Niraj Kumar

Exploring my experience in new field of mutual fund distribution as promoter director

Formulated strategy for new broking company for distribution and client management. Guided on cost optimization and distributors remuneration including office expansion.

• Formulation of strategies at the corporate level and ensure the execution of the same with support of team across 200 branch offices, 50 regional offices and 6 zonal offices
• Steered the entire gamut of sales including Channel Management, Distribution Management, Primary & Secondary Sales Productivity and People Management for entire channel to achieve revenue targets
• Propelled sales & marketing activities for achievement of business growth as reflected in Market Share and Market Penetration & Sales Target and profitability of entire channel
• Organized, monitored & ensured sales activities as per schedule and in line with strategic plan
• Enhanced organizational reach & market share of products with focus on maximizing top-line growth through the application of robust strategies, and excellent relationship management with retail & channel formats
• Developed competencies and enhancing processes required to create an effective and efficient sales force
• Spearheaded the sales and distribution at the national level worth INR 100 Crores
• Attained Revenue Target for Channel while reducing cost year after year
• Improved 13th month persistency and renewal over three years helping improve quality of business
• Reduced Operating Cost of Channel during the tenure
• Transformed the channel from a loss making channel to a profit making channel within 3 years
• Improved Distributors' Productivity substantially in terms of NOP and Premium
• Created many Large Distributers thereby generating New Business worth INR 1+ Crore

• Developed the agency force for the Zone across 200 Locations in UP, Uttarakhand, Rajasthan, NCR, Punjab, Haryana, Himachal Pradesh and J&K with 16 Regional Managers and 200 Branch Managers
• Established zone from scratch and converted it into the biggest zone of Company in terms of Revenue; the zone contributed 30% business of the channel
• Improved quality of Business drastically by improving 13th month persistency and Renewal
• Attained the position of biggest zone in terms of number of agents (nearly 20,000)
• Positioned the Zone with biggest branches of the country in terms of number of Distributers, Revenue and Profitability

• Led the zone to the position of biggest zone of the time within the organization with 300 + branches and Revenue of 500Crore +
• Increased revenue from INR 12 crore to INR 100crores in 3 years as Regional Manager in NCR
• Setup new branch in Patna and led it to the position of biggest branch with 600 agents within 6 months of establishment
• Created biggest and most productive distribution team of sales advisers
• Arranged training & development activities for skill development of sales team and advisers and provide required learning by identifying their areas for improvement through timely reviews

• Sold biggest KeyMan Policy of 8 CR Sum Assured in 1993 at Mumbai office of LIC
• Managed Sales and Servicing, HR, Accounts, IT for the entire branch
• Had unique record of selling maximum no HNI policies in rural area of Patan, Gujrat
• Recognized potential customers and strategized for market penetration