Randhir Kumar
Payments, Lending, Financial Tech Professional
Mumbai
Summary
Highly driven business leader in the payments and lending industry with extensive knowledge of underlying technologies and a strong focus on designing and executing exceptional customer experience (CX) interfaces. Demonstrated success in scaling businesses from 0-1 and 1-10 while maintaining a thorough understanding of regulatory and compliance guidelines. Proven ability to achieve business objectives and develop effective go-to-market strategies across different geographies, leading high-performance teams. Skilled in creating impactful sales and distribution teams, as well as nurturing and growing partnerships. Exceptional relationship and account management skills with a track record of success in managing large-scale businesses. Experienced in people management, execution capabilities, strategic distribution partnerships, and market development within the banking and finance sector.
Overview
18
18
years of professional experience
6
6
years of post-secondary education
3
3
Languages
Work History
EVP-National Head-Acquiring Business
Kotak Mahindra Bank
02.2023 - Current
- Enhanced budget efficiency with effective expense reduction techniques.
- Cultivated an environment that promoted employee-driven enhancements in performance.
- Maintained adherence to regulations while managing multifaceted compliance challenges.
- Introduced a variety of innovative products and services through extensive research and development.
- Developed and executed strategic plans for business growth, resulting in increased market share and profitability.
- Led process enhancements resulting in more efficient project delivery timelines.
- Established strong relationships with key industry stakeholders to foster collaboration, partnerships, and joint ventures.
- Led successful marketing campaigns to drive brand awareness and generate new business opportunities.
- Launched new business locations or divisions successfully through thorough planning, resource allocation, hiring decisions ensuring seamless integration into existing operations.
- Strengthened team collaboration by fostering a positive work environment and promoting open communication.
- Streamlined operations through the implementation of efficient processes and cutting-edge technology solutions.
- Drove revenue growth through effective sales strategies, pricing models, and targeted marketing efforts.
- Managed a diverse team of professionals, providing guidance, mentorship, and career development opportunities.
- Increased employee productivity by implementing comprehensive training programs and performance evaluations.
- Implemented robust risk management policies to minimize potential threats to the organization''s stability and success.
- Implemented systems and procedures to increase sales.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Organized promotional events and interacted with community to increase sales volume.
- Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
- Collaborated with advertising group to create uniformity between advertising messages and retail incentives.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
Head- Business Development
Freecharge Payment Technologies
11.2018 - Current
- Managing all external partnership, Omni Channel Sales & Alliances for Freecharge with teams spread across regions and cities
- This role includes generating new business as well as solutioning payment and Merchant VAS to create a Revenue generating business line
- This includes campaign management, promotions, logistics, distribution and channel partnerships
- Manage categories and business segments across Offline, Online, Channel Sales and On Deck Partnerships with merchants and partners
- Maintain Cost controls and efficiency of Sales team & Channel partners
- Solution Sales Including new ecosystem development with Payments being the base & further expanding to Liabilities & Asset products of Bank
- Ensuring Relationship & Account Management is cognitive and deep with products and services
- Collaborating with Product & Marketing to offer & execute new product rollout and existing Account Management
- Creating a smart network of distribution entrepreneurs across India
- Developing Ecosystem/supply chain-based partnerships and working internally for solution including liabilities, ERP and lending
- Successful in reducing Cost Per Transaction by 4X, from a promo percentage of 41% to 9.6%
- Marquee Partnerships of Reliance, Spencer’s, Croma, Cinepolis, Karnataka One, Punjab Urban Local Bodies etc executed
- Realignment of Sales team with focus on 'Blue Ocean' Markets for retail partnership
- Grew daily transaction of retail merchants by > 100% MoM for last 6 months
- Created partnerships across Gift Cards, Gold thus helping active users and Top line
- Created new revenue lines by valuing properties, Introduction of Merchant VAS
- Successfully created an enthusiastic team of partners, Sales teams with a limited budget
Zonal Sales Manager- North & East India
Axis Bank Ltd
09.2009 - 11.2018
- Worked across West, North & east India to see Axis Bank Merchant Acquiring Business gaining leadership position across markets by working closely to establish and achieve
- Management of Merchant Acquiring Business across channels and business segments for North & East India
- Contributed to 40% of Country’s top line with 70% contribution from large E Commerce Merchants
- Developing New Partnerships across channel & Large Corporate Accounts
- Personally, managing top accounts like MMT, Oyo Rooms, Paytm, Yatra, Indigo
- Nurture & create Sales Leaders within the team
- Expansion into new markets with logistics, Maintenance & delivery Infrastructure Management
- Responsible for Upselling of products like DCC, Standing Instruction and Cross Sales of Banking Products
- Onboarded Merchants like BIBA, Den Cable, NDMC, Home Ministry, Delhi Traffic Police, Pune Traffic Police, Tresmode, Raheja Retail, Hyatt, Accor Hotels Etc
- Grew Acquisition rate from 900 a month in 2015 to 21,000 in 2017 March
- Compounded growth of ~ 40% in transaction pre- Demonetization & made business OPEX positive
- Consistently Ranked First from last 9 years
- Fast track growth of self & Team
- Lending Portfolio addition of ~ 3 crores a month and 100% liability product penetration
Business Development Manager
TechProcess Solution Ltd
10.2008 - 09.2009
- Acquiring Merchants for processing Card Payments, White label ECS and Bill Payments
- Managing assigned set of Accounts
- Working with Solutions team for customized offering and transaction Management
- Acquired Ginger Hotels, Holiday Inn and Accor Hotels, ICICI Direct, Sushil Finance, AC Chouksey Etc
- Collected total one time fees of Rs 60 lacs in one year
Key Account Manager- Mumbai
ICICI Bank Ltd
07.2007 - 09.2008
- Management of National Accounts based out of Mumbai
- Ensuring Marketing Collaterals are placed and Partner Participation
- Ensure penetration of DCC in Hospitality as a high margin offering
- Relationship and Prompt Service Delivery
- Built a portfolio of INR 20 Million of DCC business/Month with a Margin of 120 bps
- Collected marketing Fee of INR 1 million from Ed hardy, a first
Education
Master of Management Studies - undefined
MN NIT
01.2005 - 04.2007
Bachelor of Science - Physics
Govt College
Rourkela 01.2002 - 04.2005
HSC - undefined
CBSE Board
Skills
Payments and Networks
Personal Information
- Date of Birth: 02/03/85
- Marital Status: Married
Accomplishments
Scaled up merchant acquisition run rate from 4000 merchants to 10,000+ merchants within a span of 18 months.
Improved bottom line with cost optimization and increasing fees from 125bps to 140 bps at portfolio level.
Set up retention and portfolio management team at Kotak.
Eased onboarding process and overall NPS improvement.
Led M&A and partnership for payments business.
Set up Freecharge offline and online acquiring from grounds up to a significant player.
Envisioned customer journeys and helped tech teams to come out with winning propositions.
Scaled up lending both at freecharge from 0-30 crores monthly and at kotak from 10 crores to 60 crores per month.
Timeline
EVP-National Head-Acquiring Business
Kotak Mahindra Bank
02.2023 - Current
Head- Business Development
Freecharge Payment Technologies
11.2018 - Current
Zonal Sales Manager- North & East India
Axis Bank Ltd
09.2009 - 11.2018
Business Development Manager
TechProcess Solution Ltd
10.2008 - 09.2009
Key Account Manager- Mumbai
ICICI Bank Ltd
07.2007 - 09.2008
Master of Management Studies - undefined
MN NIT
01.2005 - 04.2007
Bachelor of Science - Physics
Govt College
01.2002 - 04.2005
HSC - undefined
CBSE Board
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