Mahendran RJ
Chennai
Summary
A highly-motivated employee with desire to take on new challenges with over 18+ years of work experience. Strong worth ethic, adaptability and exceptional interpersonal skills. Adept at working effectively unsupervised and quickly mastering new skills.
Overview
17
17
years of professional experience
Work History
Program Manager – Personal Loans
TVS Credit Services
Chennai
06.2022 - Current
- Hunting & exploring partnerships for Co Lending engagements
- Aligning internal stakeholders from Credit, Risk, Compliance, Legal, IT, Operations and customer service on RBI guidelines for Co Lending & Digital Lending
- Building a distribution channel for the newly launched open to market personal loans from scratch with the available MVP
- Formulate a GTM strategy with MVP
- Hunting and onboarding lead generating partnerships ( DSA’s, Lending Market places, embedded finance )
- Empowering the product team with the knowledge gained from the market which helps product evolution
- Build persona based customer journey for external and internal distribution.
Program Manager - Cross Sell
TVS Credit Services
Chennai
06.2022 - 05.2023
- Build non lending and fee based programs for existing customers of TVS Credit
- Design campaigns and strategies for other fee based products
- Design and execute campaigns and marketing events to increase product per customer and to boost market share of TVS Motors
- Improved from 16% to 18%
- Benchmarked consistent 2X growth with existing resources and no incremental cost
- Working closely with credit and analytics team to design custom credit and risk policies
- This has improved acquisition of a min 1000+ existing customers per month and reducing the bad rates to less than 0.3%
- On board new strategic and alliance partnerships
- Prepare a customer life cycle journey for new partnerships
- Formulate new strategies with the existing data for more market penetration and improving market share
- Design end to end customer journey and application journey for the FOS
- Supported in building a 2 min flow where the customer gets an instant decision on the loan application.
Head of Sales - India & SEA
ConfirmU
Chennai
10.2020 - 05.2022
- Taking the concept of psychometrics in credit underwriting to banks and lending institutions in India
- Spearheaded sale of newer products and executing first of the kind deals across organizations
- Be part of investors conclaves and introduce the product to the country and to the investors and emphasise the earning potential while investing in a start up
- Working with the product teams and customers closely to build a customized solution which will essentially work for segment of customer
- Design revenue plan and build a strong pipeline which would improve the organization’s valuations
- Signed up 8 POCs, 6 from NBFCs and 2 from Banks.
Senior Manager, Business Development
CreditVidya
Chennai
12.2017 - 11.2019
- Designing and executing GTM strategy to build a network among 100+ Fintech’s in South India, converting them to revenue generating accounts; generated 60 leads and acquired 18 logos in five months since product launch generating an annual revenue of $750000/-
- Understanding the complexity of the (SAAS) solution that is being proposed, modify and recommend basis the IT infra/ecosystem of the client and ensure a smooth pre=sales, sales and post sale delivery and service
- Increasing conversions and awareness about CreditVidya and BFSI (in India) C-Suite and senior management, won 18 accounts generating an annual revenue of $750000 (40X increase in BAU)
- Utilizing consultative selling techniques to develop customized solutions (real time underwriting, customer profile enhancement and lead generation, etc) for prospective clients and deepening existing account relationships leading to enhanced revenue streams
- Owning complete life cycle from sourcing to delivery to escalation management.
Manager, Strategic Accounts
Experian
Chennai
06.2016 - 11.2017
- Responsible for Sales & Business development of Decision Analytics solutions
- Strategizing and helping the delivery team to structure the decision analytic tools such as score cards, customizable High End Analytic tools, Fraud and identity solutions, software
- Working closely with clients in designing entire customer lifecycle management strategy
- Interacting with C level executives, Mid management and Analytics department of Financial Institutions
- To drive B2B sales for Bureau products on risk management & decision support system to financial Institutions
- Revenue budgeting across Strategic Accounts and increasing market share through relationship management
- Helping to mitigate credit / underwriting risk in the BFSI domain, through data and analytics
- Consultative approach to problem statements for financial lenders by taking part in various revamp projects across south
- Inducted clients into Experian with combo offerings from Bureau & Decision Analytics where we were replaced market leader in this business and the Total contracted value of those deals were $375000 which will move upwards
- Was a part of the prestigious regional conference organized at a global level for Experian Sales Achievers at Vietnam for FY 2016 - 2017.
Group Head, Primary Channel BOB
India First Life Insurance
Coimbatore
10.2014 - 07.2015
- Drive Insurance Business from the Primary Channel Bank of Baroda for Tamilnadu region (Retail Branch Banking, Retail Loan Factory & SME)
- To ensure all the pre and post sales support and services to the relationship as well as to the clients along with a dynamic team of 10 business managers who will intern support the 104 branches in TN region
- Achieve Targets (Premium & Revenue) in order to contribute in overall growth of the company as well as the individual.
Sales Manager, Credit Services & Decision Analytics
Experian
Chennai
11.2013 - 09.2014
- Working with data executives and global partners / alliances and product teams, leveraging a solution selling methodology to achieve revenue targets and strategic market development
- Closing sales deal at senior most level, including Chief Credit Officers, Chief Operating Officers, Chief Risk Officers, etc
- Some of the clients worth mentioning are Indian Bank, Indian Overseas Bank, Sundaram Finance, Chola Investment and Finance Ltd, Daimler Financial Services, Equitas, Sundaram BNP Home Finance, TVS Credit, Nissan Renault Credit, Ford Credit Etc
- Responsible of sales of Credit Services and Decision Analytics solutions of Experian such as application score card, analytics tools, Fraud and identity solutions, software, etc
- Key skills : Strategic Account Management, Client acquisition, Channel Management, Revenue Budgeting, Managing elite clientele & team management
- Achievements: Have acquired 30 new members ( Registered NBFC’s) within a month
- Explored alternate opportunity which fetched 25 lakhs revenue PA to the company
- Identified and executed the closures of deals at the levels of CMD of Indian bank and Indian Overseas Bank.
Sr. Corporate Sales Manager
HDFC Life Insurance
Chennai
07.2011 - 11.2013
- Drive Insurance Business from assigned Relationship (HDFC Branch Banking & Business Banking)
- Promoted as a Sr Corporate Sales Manager from Corporate Sales Manager
- Was handling a team of 24 on roll employees
- Achievements: Won all the annual contest and qualified for multiple international trips
- (Malaysia, Hong Kong, and Singapore)
Senior Sales Manager
Birla Sun Life Insurance
Chennai
06.2007 - 07.2011
- Drive Insurance Business from assigned Relationship (Citibank Branch Banking)
- From June 2007 to March 2008 handled Citibank’s retail vertical simultaneously, cross sell of insurance to the corporate account holders
- Achievements: CDO club winner for Q4 2009
- Won all the annual contest and qualified for international trips
- (Bangkok, Singapore and Dubai)
Education
MBA - Finance and Marketing
Indian Institute of Planning and Management, Chennai India
01.2005
B.Com - Commerce
University of Madras, Chennai India
01.2003
Skills
- B2B Sales & Partner acquisition
- Retail Sales & Business Development
- Credit Bureau
- Big Data
- Decision Analytics
- Software Sales
- Solution Sales
- Alternate Data
- Large Enterprise Execution Projects
- Global Account Management
- CXO Relationship Management
- Business Strategy
- Program Management
- Distribution Channel Building
- Strategic and Alliance Partnerships
- Market Penetration
- Market Share Improvement
- Revenue Planning
- Consultative Selling
Timeline
Program Manager – Personal Loans
TVS Credit Services
06.2022 - Current
Program Manager - Cross Sell
TVS Credit Services
06.2022 - 05.2023
Head of Sales - India & SEA
ConfirmU
10.2020 - 05.2022
Senior Manager, Business Development
CreditVidya
12.2017 - 11.2019
Manager, Strategic Accounts
Experian
06.2016 - 11.2017
Group Head, Primary Channel BOB
India First Life Insurance
10.2014 - 07.2015
Sales Manager, Credit Services & Decision Analytics
Experian
11.2013 - 09.2014
Sr. Corporate Sales Manager
HDFC Life Insurance
07.2011 - 11.2013
Senior Sales Manager
Birla Sun Life Insurance
06.2007 - 07.2011
MBA - Finance and Marketing
Indian Institute of Planning and Management, Chennai India
B.Com - Commerce
University of Madras, Chennai India
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