Ch Raja Ratnam
Key Accounts Manger
Hyderabad
Summary
Experienced expert with over 15 years in Retail Finance and Enterprise Business, acknowledged for achieving outstanding results and spearheading continuous improvement initiatives.
Overview
25
25
years of professional experience
Work History
Key Account Manager-CESG
ICICI BANK LTD
03.2018 - Current
- Successfully managed Major Key Accounts in Hyderabad since June 2021, contributing to overall success.
- Directed a team of 40 in the Corporate Employee Solutions Group, including RM’s and Sales Officers.
- Consistently achieved performance metrics for revenue growth and customer retention across all accounts.
- Built strategic relationships with key decision-makers within middle and senior management.
- Ensured high service standards with proactive follow-up to maximize client satisfaction.
- Monitored corporate accounts and salary uploads to facilitate effective CASA growth.
- Collaborated closely with branch teams to optimize corporate account strategies.
- Explored new business opportunities while expanding the key account portfolio through engagement.
Relationship Manager – Car Loans
ICICI BANK LTD
06.2000 - 05.2021
- Managing Nalgonda region Auto loan business which includes managing DDSA, DSA, RIBG and RLG Branches.
- Mapping all the Dealers, Branch Managers, PB and VB’s for incremental business and revenue growth.
- Learning and development of branch employees and dealers for Auto loan Product.
- Activation of all business centers of Nalgonda for Auto Loans business every month.
- Controlling overall NPA’s by ensuring timely collections in all buckets by accurate submissions of invoices, giving proper invoice and EMI clarifications, resolving disputes raised and ensuring timely process of the same.
Relationship Manager – Alternate Channel Car Loans
ICICI BANK LTD
06.2019 - 05.2020
- Managing Digital Channels, Bank Bazaar, Salary Team and PB-ERM channel of the Bank.
- Lead management and generation from all the business sources such as digital channels and other business divisions.
- Demonstrated ability to gain customer trust and provide exceptional follow-up, leading to Increased repeat and referral business.
- Organize and lead the co – ordination with dealers and with Field sales Team to facilitate Sales closures.
- Maintaining the PDD Pendency ratio below 1%.
- Cross selling of Products of Motor Secure and Asset Insurance with minimum penetration at 75%.
- New Current Account openings for existing SB Customers and NON-ICICI Bank customers.
- Cultivated strong client relationships through personalized service, enhancing customer retention and satisfaction in car loan offerings.
- Analyzed client financial profiles to recommend tailored loan products, resulting in increased approvals and customer loyalty.
- Implemented targeted marketing strategies for alternate channel car loans, successfully expanding the customer base and market penetration.
- Developed and maintained a robust pipeline of leads through networking and referrals, contributing to consistent business growth.
- Monitored market trends and competitor offerings, providing insights to senior management for strategic planning and product development.
Manager for Used Car loans
ICICI BANK LTD
03.2018 - 06.2019
- Managing the Channel partners like DDSA’s and DSA’s
- Building & maintaining Channel partners Infra –On boarding, profitability & productivity.
- Ensuring the learning and development of DSA’s and DDSA.
- Managing the Used car loan products like Sale Purchase, Internal Topup, Refinance and EX-BT & Top up loans.
- Driving the Sale Purchase product from DDSA’s (Maruti True Value, Premium Used Car Dealers) and Other Products from DSA’s.
- Acquisition of New DSA Channels and I have on-boarded DSA channels like Gayatri Associates, Money Q Fincorp, Giridhar Associates.
- Responsible for the revenue enhancement of other product lines by cross selling and up selling.
- Ensuring on time disbursements of loan amount to customers by ensuring in time loan sanction process by coordinating with credit appraisal team.
Key Relationship Manager-Platinum Partners
HDFC Credila Financial Services Private Limited
04.2014 - 01.2017
- Managing the Major Key Partners of Credila (Education and Overseas consultants), DSA’s and Home Loans.
- Leading Team of 4 R.O’S and driving the team to ensure the targets are met every month.
- Generation of business Leads from Partners, Seminars and Referrals.
- Sourcing the leads for secured and unsecured loans.
- Maintaining the shared database of partners and ensuring weekly reports for the business analysis and relationship building.
- Meeting the generated prospects to give complete information about the product, process and Features, Advantages and Benefit analysis to clients.
- Appoint New Channels for the business development and I have appointed channels like VMAPU and Vibhuthi consultancies.
- Increase the business revenue from existing channels which would increase their profitability.
- Collaboration with cross functional teams like Credit, Operations and Collections.
- Cross selling and up selling of Forex and insurance.
Executive Sales Support
Volkswagen Finance Private Limited
05.2011 - 03.2014
- Managed Audi & Volkswagen Dealerships for Car loans.
- Managing and mapping HNI clients.
- Relationship building with Dealership Management.
- Conducting Trainings on Product, KYC and Monthly Scheme to Dealer Sales Staff.
- Monitoring end to end TAT of File Processing.
- Sourcing multiple products under mobility max.
- Achievement of monthly finance penetration.
- Maintaining required net rate to balance a healthy portfolio.
- Monitoring non-starters on monthly basis.
Senior Customer Relationship Executive
Tata Capital Limited
06.2009 - 05.2011
- Managing the assigned dealers and generating the business.
- Maintaining the relationship with channel partners (DSA and Dealer relationships).
- Monitoring the TAT of logged files to ensure better service to channels and customer.
- Generating business from Direct Sales for high revenue growth.
- Maintaining required net rate to balance a healthy portfolio.
- Cross selling and up selling of other products like SIPs, life insurance and credit shields.
- Monitoring non-starters on monthly basis.
- Collaborating and conducting events to promote TATA Capital Car Loans with dealers.
- Coordinating with cross functional teams of CPC and operations for clearing the files and improving the TAT.
Assistant Finance Manager
Automotive Manufacturers Private Limited
04.2008 - 05.2009
- Managing showroom of AML Motors.
- Monitoring quotations for Walk-In customers on daily basis.
- Payments follow up for in house and out financed vehicles.
- Follow ups with retainer and bank managers for approvals and disbursement.
- Maintaining DSA relationships.
- Maintaining healthy relationships with Banks and NBFC’s.
- Ensuring saving on payouts of Min 2-3 lakhs on monthly basis.
Team Leader
Keshri Agarwal & Management - Citi Corp Maruti Finance Ltd
10.2004 - 02.2008
- Managing a team of 15 executives, team development and improving their sales performance month on month.
- Managing the dealerships of Varun Motors, Acer and Mithra agencies.
- Recruiting and deploying the executives for each dealer branch as per requirements.
- Regular dealer visits to maintain relationships with dealership management and their team.
- Monitoring daily logins and ensuring their conversion ratio is met.
- Conducting meetings on daily and weekly basis to motivate the sales team.
- Organizing events and Paper Ads with dealers.
- Guiding the executives as per the product norms for ensuring better TAT to customers.
Education
B. Com - undefined
01.2003
Intermediate - CEC
01.2000
Schooling - S.S.C
01.1998
Skills
Key account management
Accomplishments
- Best RHS Award for Highest Revenue.
- Increased penetration of Vehicle financing from 5% to 30%.
- Increased the Approval Ratio from 35% to 70%., which increased the number in disbursement from 25 to 50 files per month.
- Record Penetration of 80% in Nissan DATSUN despite existing Captive Finance model.
- Started the Business from zero sourcing channels with avg of 30 Lakhs from each channels.
- Average Business of 50 Lakhs from DDSA (True Value Outlets).
- Awarded as Achiever in Credila’s Leaders Conclave-2015.
- Achieved 6 Crores of business in a span of 6 months in Credila.
- Awarded as Best and Top performer at Regional level in Tata Capital Ltd.
- Maintained average business volume of 10 Crores pa.
- Maintained low delinquency ratio.
- Achieved 1.2 Cr sales as an Executive for the month of March’05.
- Achieved 2.45 Cr sales as a Team Leader for the month of Oct’07 and maintained the average business of 2 cr.
Additional Details
Date of Birth : 1982-01-23
Timeline
Relationship Manager – Alternate Channel Car Loans
ICICI BANK LTD
06.2019 - 05.2020
Key Account Manager-CESG
ICICI BANK LTD
03.2018 - Current
Manager for Used Car loans
ICICI BANK LTD
03.2018 - 06.2019
Key Relationship Manager-Platinum Partners
HDFC Credila Financial Services Private Limited
04.2014 - 01.2017
Executive Sales Support
Volkswagen Finance Private Limited
05.2011 - 03.2014
Senior Customer Relationship Executive
Tata Capital Limited
06.2009 - 05.2011
Assistant Finance Manager
Automotive Manufacturers Private Limited
04.2008 - 05.2009
Team Leader
Keshri Agarwal & Management - Citi Corp Maruti Finance Ltd
10.2004 - 02.2008
Relationship Manager – Car Loans
ICICI BANK LTD
06.2000 - 05.2021