Nikhil Sharma
Gurugram
Summary
Dynamic and results-driven professional with6+ years of experience in the banking and fin-tech sectors. Expertise in portfolio management, data-driven marketing campaigns, customer lifecycle management, and cross-sell strategies. Adept at leveraging technical tools like SQL, Python, Tableau, and Power BI to deliver impactful solutions and drive revenue growth. Proven track record of optimizing processes, enhancing customer engagement, and achieving business objectives.
Overview
6
6
years of professional experience
4
4
Certification
Work History
Deputy Vice President: Digital Retail Assets Portfolio
IndusInd Bank
07.2024 - Current
- Managed the P&L and delinquencies for the entire Retail Assets Portfolio consisting of Personal Loans, Credit Cards, Line of Credit, and Business Loans for the Digital Strategy and Analytics vertical
- Worked on improving the early delinquencies for the Line of Credit product by introducing limit reduction basis the off-us delinquency trends
- Improved the Fee income for Line of Credit by introducing Processing Fee retention during the cool-off period
- Fee income improved from1.1% to1.5% of the monthly disbursal
- Improved pricing of the Digital Personal Loans product by identifying the issues in rank ordering basis risk segments
- Managed an improvement of1.3% in the weighted Rate of Interest post the pricing correction
- Increased the Digital Collections efficiency by introducing the collections campaign strategies basis the risk segments and DPD buckets to improve the early delinquencies for entire digital retail assets
- Implemented AI based Address strength mapping to improve the STP contribution for all retail asset products
- Also resulted in improved collections from delinquent customers due to better address traceability
- Introduce the FOIR criteria for the Personal Loans product, which in turn helped in reducing the delinquencies and improving portfolio performance
- Collaborated with the liabilities team to improve the cross-sell journey for the Credit Cards and Line of Credit product
- Collaborated with the Data Science team to introduce the B-score (Behavior Score) across all retail asset products to forecast over-leveraging issues and reduce delinquencies
Senior Manager: EasyEMI Portfolio
HDFC Bank
06.2020 - 06.2024
- Credit Cards EMI, Debit Cards EMI, and Consumer Loans
- Managing EMI Activation, Retention, Customer Experience, & Communication Strategies
- Launching data-driven marketing campaigns, including Personalized, Hyper-Local, and MCC specific segmented campaigns
- Strategizing and designing campaigns to win back competition customers based on behavioral analysis and MCC-wise purchase propensity
- Developing a customer lifecycle management strategy and identifying opportunities to spread awareness regarding the product
- Steering Customer Activation, Re-engagement, & Competition win back and identifying opportunities to activate new cardholders on EMI
- Driving EMI cross-sells through various front–end channels like mobile banking, branch banking, virtual relationship managers, bot calling, etc
- Collaborating with cross-functional teams for benchmarking and streamlining workflows
- Establishing internal benchmarks, MIS reports, and tools like Tableau, Visual Basics to improve organizational efficiency
- Working with internal stakeholders to identify and implement opportunities for cross-selling in the EasyEMI portfolio
- Worked on pricing & bundling of various VAS products like accidental/liquid damage insurance on EasyEMI portfolio
- Collaborating with Business Solutions and Business Technology teams for system related tech enhancements
- Collaborating with online/offline payment aggregators like Pine Labs, Paytm, PayU, Billdesk, Razorpay etc
- Strategizing and launching merchant-specific campaigns to drive EMI volumes
- Key Highlights:
- Managed the Profit and Loss (P&L) of the entire Cards EMI Portfolio and contributed to28% to the Unit’s revenues through Portfolio Activities
- Achieved outstanding EMI activation the first-year Credit Cards book at25%, Demonstrated proactive and strategic excellence in driving heightened customer engagement, outperforming the portfolio average of15%
- Strategically enhanced new customer engagement, orchestrating a noteworthy transition of dormant/inactive customers to an impressive26% by year-end
- Aligned closely with the merchant acquiring team to identify and enable merchants for EMI facilities, amplifying opportunities within the merchant acquiring portfolio
- Successfully increase the repeat EMI purchase rate from42% to53% in FY23-24
Assistant Manager: Credit Cards Category
CreditMantri
08.2018 - 06.2020
- Managed Profit and Loss, conversion rates, and revenue growth for the entire Credit Cards Category, contributing to35% of the referral sales revenue
- Established benchmarks for newly created Stock Keeping Units (SKUs) and drove sales through funnel optimization and channel management for maximum conversions
- Led cross-sell and up-sell initiatives through internally emphasizing creative product placements and externally engaging lenders
- Implemented customer engagement strategies, resulting in an impressive2X revenue growth within six months in the credit cards category
- Conducted detailed demand estimation and collaborated with the business development team to onboard new lenders, addressing identified demand gaps
- Prepared periodic performance reports, conducting thorough variance analysis against the budgeted plan for the Credit Cards category
Education
MBA - Finance and Marketing
Indian Institute of Management (IIM)
Indore, Madhya Pradesh 06.2016 - 03.2018
B.Tech - Electronics & Communication
National Institute of Technology (NIT)
Hamirpur, Himachal Pradesh 08.2012 - 05.2016
Skills
- Portfolio and Risk Management
- Revenue and Growth Strategies
- Data Analysis and Insights
- Customer Lifecycle Management
- Category Management
- Channel Management
- MS Office Suite
- Tableau
- Python
- SQL
- Power BI
Accomplishments
- Awarded Key Performer and highest rating of Excellent Contributor in the FY21-22 & FY22-23 at HDFC
- Received multiple Employee of the Month awards at CreditMantri
- Awarded Certificate of Merit and Rs.10,000 scholarship for securing Rank42 in Himachal Pradesh State Education Board
Certification
- 2023: NextLeap Product Manager Fellowship
- 2023: Google Analytics & Google AdWords
- 2018: Marketing Analytics Practitioner (CMAP) using R by Henry Harvin
- 2018: International Certified Agile Ninja by Henry Harvin
Languages
Hindi
English
Timeline
Deputy Vice President: Digital Retail Assets Portfolio
IndusInd Bank
07.2024 - Current
Senior Manager: EasyEMI Portfolio
HDFC Bank
06.2020 - 06.2024
Assistant Manager: Credit Cards Category
CreditMantri
08.2018 - 06.2020
MBA - Finance and Marketing
Indian Institute of Management (IIM)
06.2016 - 03.2018
B.Tech - Electronics & Communication
National Institute of Technology (NIT)
08.2012 - 05.2016
- 2023: NextLeap Product Manager Fellowship
- 2023: Google Analytics & Google AdWords
- 2018: Marketing Analytics Practitioner (CMAP) using R by Henry Harvin
- 2018: International Certified Agile Ninja by Henry Harvin
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