Sumesh KR

Company Overview: Subsidiary of Rostrum Grand Hongkong, a research-driven investment platform specializing in transforming innovative ideas into investable products managed by esteemed firms. We bridge discerning investors with institutional-quality investments, ensuring robust financial outcomes.

Products Handled - Alternate Investment Fund -BlackOak Life Settlement fund ( UK) and Wisdom Spc50 , Catalytic Multi Strategy fund

Key Responsibilities:

• Managed and nurtured relationships with 45 channel relationship managers and their leaders, facilitating seamless communication and collaboration.
• Conducted comprehensive training sessions for channel relationship managers on product knowledge and updates, ensuring proficient client engagement.
• Actively participated in customer interactions to resolve queries and provide support, significantly enhancing client satisfaction and retention.
• Identified and capitalized on new business opportunities through strategic sales and marketing initiatives, contributing to business growth and market expansion.
• Spearheaded marketing strategies to bolster brand awareness, generate leads, and augment market share in competitive sectors.
• Proactively identified areas for business process enhancement, streamlining workflows and enhancing overall productivity.

Key Achievements:

• Successfully increased client engagement and satisfaction through targeted training sessions and proactive client interactions.
• Played a pivotal role in expanding market reach and brand visibility through effective marketing campaigns and strategic initiatives.
• Optimized business processes, resulting in improved operational efficiency and cost savings.

Skills and Competencies:

• Strong interpersonal skills with a proven ability to build and maintain relationships with stakeholders.
• Proficient in conducting training sessions and delivering presentations to diverse audiences.
• Strategic thinker with a track record of identifying and pursuing new business opportunities.
• Analytical mindset with a focus on continuous improvement and operational excellence.

Conclusion: As a Senior Channel Manager, I am committed to driving growth, fostering Channel relationships, and contributing to the overall success of our organization in the dynamic landscape of alternative investments.

Company Overview: As the Circle Head for Axis Securities in Kerala Circle, I lead strategic initiatives and operations to enhance market presence and drive growth within the financial services sector. Axis Securities is a trusted stock broking entity under Axis Bank, focusing on providing comprehensive investment solutions and services.

Key Responsibilities:

• Strategically lead the acquisition of retail and HNI clients, promoting trading and demat accounts in collaboration with Bank Branch Sales, Relationship Managers, and branch operations teams across Axis Bank branches.
• Manage and mentor a team of 24 Cluster Managers, ensuring consistent achievement of sales targets for trading and demat account acquisitions throughout Kerala Circle.
• Develop and execute the product mix strategy, targeting premium clients and expanding the base of HNI trading and demat account customers.
• Initiate and oversee client activation processes to ensure seamless onboarding and utilization of trading platforms, enhancing customer engagement.
• Drive cross-selling initiatives for Portfolio Management Services (PMS), Smart Edge (2L portfolio), and Cat3 ( 20L portfolio), diversifying revenue streams annually.
• Formulate and implement circle-level strategies in collaboration with Axis Bank's Third-Party Product Head, Circle Head – Branch banking, Liability Sales, Salary vertical surpassing acquisition targets for trading and demat accounts within Axis Securities and Axis Bank Kerala Circle.
• Cultivate strong business relationships with key Axis Bank stakeholders including Circle Head, Circle Sales Head, Circle Salary Team Head, and Cluster Heads and Sales Heads, ensuring alignment and successful execution of strategic initiatives.
• Enhance market share for Axis Securities within Kerala Circle through continuous review of circle targets and proactive performance management.
• Conduct regular training sessions at branch and cluster levels on product knowledge, soft skills, and regulatory compliance for Axis Bank employees, enhancing operational efficiency and compliance.
• Engage senior stakeholders through frequent in-person meetings, providing comprehensive business updates on a weekly and monthly basis to ensure alignment with strategic goals and performance metrics.
• Develop and implement engagement programs and localized campaigns as needed, fostering a collaborative and motivated work environment for internal and external team members.
• Successfully transition customer acquisition processes from offline models to a fully digital approach, optimizing efficiency and improving customer experience.
• Mentor and coach Cluster Managers to achieve maximum monthly incentives, fast-track career progression within six months, and consistently meet annual Key Result Area (KRA) objectives, ensuring high team performance and motivation.
• Ensure Axis Bank Kerala Circle's participation in all international training campaigns organized by Axis Securities Ltd., enhancing the circle's competencies and global exposure.

Key Achievements:

• Implemented successful strategies that led to exceeding acquisition targets for trading and demat accounts, contributing to enhanced market share within Kerala Circle.
• Orchestrated the transition of customer acquisition processes to a digital approach, resulting in improved efficiency and customer satisfaction.
• Fostered a high-performance culture among Cluster Managers, achieving significant incentives and career progression milestones within accelerated timeframes.
• Strengthened Axis Securities market position through strategic collaborations and effective stakeholder management across Kerala Circle.

Skills and Competencies:

• Strong leadership and strategic planning abilities with a focus on achieving business objectives and driving revenue growth.
• Expertise in financial services, particularly in retail and HNI client acquisition, product mix strategies, and cross-selling initiatives.
• Proven track record in team management, coaching, and talent development to achieve operational excellence and career progression goals.
• Effective communication and interpersonal skills, enabling successful stakeholder engagement and alignment with organizational goals.
• Commitment to regulatory compliance, operational efficiency, and continuous improvement in service delivery.

Conclusion: As Circle Head for Axis Securities in Kerala Circle, I am dedicated to driving growth, fostering client relationships, and ensuring operational excellence. I leverage my extensive experience and strategic acumen to lead our team in achieving and surpassing business targets, thereby contributing to the overall success and market leadership of Axis Securities within Kerala Circle.

Company Overview: I oversee the Business Partner vertical for Kerala, focusing on strategic acquisition and nurturing of new partners within the region. Our organization emphasizes growth in broking businesses and diversified revenue streams through effective cross-selling of third-party products.

Key Responsibilities:

• Direct and manage the Business Partner vertical for Kerala, strategically acquiring and nurturing new partners to expand market reach and enhance client acquisition strategies.
• Spearhead the growth of broking business by successfully cross-selling third-party products, driving diversified revenue streams and enhancing profitability.
• Set and manage revenue and profitability targets, with a strong focus on risk control and compliance to ensure adherence to regulatory standards.
• Conduct regular visits to franchisee partners to strategize and optimize client acquisition strategies, implement unique client activation techniques, and increase average revenue per customer (ARPU).
• Ensure compliance with established regulations and operational standards, monitoring and guiding franchisee operations to maintain high service delivery standards.
• Provide comprehensive training to franchisee staff on customer interaction protocols and compliance requirements, enhancing service quality and customer satisfaction.
• Manage objections and conflicts from franchisees and franchisee customers effectively, ensuring swift resolution and maintaining positive relationships.
• Coordinate interdepartmental efforts to streamline operations and optimize performance across franchisee networks.

Key Achievements:

• Successfully expanded the Business Partner network in Kerala, achieving significant growth in broking business and third-party product sales.
• Implemented effective client acquisition strategies and client activation techniques, resulting in increased ARPU and enhanced customer retention.
• Maintained high compliance standards and operational efficiency across franchisee operations, ensuring regulatory adherence and customer satisfaction.
• Fostered a culture of continuous improvement and professionalism among franchisee staff through comprehensive training and certification programs.

Skills and Competencies:

• Strong leadership and strategic planning skills, with a proven ability to drive business growth and manage profitability targets.
• Expertise in financial services and broking business operations, including risk control, compliance, and revenue diversification.
• Excellent communication and interpersonal skills, facilitating effective stakeholder management and conflict resolution.
• Commitment to maintaining high standards of service delivery and regulatory compliance within franchisee networks.
• Ability to coordinate cross-functional teams and initiatives to optimize operational performance and achieve organizational objectives.

Conclusion: As the Business Partner Manager, I am committed to driving growth and profitability by expanding our partner network, optimizing client acquisition strategies, and ensuring compliance and operational excellence across franchisee operations in Kerala. I leverage my leadership skills and industry expertise to foster strong relationships, drive revenue diversification, and uphold regulatory standards, thereby contributing to the overall success and reputation of our organization in the financial services sector.

Company Overview: I oversee the retail open market sales and customer acquisition strategies, driving growth and market penetration for our organization. We focus on generating robust broking revenues and diversifying income through strategic promotion of third-party products like Life Insurance and Mutual Funds.

Key Responsibilities:

• Spearhead customer acquisition initiatives in the open market, strategically expanding our client base and enhancing market presence.
• Generate robust broking revenues by effectively promoting third-party products such as Life Insurance and Mutual Funds, thereby diversifying revenue streams.
• Build and lead a dynamic retail team, implementing aggressive customer acquisition strategies to significantly enhance market penetration and achieve sales targets.
• Successfully reactivate dormant customer accounts, revitalizing relationships to increase revenue and profitability targets.
• Design and execute corporate activities and promotional schemes aimed at bolstering customer engagement, expanding outreach, and enhancing brand visibility.

Key Achievements:

• Led successful customer acquisition campaigns that expanded our client base and increased market share in the retail segment.
• Diversified revenue streams by effectively promoting and selling third-party products, contributing to overall business growth and profitability.
• Built and motivated a high-performing retail team, achieving aggressive sales targets and enhancing customer satisfaction.
• Successfully revitalized dormant customer accounts, resulting in increased revenue and strengthened client relationships.
• Designed and executed impactful corporate activities and promotional schemes that significantly boosted customer engagement and expanded our market presence.

Skills and Competencies:

• Strong leadership and strategic planning skills, with a proven track record in driving sales growth and achieving revenue targets.
• Expertise in retail sales, customer acquisition strategies, and relationship management within the financial services sector.
• Ability to build and lead high-performing teams, fostering a culture of achievement and continuous improvement.
• Creative thinker with a knack for designing effective promotional campaigns and corporate activities to enhance customer engagement.
• Results-oriented approach with a focus on achieving measurable business outcomes and driving organizational success.

Conclusion: As the Head of Retail Sales and Customer Acquisition, I am dedicated to driving growth, diversifying revenue streams, and enhancing customer relationships. Leveraging my strategic leadership and industry expertise, I am committed to achieving aggressive sales targets, expanding our market presence, and ensuring sustained profitability for our organization in the dynamic financial services sector.

Company Overview: I lead the strategic acquisition of clients and growth initiatives for ICICI Securities within the Kerala Zone, collaborating closely with ICICI Bank branches to promote trading and demat accounts. Our focus is on expanding market presence and enhancing customer satisfaction through innovative financial solutions.

Key Responsibilities:

• Lead the acquisition of clients by strategically promoting trading and demat accounts in collaboration with ICICI Bank Branch Sales, Relationship Managers, and branch operations teams.
• Expand the team size of Sales Managers from 4 to 16, implementing effective sourcing strategies and enhancing productivity levels.
• Manage and mentor a team of 16 Cluster Managers to consistently achieve sales targets for trading and demat account acquisitions across the Kerala Zone.
• Develop and execute a targeted product mix strategy, with a focus on attracting premium clients and expanding the base of HNI trading and demat account customers.
• Emphasize selling ERS and PRS accounts with initial margins of 1 lakh and above, enhancing revenue streams.
• Ensure seamless onboarding of acquired customers, enhancing overall client experience and satisfaction.
• Spearhead the implementation of a prepaid brokerage plan, significantly increasing upfront revenue generation.
• Cultivate robust business relationships with key ICICI Bank stakeholders including Zonal Head, Regional Sales Heads, Zonal & Regional Salary Team Heads, Cluster Heads, and Branch Heads across Kerala Zone.
• Enhance market share for ICICI Securities within Kerala Zone through continuous review of circle targets and proactive performance management of direct reports.
• Conduct regular training sessions at branch and regional levels on product knowledge, soft skills, and regulatory compliance for ICICI Bank employees, optimizing operational efficiency and adherence to compliance standards.
• Engage senior stakeholders through frequent in-person meetings, providing comprehensive business updates on a weekly and monthly basis to ensure alignment with strategic goals and performance metrics.
• Develop and implement engagement programs and localized campaigns as needed, fostering a collaborative and motivated work environment for both internal and external team members.
• Mentor and coach Cluster Managers to achieve maximum monthly incentives and successfully fulfil career progression plan requirements every six months.

Key Achievements:

• Successfully expanded the team size and productivity of Sales Managers, achieving higher acquisition targets and market penetration.
• Implemented effective product mix strategies that attracted premium clients and diversified revenue streams, contributing to overall revenue growth.
• Enhanced customer onboarding processes and introduced prepaid brokerage plans, significantly boosting upfront revenue generation.
• Fostered strong business relationships and alignment with key ICICI Bank stakeholders, ensuring successful execution of strategic initiatives and targets.
• Led comprehensive training programs that enhanced employee skills and compliance standards, improving operational efficiency and customer service.

Skills and Competencies:

• Strong leadership and strategic planning skills, with a proven track record in driving sales growth and achieving targets in the financial services sector.
• Expertise in financial products and markets, with a focus on trading, demat accounts, and wealth management solutions.
• Excellent communication and interpersonal skills, facilitating effective stakeholder management and team collaboration.
• Commitment to regulatory compliance and operational excellence, ensuring adherence to industry standards and best practices.
• Results-oriented mindset with a focus on continuous improvement, innovation, and achieving business objectives.

Conclusion: As the Regional sales manager for ICICI Securities in Kerala Zone, I am dedicated to driving growth, enhancing market share, and ensuring customer satisfaction through strategic leadership and effective team management. Leveraging my expertise and experience, I am committed to achieving and surpassing business targets while maintaining high standards of service delivery and compliance within the dynamic financial services landscape.

Company Overview: I oversee the Franchisee acquisition for Karnataka, focusing on strategic acquisition, nurturing, and management of partners across the region. Our goal is to expand market presence and ensure high service delivery standards while adhering to regulatory compliance.

Key Responsibilities:

• Strategically manage the Franchisee vertical for Karnataka, acquiring and nurturing new partners to expand our network and market reach.
• Successfully lead new franchisee acquisition and revenue generation for Bengaluru and Mysore clusters during the financial year 2010/11.
• Transition to oversee franchisee acquisition for Karnataka in FY 2011/12, continuing to drive growth and profitability targets.
• Manage revenue and profitability targets with a strong emphasis on risk control and compliance, ensuring strict adherence to regulatory standards.
• Conduct regular visits to franchisee partners to develop and implement effective client acquisition strategies, unique client activation techniques, and initiatives to increase average revenue per customer (ARPU).
• Ensure compliance with established regulatory frameworks and operational standards, providing guidance and oversight to franchisee operations to uphold high service delivery standards.
• Provide comprehensive training to franchisee staff on customer interaction protocols, compliance requirements, and financial services best practices, enhancing service quality and customer satisfaction.
• Facilitate NISM certification for franchisee staff to ensure competency and compliance in financial services, enhancing overall operational effectiveness.
• Effectively manage objections and conflicts from franchisees and franchisee customers, ensuring prompt resolution and maintaining positive relationships.
• Coordinate interdepartmental efforts to streamline operations and optimize performance across the franchisee network, fostering efficiency and synergy.

Key Achievements:

• Successfully led the acquisition and growth of new franchisees in Bengaluru and Mysore clusters, contributing to significant revenue generation during the specified financial year.
• Implemented effective client acquisition strategies and client activation techniques, resulting in increased average revenue per customer (ARPU) and enhanced profitability.
• Maintained high compliance standards and operational efficiency across the franchisee network, ensuring adherence to regulatory requirements and service excellence.
• Enhanced staff competency and service delivery through comprehensive training and certification programs, improving overall customer satisfaction and retention.

Skills and Competencies:

• Strong leadership and strategic planning skills, with a proven track record in franchisee operations and partner management.
• Expertise in financial services, regulatory compliance, and risk management, ensuring operational excellence and adherence to industry standards.
• Excellent communication and interpersonal skills, facilitating effective stakeholder management and conflict resolution.
• Commitment to continuous improvement and efficiency, driving operational effectiveness and synergy across diverse teams.
• Results-oriented mindset with a focus on achieving business objectives and fostering a culture of collaboration and high performance.

Conclusion: As the Franchisee Acquisition for Karnataka, I am dedicated to driving growth, ensuring regulatory compliance, and maintaining high service standards across our franchisee network. Leveraging my strategic leadership and industry expertise, I am committed to expanding our market presence, enhancing partner relationships, and achieving sustainable business growth in the dynamic financial services sector.

Company Overview: As a Sales Manager Tied Agency channel at MG Road Bengaluru branch, focusing on recruiting insurance agents and driving business growth through effective management and strategic initiatives.

Key Responsibilities:

• Spearhead the recruitment of insurance agents from self-reference and the open market, ensuring a steady influx of qualified professionals into the agency.
• Initiate and execute multiple recruitment initiatives, achieving the onboarding of 40 agents within the first 6 months and facilitating their IRDA licensing.
• Conduct comprehensive training programs aligned with company and regulatory standards, empowering advisors to achieve ambitious business targets.
• Implement proactive measures to immediately activate agents upon coding and maintain monthly activation targets to optimize agent productivity.
• Actively participate in client calls alongside agents, offering motivation, guidance, and continuous training to enhance agent performance and ensure client satisfaction.
• Maintain documentation in accordance with company quality standards, ensuring accuracy and compliance with regulatory requirements.

Key Achievements:

• Successfully recruited and onboarded 40 insurance agents within the initial 6 months, contributing to the expansion of the Tied Agency channel.
• Implemented effective training programs that enabled advisors to achieve and exceed ambitious business targets.
• Managed a diverse portfolio of HNI and retail clients, implementing personalized service strategies that fostered client satisfaction and loyalty.
• Achieved consistent activation of agents and maintained productivity targets through proactive measures and ongoing support.

Skills and Competencies:

• Strong leadership and recruitment skills, with a proven track record in driving agent acquisition and development.
• Expertise in insurance products and regulatory compliance, ensuring adherence to industry standards and best practices.
• Excellent communication and interpersonal skills, facilitating effective training, motivation, and client engagement.
• Detail-oriented with strong organizational skills, ensuring meticulous documentation and compliance with quality standards.
• Results-driven with a focus on achieving business objectives and fostering a high-performance culture within the Tied Agency channel.

Conclusion: As the Tied Agency Sales Manager at MG Road Bengaluru branch, I am committed to driving recruitment, training, and business growth within the insurance sector. Leveraging my leadership skills and industry knowledge, I aim to enhance agent productivity, client satisfaction, and overall profitability while ensuring compliance and maintaining high standards of service delivery.

Company Overview: I spearheaded the establishment of a dedicated Customer Service department within our facility management services, focusing on enhancing customer satisfaction and service excellence.

Key Responsibilities:

• Conducted a comprehensive pilot study within the first 3 months to assess the necessity and viability of establishing a dedicated Customer Service department.
• Evaluated customer requirements and integrated customer service into our facility management services, ensuring alignment with company objectives and service excellence standards.
• Reported directly to the Business Head during the initial phase, providing detailed daily reports on customer complaints and queries related to facility management services.
• Successfully established and managed a team of 6 Customer Service Executives following the pilot study, providing leadership and continuous training on service excellence and issue resolution techniques.
• Managed escalated calls from corporate and residential clients, ensuring timely and effective resolution of service-related issues to maintain high levels of customer satisfaction.

Key Achievements:

• Pioneered the establishment of a dedicated Customer Service department, enhancing customer satisfaction and service delivery within facility management services.
• Conducted a successful pilot study that validated the necessity and feasibility of integrating customer service, leading to the formation of an efficient and effective team.
• Provided leadership and continuous training that improved service excellence standards and ensured effective issue resolution, contributing to enhanced customer retention and satisfaction.

Skills and Competencies:

• Strong project management and analytical skills, with a focus on assessing and implementing customer service strategies.
• Leadership abilities to manage and motivate a team, fostering a culture of service excellence and continuous improvement.
• Excellent communication and interpersonal skills, facilitating effective resolution of escalated customer issues and maintaining positive client relationships.
• Detail-oriented with a commitment to quality and compliance, ensuring adherence to service standards and regulatory requirements.
• Problem-solving skills to address complex customer service challenges and drive operational efficiency within the department.

Conclusion: As the Customer Service Team leader for our facility management services, I am committed to driving customer satisfaction, operational efficiency, and service excellence. By leveraging my leadership and analytical skills, I aim to continue enhancing our customer service standards, resolving issues promptly, and maintaining strong client relationships to support our company's growth and reputation in the industry.

Company Overview: I manage and mentor a team of executives and team leaders, focusing on marketing account and loan products to achieve sales targets and expand market penetration for our organization.

Key Responsibilities:

• Lead and mentor a team of executives and team leaders in marketing account and loan products, ensuring they achieve sales targets and effectively expand market penetration.
• Implement effective marketing strategies that enhance customer relationships and significantly grow the customer base.
• Play a key role in training and developing staff members, providing comprehensive guidance on overall branch activities to ensure operational excellence and adherence to company standards.

Key Achievements:

• Successfully mentored a team to achieve sales targets and expand market penetration through effective marketing of account and loan products.
• Implemented marketing strategies that enhanced customer relationships and contributed to substantial growth in the customer base.
• Provided comprehensive training and development to staff members, improving their skills and ensuring alignment with company objectives.

Skills and Competencies:

• Strong leadership and mentoring skills, with the ability to motivate and develop a high-performing team.
• Expertise in marketing strategies and sales techniques, with a proven track record in achieving sales targets.
• Excellent communication and interpersonal skills, facilitating effective team collaboration and customer relationship management.
• Commitment to operational excellence and adherence to company standards, ensuring compliance and quality in branch activities.

Conclusion: As the Assistant Sales Manager for marketing account and loan products, I am dedicated to driving sales growth, expanding market penetration, and enhancing customer relationships through effective leadership and strategic marketing initiatives. Leveraging my skills in mentoring and training, I ensure that our team achieves operational excellence and meets company objectives, contributing to the overall success and growth of our organization.