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ANTONY SEBASTIAN

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ANTONY SEBASTIAN Powered By Docstoc
					                                       HARI V PISHARADY
ID007452
Sales & Marketing ~ Business Development preferably in Banking / Financial Services Sector

Career Conspectus

                                   A dynamic professional with over 7.5 years of experience in Sales &
     Strategic Planning             Marketing, Business Development largely in the Banking / Financial
                                    Services Industry.
        Profit Centre
         Operations                Presently working with HSBC Bank Ltd. as Area Head – Tamil Nadu baed
                                    out of Chennai
        BD / Sales &               Expertise in Transaction Banking & Liabilities segment.
         Marketing                 A keen analyst, highly skilled in market forecasting and formulating
                                    strategies to exploit business opportunities.
        Key Account
                                   Proficient in managing sales and marketing operations, organising
        Management                  promotional campaigns, building relationship with clients & achieving
                                    desired goals.
         Portfolio
                                   Skilled in managing large teams to work in sync with the corporate set
        Management
                                    parameters & motivating them for achieving business and individual goals.
    Channel Management             Exceptionally well organized with a track record that demonstrates self-
                                    motivation, creativity and initiatives to achieve both personal and corporate
      Market Research               goals.
                                   An effective communicator with good presentation skills and abilities in
     Team Management                achieving the set targets.




Skill Set
 Exceptional positive and determined approach to research and analyse new business opportunities
     combined with a strong ability to generate ideas and solutions.
    Demonstrated negotiation, organizational and time management skills.
    Immense ability to cope with competing demands and to prioritize tasks.
    Well adaptive towards Bank culture and behaviour with ability to work under pressure
    High interest in visualizing and presentation that helps to excel in product management skills
    Excellent leadership, interpersonal & negotiating skills with strong ability to generate referrals.
 Experience in initiating and managing relationships with customers across all segments (NRI’s, corporate,
     small and Medium Enterprises and HNI’s).
 Profound ability to effectively present information and respond to questions from a group of managers,
     clients, customers and the general public.


Proficiency Forte

Sales and Marketing

 Running the sales and marketing operations & accountable for increasing sales growth and driving sales
     initiatives in order to achieve business goals.
 Identifying clients, generating business from existing clientele and achieving business targets.

Business Development

 Conducting competitor analysis & competency mapping for keeping abreast of market trends and
     competitor moves to achieve market share metrics.
 Identifying & developing new streams; maintaining relationships with customers to achieve repeat/ referral
     business.

Customer Relationship Management

 Managing customer centric operations & ensuring customer satisfaction by achieving delivery/ service
     quality norms.
 Mapping client’s requirements & providing them expert advisory services pertaining to selection of right
     products.
Team Management

 Recruiting, mentoring, training and development of the field functionaries to ensure sales and operational
    efficiency.
 Creating and sustaining a dynamic environment that fosters development opportunities and motivates high
    performance amongst team members.

Career Contour

                             Oct’05 till date with HSBC Bank Ltd., Trivandrum

Sales Manager (Customer Acquisitions Team), Trivandrum                           Oct’05 – April 09


                              Apr 09 till date with HSBC Bank Ltd., Chennai

Area Sales Manager (Customer Acquisitions Team), Chennai                         April 09 – Till Date


Key Responsibilities:

   To Acquire PFS liabilities for HSBC – namely , savings accounts and time deposits
   To lead and manage the acquisitions team for the State
   To cross-sell other products of the bank ,namely, insurance, investments ,business accounts, assets etc
   To ensure the KYC/AML norm of the bank are complied with all times
   To Validate the incentive payouts to acquisitions team
   To design and implement marketing events and promotions to generate business in their catchments, in
    conjunction with support of departments like marketing
   Recruiting and mentoring assistant sales managers, monitoring and handling the end-to end operations for
    the sales team.
   Sourcing and organising quality check of sales.
   Acting as in charge of expansion programmes in the zone.
   Identifying new areas of operations, planning and implementing sales contest for the cluster.
   Managing the Sourcing business and ensuring the compliance aspect.
   Hold a key role in generating Profits for the branch.
   Implementing key process roll down and imparting process know-how.
   To generate revenues per approved head as per annual operating plan

Principle Accountabilities

 Implementing key process roll down and imparting process know-how.
 Achieve annual operating plan targets for the branch
 Protect bank’s interest and ensure compliance to regulatory and internal guidelines
 Develop individual and team competence
 Manage the relationship of High Net worth Individual Clients and Corporate.
 Handle all the service issues of the assigned clients and cross sell Bank’s products like Investments,
  Insurance, Fixed Deposits.
 Meet the clients on a monthly basis along with the Financial Planning Manager/ Premier Relationship
  Managers to discuss the progress of their Investment portfolios and suggest changes, if any, depending on
  the current market scenario.
 Establishing Direct relation with the Premier Customers through an effective sales strategy and there by
  ensuring attainment of sales goals and achieving the Personal Targets.
 To ensure that all PFS customers are provided with Wealth Management services
 Maintaining customer relationships and service levels in line with the Global Premier standards
 Responsible for expanding base and AUM through further penetration into existing base and by acquiring
  New Clients by Referrals.
 Monitor the transactions in the assigned customer’s accounts and ensure that all the transactions comply
  with the laid down guidelines.

Highlights:

 Presently handling 22 member customer acquisitions team for Chennai, Tamil Nadu
 Played a significant role in developing and implementing sales strategies for maximization of productivity of
  resources.
 Efficiently designed & implemented successful training programs for assistant sales managers in the
  branches
 Distinction of being the first Sales Manager from the Region to get promoted as State Head within a short
  span of 18 Months.
 Demonstrated excellence in creating a Benchmark by sourcing Criticare policies (Health policy) within a
  single day and stood first in India
 Key player in bringing around 600 M of fresh money to the branch.
 Has referred Life Insurance Premium worth 30 Lacs.
 Key player in bringing NTB HNI clients( Relationship of 2.5 M / Account ) to branch month on month for
  past 3 years
 Have successfully conducted several customer events over a span of 2 years including the flag ship events
  of HSBC , HSBC PREMIER events
 Was actively involved in sourcing corporate salary relation in and around Trivandrum especially Technopark
  , Trivandrum
 Was handling 14 corporate salary relations.


                             Jun’04 – Sep’05 with HDFC Bank Ltd, Trivandrum
                                   As Territory Manager - Credit Cards

Role:
 Reporting to South Head – Alternate Channel and handling a team of 10 executives for HDFC Credit Card
   South Kerala based out of Trivandrum
 Organizing events and activities for lead generation and identifying potential business areas.
 Participating in important decisive business meetings.

Highlights:
 Played a significant role in launch of HDFC credit cards in Trivandrum, especially in companies like Techno
   park and Hindustan Latex for the first time.
 Successfully increased sales by 200 % vis-à-vis the previous year.

Courses & Certifications

 AMFI Certified ( Associations of Mutual Funds Of India
 CRMS Certification
 Anti Money Laundering Certification
 Fighting Dirty Money
 Global Premier Certification
 Regional Accreditation Test
 Account Opening Certification

Education
 Post Graduate Diploma in Computer Applications from Informatics
 CCNA Certification from Aptech
 BCA from Mahatma Gandhi University , Kottayam in 2001.

Personal Details
Date of Birth            :       03rd Sep’ 1976
Languages Known          :       English, Malayalam, Tamil, and Hindi

				
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