NIRAV M MERCHANT
Chief Strategy Officer
Ghatkopar (W)
Summary
Strategic Leader with natural skills for building new business offering over 18 years of rich experience in Business Intelligence & Project Management, Product Development, MIS & Business Operations Proven excellence in Broking, Mutual Funds, Accounting Principles, Sales & Marketing, Strategic Financial Planning, Senior Level Adaptability along with strong business acumen Expertise of working in capital market, asset management and financial services sectors Built a track record of successful roll-out, management and turnaround of fortunes through effective planning and achieving increase in client base by leveraging business intelligence and emerging technology trends Proven capabilities in all aspects of Product Management; expertise in providing support for entire product launches, monitoring product performance and acquiring customers’ feedback in order to institute product improvements Effective in high-profile executive roles by overcoming complex business challenges and make high-stakes decisions using experience-backed judgment, strong work-ethic and irreproachable integrity Playing a key role in ensuring that business decisions are grounded on sound financial criteria, proving insight and analysis to support management and leading initiatives to support overall strategic goals Track record in managing large team size across different regions with excellence in improving productivity and efficiency Team-based Management Style with expertise in driving the company’s vision into reality
Overview
22
22
years of professional experience
2
2
Languages
Work History
Senior VP – Business Strategy
Kotak Securities Limited
10.2018 - Current
- Instrumental in building options market share from 0.8% in FY 20 to over 2.5% in FY 22.
- Working with the CEO to initiate and monitor business plan for broking businesses through different verticals – Bank, Branch, PCG & Franchisee.
- Acting as the core driver of critical committees like Product Committee to discuss core product strategy, Risk Committee to review the risk associated with clients and Business and Marketing Committee on how to market the products and platforms and improve the Kotak footprint in the market.
- Conceptualising new products which will lead to improvement in market share – Trade Free product, No Brokerage plan.
- Managing KRAs of the front-end teams and aligning them to overall business objectives.
- Working on strategies which will help improve market share and increase the active client base.
- Ensuring leverage on data through analytics and helping to reduce dormancy of trading clients as well as activating new clients.
- Assessing and working on client lifecycle process; creating client journeys for superior client experience.
- Identifying new markets and devising strategy for penetration and market share.
- Confirming to initiate contact with potential customers for developing leads; maintaining healthy business relations with major clientele, ensuring maximum customer satisfaction by achieving performance parameters delivery & quality norms.
- Strategizing go to market planning for product with coordination with other verticals as per plan.
- Conceptualizing and implementing business strategies to penetrate accounts and expand existing ones.
- Leading Broking House in India, operational over 150 locations PAN India and part of the prestigious Kotak Group of companies.
Vice President - Business Development and Strategy – Private Wealth Advisory Business
Edelweiss Broking Limited
04.2010 - 09.2018
- Ensured to keep a tab on the market share for products and strategized on how to increase the market share.
- Identified gaps and provided critical information available on CRM to the FE Teams.
- Represented business and worked with Corporate M&A Team on any acquisition opportunities arising; ensured proper due diligence of the business before taking an informed call.
- One of India's leading financial services groups, with operations spanning more than forty lines of business and subsidiaries.
- Acted as a core member in the Strategy Team of retail business.
- Played a key role in preparing business plan which was aligned with company's short and medium-term goals.
- Planning product strategy for business based on various factors or trigger points available.
- Target setting model for different channels and products.
- Reviewing the plan with the senior management team for a final go ahead.
- Collaborated with Business Heads to drive and execute the strategy finalized as well as identify manpower requirements based on the potential.
- Used analytics to drive products and targets and helped to enhance the revenue streams for the products.
- CVM - Customer Value Management: To categorize clients in right buckets based on their profiling and using other info so as to enhance their life cycle & issue right offerings.
- Pivotal in creating entire back-end for Advanced Brokerage module with all the flexibilities on the basis of client and Front-End Team needs.
- Client Information Portal (CRM) for Front End Team – Ensured to get right information at the right time for the teams by interacting with clients directly.
- Created calling triggers based on actions taken at client's end with the help of analytics, sub broker pass-out automation and incentive module for front-end employees.
- Branch Ranking matrix and drove the same vide MIS at regular intervals.
- Trigger mailing System to trigger strategic emails to targeted set of clients based on behavioural patterns.
- Administered a team of 20 individuals to get clients onboarded on the platforms and enhance revenue from the Online channel for the organization.
- Conducted business and client analysis and managed forecasting and budgeting, apart from providing business logic support to Analysts and developing processes to facilitate operations.
- Monthly review for top management for retail business to evaluate the performance with insights.
- Implemented the corrective measures at ground level.
- Worked on cost optimization, stayed competitive and enhanced profitability by setting up cost target for direct as well as indirect expenses.
- Gained recognition and got chosen as Emerging Leader (2013 - 2015), a select group of Managers who had the potential to become great leaders.
- Member CM Pinnacle Group (select group of strategists in Private Wealth Advisory business).
- Nominated in the category Reliable Titan for Edelweiss Titan Awards, a companywide Award Programme.
- Successfully managed the project of integration of all Mutual Fund Transaction for 3 different businesses and automation of the process.
- Assessed integration of the back office systems of Anagram Stock Broking Ltd. and Edelweiss Broking Ltd.
Executive
HDFC Asset Management Company Limited
05.2007 - 03.2010
- Collaborated with IT Team and vendor (Jigrahak) to launch HDFC MF Mobile that allowed customers to transact using mobile phones; recognized as HDFC AMC was the first to offer this facility amongst all Asset Management Companies.
- Gained recognition for supervising payment of professional fees for over 20,000 distributors every month.
- Pivotal in creating various business and month end performance dashboards which assisted in business decision-making as well as took investment decisions by Fund Managers.
- Established parameters to detect and report suspicious transactions to the Financial Intelligence Unit (FIU).
Customer Service Officer
ICICI Bank Limited
01.2004 - 05.2005
Education
Post Graduate Diploma in Business Administration - Finance
Institute for Technology & Management
Kharghar01.2007
Bachelor of Commerce - undefined
KPB Hinduja College of Commerce
01.2002
Skills
Strategic Retail Business Management
Notable Accomplishments
- Facilitated 15% revenue growth by revamping the pricing strategy, boosting the corporate image and through numerous promotional strategies.
- Motivated sales force by offering aggressive compensation, desirable benefits packages and performance-driven sales-incentive programs.
- Managed end to end products from conceptualization to the execution stage.
- Amplified the customer base by 20% through simplification of processes, enabling DIY platforms and improving onboarding experience.
- Recognised for finding the balance between efficiency and impact building media solutions.
Trainings Attended
- Emerging Leadership Programme, Edelweiss
- AMFI, different modules of NCFM and NISM, National Stock Exchange
Personal Information
Date of Birth: 1982-04-12
Timeline
Senior VP – Business Strategy
Kotak Securities Limited
10.2018 - Current
Vice President - Business Development and Strategy – Private Wealth Advisory Business
Edelweiss Broking Limited
04.2010 - 09.2018
Executive
HDFC Asset Management Company Limited
05.2007 - 03.2010
Customer Service Officer
ICICI Bank Limited
01.2004 - 05.2005
Bachelor of Commerce - undefined
KPB Hinduja College of Commerce
Post Graduate Diploma in Business Administration - Finance
Institute for Technology & Management