation of funds through close monitoring of the TAT.
• Tracking the employment of Working Capital - maintained a track of more than Rs. 100 crores of dealer working capital.
• Working out the manpower requirement of the dealer - territory by territory.
• Product, Competition & Sales Skills training imparted to the Dealer Sales Teams on an ongoing basis. Was a Qualified Trainer for imparting Basic Selling Skills & Toyota Sales Process training programs for North Zone.
• Set up systems at dealerships for generating Customer Feedback about the satisfaction with the Sales Process.

(B) Brand Management & Promotions: (July '00 ~ Sept '03)
• Identify Communication Objectives of each product (Qualis, Corolla, Camry, Prado) considering the desired Brand Positioning, Product Life Cycle Stage and emerging strategic volumes challenges.
• Develop a Communication Strategy - comprising the Creative & Media Strategy for each product.
• Built a Plan - Do - Check - Action sequence of approach in the development of the communication Strategy with two semiannual reviews of the Communication Strategy foe ach products.
• Various Advertising and Sales Promotion activities were planned after taking into account the Strategic objectives and industry wide trends.
• Was also solely responsible for estimating and controlling the Product wise Annual Marketing Budget