MANIKA
Greater Noida
Summary
An accomplished business services professional with 18 + years of experince in client management and business development. Focused on new business development and managing existing client relationships. Known for achieving optimal results with competent planning, organization, and innovative solutions to address fundamental business needs. Recognized for positvely influencing individuals and motivating teams.
Overview
19
19
years of professional experience
Work History
Senior Manager – Client Relations and Business Development
ERNST & YOUNG LLP
Gurgaon
03.2019 - Current
- Responsible for new business development for the third-party risk management for the Pan India region including identifying new opportunities, outreach, creating client apt business propositions and direct sales
- Working back with the marketing team for creating and running marketing campaigns for business development and solution awareness
- Qualify prospects, understand pain areas, and manage sales process to closure and further support the execution team for smooth deliverables
- Single point of contact for the service line for running the solution demonstration and linked activities for client understanding and project execution
- Work back with the operations team for solution improvement post market & client feedback and be part of solution development teams and technology project management
Manager – Client Relations and Business Development
ERNST & YOUNG LLP
Gurgaon
02.2023 - 10.2023
- Responsible for new business from the Philippines market including outreach, business propositions and client onboardings alongside farming for new business / increasing current wallet share from the existing clientele
- Collaborate with multiple stakeholders to identify leads and greenfield opportunities for growth
- Establish and maintain trusted relationships with existing clientele
- Initiate and execute cross-sell campaigns
- Responsible for ensuring smooth client deliverables to the existing portfolio by working back with the delivery teams in designing, implementing, and running service delivery models customized to clients belonging to different sectors, geographies and client asks
- Administer robust processes, build controls within processes, ideate with teams to automate processes and liaise with the operations teams which can support timely output of the background checks deliverables to the clients
- Lead a team of 22 members as the client servicing team supporting the clients in the day-to-day queries, quality outputs and timely deliverables including end-to-end monitoring of the invoicing and collections
Assistant Director, Leader -Markets & Business Development (APAC Region) – Assurance
ERNST & YOUNG LLP
Makati
08.2022 - 01.2023
- Responsible for driving new business sales and managing the existing relationships for APAC region for the Employee Background Verification services solution
- Work with the marketing team to create and run events and produce thought leadership content
- Leading the Philippines go-to-market strategies and managing the complete sales process, including account qualification, creating account acquisition plans, solution positioning, RFP/RFI submissions and pricing strategy ensuring existing customer experience and executing it with support of company resources, demand generation and marketing campaigns
- Driving new customer acquisition through existing knowledge, experience, and networking
- Responsible for identifying target markets and help set sales/delivery strategy and translating those needs into innovative, differentiable, and sustainable business opportunities
- Qualify prospects, understand pain areas, and manage sales process to closure and further support the execution team for smooth deliverables
- Maintain long term relationships at multiple levels of the account and responsible for overall customer satisfaction
Assistant Director – Assurance
ERNST & YOUNG LLP
Gurgaon
03.2019 - 08.2022
- Build scale into the business development function and pursue business opportunities within new companies by strategically collaborating with internal stakeholders, business development teams and Account Management partners to develop joint business plans and upsell opportunities with coherent messaging/positioning for clients to strategically expand and upsell existing relationships
- Supporting leadership in running new product inclusions into the portfolio by creating value propositions, coordinating learning sessions and disseminating information via multiple channels in the organization
- Product Innovation: Customizing the solutions depending on the client requirement and the pain area identified in collaboration with multiple stakeholders for the appropriate solution
- Driving sales and Revenue across all products under Forensic and Integrity Services that would make the organization proactively compliant and aid in decision making through services like Forensic Audit, Contract Management, Third Party Due Diligence, Employee Background Checks, Forensics Technology Solutions
- Leading the north region business development activities for the Third-Party Due Diligence solution
Unit Manager – Risk Management Solutions – Credibility Solutions – Business Development
DUN & BRADSTREET INFORMATION SERVICES INDIA Pvt. Ltd.
01.2014 - 02.2019
- Leading a team with a responsibility to supervise, oversee and assess team members including both sales & non-sales staff while driving individual & team sales targets across all products under risk management solutions to enhance the business propositions
- Responsible for overall monitoring and implementation of all critical projects for D&B risk management business for the region
- Regular Interactions with the Product Team and the Senior Management to improve & evolve the current product to ensure offerings are always apt to the market requirements & Key member to all new product line development & market strategy to be devised under the same
- Growing market share through strategic account planning, development of pipeline, execution of pursuit strategies and team leadership across the segments
Strategic Account Manager- Risk Management Solutions
DUN & BRADSTREET INFORMATION SERVICES INDIA Pvt. Ltd.
01.2014 - 11.2016
- Acquisition of new clientele and facilitate repeat business from strategic high-end customers by offering solutions that would enhance the business propositions and aid in decision making through services like sector reports, competitor profiling, industrial benchmarking, Country risk reports, Business Information Reports, Due Diligence & Self Ratings
- Proactively generate business opportunities through continual communication with prospects and clients via cold calls, warm calls, strategic emails, networking events and social media
- Liaising with the operations team for a smooth delivery of the end product and ensuring the service expectations of the customers are met
- Regular Interactions with the Product Team and the Senior Management to update on the ever-evolving competitive landscape and ensure offerings are always close to the market requirements
- Mapping client’s requirements and providing expert advisory services pertaining to selection of right product as per their needs along with handling issues and customer grievances for superior customer service including cross selling of all products for the client to have a wholistic D&B experience
- Identify, rationalize, and define target market segments and customer strategy and for each segment and channel, define the business model, product offering, engagement process, and support/operations model to drive customer adoption and business revenue growth
- Devise sales targets and achieving them in a given time frame along with identifying & developing new streams for revenue generation via enhancing exiting clientele & scoping new customers
Manager - Retail-Banking, Corporate Salary Relationship Manager
HDFC BANK LTD.
09.2008 - 05.2013
- Primary responsibility was generation of new business & enhancement of the current portfolio allocated & Cross-sell all the products that the bank offers for retention and enhancement aiming at customer’s benefit
- To manage an allocated portfolio of profitable corporate salary relationships and their key decision makers so as to build, deepen and enhance the overall relationship and to grow the business in terms of increasing our wallet share, enhancing the relationship value and increasing cross-sell penetration of other products in the corporate base both in number and value
- To create strong visibility for the bank in the corporate premises by ensuring that our brand and product suite is displayed at key areas within the corporate premises
- To review our offer v/s competition banks and draw out the best offer with Salary product team, communicate the revised offer to all corporate locations and ensure that the communication reaches all employees of the corporate
Deputy Manager - Retail-Banking, MIS Analyst
HDFC BANK LTD.
10.2009 - 12.2011
- Responsible to work upon various Business Reports, making their Analysis & their submission to Sr
- Management by highlighting the weak parameters to be worked upon by the retail branches
- Preparation of Budget Projections in coordination with Various Senior officials in the bank and preparation of various Tracking mechanisms to track resource-wise productivity in the zone
- Proactively developed vital competitive analysis process to facilitate implementation of aggressive company marketing strategy
Assistant Manager - Retail-Banking, Personal Banker (Sales)
HDFC BANK LTD.
09.2008 - 10.2009
- Generation and enhancement of business from existing and new customers by selling new personal and non-personal accounts, and provide access to automated banking machine, telephone banking and online banking services
- Retention of existing customer, ensuring cross selling of different products to the existing customer base and generation of further referrals from them
- Ensuring smooth running of operational responsibilities handed over and maintaining a zero-defect approach taking consideration of the audit compliance of the branch as per the laid parameters by the bank
- Timely resolution of all the customer queries and complaints in liaison with other departments for their prompt resolutions
- Promotion of direct banking channels and ensuring maximum utilization of the same for customer’s daily transactions
Assistant Manager (Foreign Exchange)
THOMAS COOK INDIA LTD.
06.2006 - 08.2008
- My prime responsibility was the smooth functioning of the branch in day-to-day operations in terms of operations and sales and Generation and enhancement of business from existing and new customers
- Single interaction point for all High Net Worth individuals, banks and companies of the branch as regards their foreign exchange needs
- Maintaining relationships at all clients for increasing the current portfolio while maintaining the company’s required margin requirement
- Cross selling of various segments of Travel Insurance and Card products for the company
- Creating a customer focused approach among team members for quick resolution of queries and complaints received & ensure smooth running of business operations and maintaining a zero-defect approach
- Periodic MIS compilation and its usage for achieving the desired objectives
- Identifying opportunities for Cost Control and Cost Reduction
- Adherence to service standards and ensuring regulatory compliance as regards internal and statutory audits
- Streamlining of processes and procedures for attaining greater efficiencies in workflow and operational deliverables
Education
EX-PGDM -
Symbiosis Institute of Management Studies (SIU)
01.2014
B.A - PASS
Delhi University
01.2006
AISSCE -
Army public school, Noida
01.2003
AISSE -
Army public school, Noida
01.2001
Skills
- Building rapport
- Networking
- Collaboration
- Verbal & Written communication
- Proactive mindset
- Sales-oriented
- Customer-focused
- Entrepreneurial spirit
- Independent work
- Team player
- Leadership
- Influence skills
- Negotiation skills
- Persuasion
- Stakeholder management
- Relationship building
Personal Information
- Father's Name: Lt. Col (Retd) Ajay Kumar (late)
- Date of Birth: 05/28/85
- Marital Status: Single
Accomplishments
- Global Sales Excellence Award - Dun & Bradstreet India Private Limited
Timeline
Manager – Client Relations and Business Development
ERNST & YOUNG LLP
02.2023 - 10.2023
Assistant Director, Leader -Markets & Business Development (APAC Region) – Assurance
ERNST & YOUNG LLP
08.2022 - 01.2023
Senior Manager – Client Relations and Business Development
ERNST & YOUNG LLP
03.2019 - Current
Assistant Director – Assurance
ERNST & YOUNG LLP
03.2019 - 08.2022
Unit Manager – Risk Management Solutions – Credibility Solutions – Business Development
DUN & BRADSTREET INFORMATION SERVICES INDIA Pvt. Ltd.
01.2014 - 02.2019
Strategic Account Manager- Risk Management Solutions
DUN & BRADSTREET INFORMATION SERVICES INDIA Pvt. Ltd.
01.2014 - 11.2016
Deputy Manager - Retail-Banking, MIS Analyst
HDFC BANK LTD.
10.2009 - 12.2011
Manager - Retail-Banking, Corporate Salary Relationship Manager
HDFC BANK LTD.
09.2008 - 05.2013
Assistant Manager - Retail-Banking, Personal Banker (Sales)
HDFC BANK LTD.
09.2008 - 10.2009
Assistant Manager (Foreign Exchange)
THOMAS COOK INDIA LTD.
06.2006 - 08.2008
EX-PGDM -
Symbiosis Institute of Management Studies (SIU)
B.A - PASS
Delhi University
AISSCE -
Army public school, Noida
AISSE -
Army public school, Noida
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