Rahul Gulati
Bengaluru
Summary
Dynamic sales leader with a proven track record at Zippmat Pvt Ltd, excelling in deal closure and credit analysis. Successfully built a sales team and established a credit function, enhancing operational efficiency and minimizing risk. Adept at mentoring talent and fostering relationships, driving substantial growth in a competitive marketplace.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Director Sales and Credit
Zippmat Private Limited
Bangalore
05.2022 - Current
- Leading sales and credit functions for Zippmat Pvt. Ltd.'s B2B construction material market, an investee company of Matrix Partners and Zephyr Peacock.
- Key member of the founding team at Zippmat with direct accountability to the CEO.
- Established and developed the sales function up to a nine-member team.
- Expanded business revenue from INR 150 million to over INR 2 billion in the current fiscal year.
- Expanded sales operations by deploying regional teams in North, West, and South zones.
- Created a robust credit setup allowing the company to scale operations securely.
- Designed a foundational credit evaluation tool, incorporating 11 key industry and customer criteria.
- Successfully managed credit risk, achieving 50% transaction security through advanced payments and BG/LC.
- Ensured a steady sales rate between 75-80% from investment-grade firms.
- Established a collections system resulting in DSO consistently below 60 days, and exceeding INR 2 billion in total collections.
- Managed lending relationships with multiple secured and unsecured lenders
- Expanded company's lending relationships with main banks from INR 150 MM to INR 600 MM.
- Initiated partnership with Blacksoil (Saral) for supply chain lending.
Vice President II
RBL Bank Limited
Bangalore
09.2015 - 05.2022
- Vice President II, Commercial Bank, Business Development/Relationship Portfolio Management (SME and Mid Corporate)
- Identify and develop a target pipeline of reputable companies to ensure optimum customer acquisition, retention and consequently generate income from sales of all appropriate assets, Liability and Cash management products of the bank
- To generate Revenue Pools for the bank through cross selling opportunities, leading to fee and forex and trade-based income & CASA
- Manage relationships with corporate clients so as to ensure the bank becomes the choice for their banking; successfully manage a portfolio of 15-20 clients in the small and mid-corporate space with a total asset book size of INR 6.5-7.0 bn
- Maintain a high standard of operational and credit control including adherence to the Bank’s risk architecture and compliance guidelines
- Managing internal stakeholders namely risk teams, service delivery teams, compliance and in-house legal teams
- Proven deal closure experience, ability to assess client requirements and structure transactions
- Good people management skills- manage and mentor Associate Relationship managers
- Strong credit analysis, due diligence and relationship management skills
- Won an extra miler award from the CEO and MD in March’18
- Attended Credit Risk Assessment Workshop conducted by CRISIL (for RBL Bank) in May’19 and received the ‘Gold’ grade indicating excellent credit assessment and modelling skills
- Ability to analyze various industries from the traditional to the new economy
- Additionally, experience in supply chain financing for SMEs i.e
- Dealers/vendors (unsecured, small ticket) basis risk sharing mechanisms between lender and large anchors (FLDGs)
Manager-Credit
Citi Commercial Bank NA
New Delhi
12.2012 - 09.2015
- Corporate Credit Underwriting (SME and Mid Corporate)
- Responsible for credit analysis and underwriting of existing as well as new customers for working capital and term finance requirements
- Responsible for approving incremental credit limits for existing clients
- Prepared credit reports with detailed analysis and commentary on key business drivers, effects of macro environment, credit metrics, short term liquidity needs and refinancing analysis, covenant review, peer benchmarking
- Created financial models covering pro forma financial statements and various credit metrics, capital structure analysis, scenario analysis and returns analysis under stress situations
- Played a Pivotal role and underwrote a marquee credit deal with a funded asset limit of >INR 600 million while maintaining due diligence standards despite aggressive timelines
- Successfully gained exposure to various industries including engineering technology, software, auto ancillary, publication and oil and gas service providers
- Successful Portfolio management in an unpredictable macroeconomic environment
- Regular portfolio monitoring and successful management of a portfolio of 30+ clients in the SME to mid-corporate space with ticket size ranging from INR 50 mm to INR 750 mm
- Demonstrated high levels of initiative and preempted points of financial and business stress and recommended appropriate risk mitigation techniques in form of additional collateral and critical financial covenants
- Successfully identified potential compliance breach and initiated negotiations for timely exit in line with corporate risk and compliance policies
- Demonstrated ability to work collaboratively across teams: An informed and persuasive communicator I am able to enlist support and buy-in from both business and risk teams
- Facilitated asset base expansion with existing clientele: Disbursed INR 2500+ million in Calendar Year 2014 to existing clientele
Manager- Credit Ratings
CRISIL Ltd
Hyderabad
02.2009 - 12.2012
- Undertook Credit Ratings of medium- and long-term debt instruments and related obligations
- Prepared detailed credit rating reports incorporating the company’s business risk profile, management evaluation, financial risk analysis
- Rating Committee Presentation: Presented the analysis to a rating committee which ensures consistent analytical quality
- Led discussions on over a hundred credits and received recommendations and awards for best committee presentations
- Analytical and detail oriented, able to identity key issues and effectively communicate with senior management as well as clients
- Direct supervision of a team of three: As an energetic team leader, coached individual team members in analytical and presentation skills and supported each member’s growth and career development
Financial Analyst, Investment Research (Buy side)
D.E. Shaw & Co.
Hyderabad
04.2007 - 01.2009
- Individual contributor at the Direct Capital division ($1billion+ fund), which provides debt and equity financing to small and mid-sized businesses in North America and Europe
- Deal Screening and financial modeling for investments that ranged from senior debt, junior debt, mezzanine capital as well as co-investing in equity
Education
Chartered Financial Analyst - Level III Pass
CFA Institute
Charlottesville, VA01.2009
Masters in Business Administration - International Finance
Institute of Management Technology
Ghaziabad01.2007
Bachelors in Information Technology -
Kirori Mal College, University of Delhi
01.2004
Skills
- Effective Negotiation for Closure
- Team Leadership
- Detailed Credit Evaluation
- Comprehensive Due Diligence
- Client Relationship Management
- Supply Chain Funding
- Client Needs Analysis
- Deal Structuring Expertise
Awards
- Extra Miler Award, CEO and MD, 03/01/18
- Gold Grade in Credit Risk Assessment Workshop, CRISIL, 05/01/19
Certification
- Qualified Chartered financial analyst and cleared all three levels in my first attempt
Timeline
Director Sales and Credit
Zippmat Private Limited
05.2022 - Current
Vice President II
RBL Bank Limited
09.2015 - 05.2022
Manager-Credit
Citi Commercial Bank NA
12.2012 - 09.2015
Manager- Credit Ratings
CRISIL Ltd
02.2009 - 12.2012
Financial Analyst, Investment Research (Buy side)
D.E. Shaw & Co.
04.2007 - 01.2009
Chartered Financial Analyst - Level III Pass
CFA Institute
Masters in Business Administration - International Finance
Institute of Management Technology
Bachelors in Information Technology -
Kirori Mal College, University of Delhi
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