SHIVAM DUA

• Heading the Delhi / NCR region for Private car and Commercial vehicle OEM dealers.
• Managed channel portfolios, directed employees ( Area Manager, Sales Managers, back-office & SO ) to achieve & surpass targeted performance benchmarks in volume driven environment, all while making 100% accuracy.
• Facilitated organizational objective through flawlessly managing high & medium value crucial relationships with top line of 1200 Mn / annum and bottom line of 105% COR.
• Hitching the gap of extreme underwriting with ground sales requirement through timely discussion and feedbacks via support in local level of underwriting, calls required, discussion initiated and strategy building.
• Hold full P&L responsibility for entire location and growing retail insurance sales in area of weakness.
• Held weekly meetings & monthly reviews to keep the team up to date with changes implemented, future enhancements and get feedbacks on their current challenges in day to day operations.
• Managing OEM tie-ups that include Toyota, Hyundai, Renault, Nissan, Maruti, MG, Tata CV, JCB and Eicher.
• Work towards product and dealer wise loss ratios, increasing profitability and focus on product mix.
• Identifying prospective business, establishing strategic partnership and alliances.
• To guide, motivate, monitor and drive performance by leveraging team's skills, selling tools and incentive programs.
• Analyzing Business Potential, Planning and Executing Strategies and developing new avenues of business.

Key Achievements-

• Commended with SHINE award at Murugappa group level for the "Role Model Of Responsibility".
• Increased penetration across all the OEMs as per the management's expectations.
• Increased the activation to 90% from 40% of dealers in Hyundai OEM across Delhi / NCR region.
• Successfully achieved the GWP budget with 245% in FY 22-23 & 150% in FY 23-24.

• Headed end to end responsibilities for commercial vehicle motor business for Delhi / NCR region.
• It involved defining the strategic & operational framework including the process, policies and system.
• Led a team comprising of Assistant managers and Sales managers.
• Managed OEM Tie-ups like- TATA Motors, Ashok Leyland, JCB, Eicher Motors, Maruti CV, SML Isuzu, M&M and Bajaj Auto.
• Managed relationship with key accounts of Individual agents, strategic customers and Fleet Owners.
• To Identifying prospective business, establishing strategic partnership and alliances.
• Focus towards new activations and recruitments.
• To build a highly capable sales professionals.
• Responsible for robust and profitable business model for the organization & P&L Management.

• To head end to end responsibilities for a Private car motor business for Delhi west branch.
• Managed OEM tie-ups like- Hyundai, Honda, Ford, MG, KIA, Nissan, and Maruti.
• It involved defining the strategic & operational framework including the process, policies and system.
• Led a team comprising of 3 sales managers and an Off-role trainee
• To work towards product and dealer wise loss ratios, increasing profitability and focus on product mix.
• Responsible for robust and profitable business model for the organization and P&L management.

Key Achievements-

• Had secured 3rd ranking in KPI pan India for the FYI 18-19 and 2nd in KPI for FY 20-21.
• Awarded for several yearly contests.

• To manage business in assigned territory through sales channels: Dealerships, Sub-Dealerships, Agents, Strategic customers and Brokers.
• To manage relationships with key accounts of strategic customers and DSAs.
• Supervised sales from all the channels to increase GWP of 8 million INR YTD from 4 million INR YTD in Previous FY.
• Set up 6 New Business sourcing channels leading to addition in GWP of 3 million INR with a share of 100%.
• Led a team comprising of 1 Unit sales manager and 4 sales officers & trainees dedicated to market coverage and sales.
• Customer escalation management, Maintenance of TAT and to ensure responsibility after sales services.
• Major OEMs to handle: Bajaj Auto, M&M, and few sub dealers of Bajaj Auto, Piaggeo and rest Strategic customers and Brokers.

Key Achievements-

• Received highest rating pan India (Rated No.1 in appraisal) and topped the KPI for FY 2017-2018.
• Awarded for ICICI LOMBARD -JKV and Frontier event for the No.1 position across vertical pan India.
• Set up of maximum numbers of Sub-Dealers of Bajaj Auto present in Mumbai location.
• Maintained the share of 80 % in both the Bajaj Dealers and 100 % in M&M commercial vehicle dealers.
• Maintained Loss ratio, a parameter of profitability at 95 % across all channels.

• Accounts Management- Responsible for maintaining the relationship with existing bank customers ( Mostly Current A/C Holders ) for recommending as well as sales, services and operations of financial products.
• Generated revenue for the organization by cross selling all the products which are available under Kotak umbrella such as- Mutual Funds, Insurance (General & Life), Home Loan, personal Loan, Car Loan, Working capital Loans, Kotak Securities A/C, Etc.
• To provide best possible services to all the individual accounts sourced by us in coordination with the dedicated service team.
• To handle customer service requirements like Education on product features, Cheque book issuance, Grievances and issues related to their existing accounts.
• A strict adherence to compliance, functional and service standard of the bank to customers.