Sumesh KR
Summary
Experienced Sales Leader with a Bachelor of Commerce and over 20 years of experience in the financial services industry. Proven track record in driving strategic initiatives, cultivating strong business relationships, and achieving significant sales and revenue growth. Skilled at building high-performing teams, devising strategic plans, and implementing effective sales and marketing strategies. Committed to delivering exceptional results through visionary leadership, innovative thinking, and a customer-centric approach.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Channel Sales Head - South India
Rostrum Grand India
02.2024 - 07.2024
- Handled Offshore AIF sales through Channel partners and IFA across south India.
- Managed relationships with Channel partners and IFA across south India and effectively developed Alternate Investment product sales.
- Conducted Regular training sessions for channel resources on product knowledge, ensuring effective client engagement
- Effectively reactivated Inactive IFA/Channel
- Worked well in a team setting, providing support and guidance.
- Provided professional services and support in a dynamic work environment.
- Developed and maintained courteous and effective working relationships.
- Proved successful working within tight deadlines and a fast-paced environment.
Circle Head - Kerala State - Bank Channel Sales
Axis Securities Ltd
07.2019 - 02.2024
- Led a team of 24 Cluster managers across Kerala State to acquire 3in1 accounts and cross selling Mutual fund and Managed accounts including PMS by maintaining strong relationship with Axis bank stake holders.
- Strategically oversee retail, HNI and NRI client acquisition, promoting trading and demat accounts in collaboration with Axis Bank teams
- Develop and execute product mix strategies to attract premium clients and expand base of HNI and NRI clients.
- Initiate and oversee client activation processes to ensure smooth onboarding experience and increase client base.
- Drive cross-selling initiatives for Portfolio Management Services (PMS), Smart Edge (2L portfolio), and Cat3 (20L portfolio) to diversify annual revenue streams
- Conduct regular training sessions at branch and cluster levels on product knowledge and soft skills
- Mentor and coach Team members to achieve maximum monthly incentives, accelerate career progression within six months, and consistently meet annual Key Result Area (KRA) objectives to maintain high team performance and motivation
- Formulated and executed circle-level strategies with Axis Bank's Third-Party Product Head and Circle Head - Branch Banking, Liability Sales, Salary vertical, surpassing acquisition targets
- Cultivated interpersonal skills by building positive relationships with others.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Proven ability to learn quickly and adapt to new situations.
- Self-motivated, with a strong sense of personal responsibility.
Senior Manager - Franchise Development - Kerala
Religare Securities Ltd
11.2018 - 07.2019
- Led Kerala Business Partner vertical, strategically acquiring and nurturing new partners to expand market reach and enhance client acquisition strategies
- Conduct regular visits to franchisee partners to provide comprehensive training to franchisee staff aimed at optimizing client acquisition strategies, unique client activation, and increasing average revenue per customer (ARPU)
- Effectively manage objections and conflicts from franchisees and franchisee customers, ensuring swift resolution and maintaining positive relationships.
Cluster Manager - South and Central Kerala
Karvy Stock Broking Ltd
12.2017 - 06.2018
- Drive robust broking revenues and effectively promote third-party products such as Life Insurance,Health Insurance and Mutual Funds, diversifying income streams
- Spearheaded effective customer acquisition campaigns and initiatives in open market, corporate activities and promotions, expanding client base and growing market share in retail segment
- Built and motivated high-performing retail team of 6 Sales managers , achieving ambitious sales targets and improving customer satisfaction
- Successfully reactivated dormant customer accounts, increasing revenue and strengthening client relationships.
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
Regional Sales Manager - Kerala State
ICICI Securities Ltd
09.2017 - 12.2017
- Strategically promoted trading and demat accounts with ICICI Bank Branch Clients with a team of 16 Sales managers.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Fostered strong business relationships and alignment with key ICICI Bank stakeholders, ensuring successful execution of strategic initiatives
- Promoted ERS and PRS accounts with initial trade margins of 1 lakh and above
- Acquiring and maintaining relationship with HNI and NRI customers.
- Spearhead implementation of prepaid brokerage plan, significantly increasing upfront revenue growth.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
Franchisee Manager for Karnataka
Aditya Birla Money Ltd
07.2010 - 09.2012
- Strategically manage Franchisee vertical for Karnataka, acquiring and nurturing new partners to expand network and market reach
- Successfully lead new franchisee acquisition and revenue generation for Bengaluru and Mysore clusters during financial year 2010/11
- Transition to oversee franchisee acquisition for Karnataka in FY 2011/12, continuing to drive growth and profitability targets
- Conduct regular visits to franchisee partners to develop and train on effective client acquisition strategies, unique client activation, and initiatives to increase average revenue per customer (ARPU)
- Interacted well with customers to build connections and nurture relationships.
Sales Manager - MG Road Branch Bengaluru
Reliance Life Insurance Ltd
09.2006 - 06.2010
- Spearhead recruitment of insurance agents from self-reference and open market, ensuring steady onboarding of qualified professionals
- Initiate and execute multiple recruitment initiatives, achieving onboarding of 20 IRDA agents within first 6 months
- Conduct comprehensive training programs empowering advisors to achieve ambitious business targets
- Actively participate in client calls alongside agents, offering motivation, guidance, and continuous training to enhance agent performance.
Team Leader Customer Service - Facility Management
Handiman Services Ltd
11.2005 - 08.2006
- Conducted comprehensive pilot study within first 3 months to understand necessity and viability of establishing dedicated Customer Service department
- Integrated customer service into facility management, aligning with company goals
- Provided daily reports on customer queries to Business Head
- Established and led team of 6 Customer Service Executives, providing continuous training.
Assistant Sales Manager
SS Services
03.2000 - 10.2005
- Lead and achieve sales targets effectively
- Train and develop staff for operational excellence
- Successfully mentored team to achieve sales targets
- Enhanced staff skills through comprehensive training and joint calls.
Education
Bachelor of Commerce (B.Com) -
Calicut University
Thrissur, Kerala03-1999
Skills
- Sales Leadership (Direct sales, Channel/B2B Sales)
- Channel Partner and Direct resource regular Training and development
- Strategic Sales Planning and Business Development
- Client Relationship building and Management
- Results-Driven Leadership and People Development
- Bank partner stake holder relationship Management and Sales
- Business Relationship Management
- MS Office
Websites
Certification
- NISM-Series-V-A: Mutual Fund Distributors Certification
- NISM-Series-XXI-A: Portfolio Management Services (PMS) Distributors Certification
Languages
English
Upper intermediate (B2)
Hindi
Upper intermediate (B2)
Malayalam
Bilingual or Proficient (C2)
Kanada
Intermediate (B1)
Personal Information
- Date of Birth: 01/21/78
- Nationality: Indian
- Marital Status: Married
Hobbies and Interests
- Travel and explore
- Watching Movies
Businessfront
Team player with high energy and positive attitude. Good Interpersonal and Communication skills. Responsible and dedicated, can be relied upon to deliver the job required.
Software
MS Office
Timeline
Channel Sales Head - South India
Rostrum Grand India
02.2024 - 07.2024
Circle Head - Kerala State - Bank Channel Sales
Axis Securities Ltd
07.2019 - 02.2024
Senior Manager - Franchise Development - Kerala
Religare Securities Ltd
11.2018 - 07.2019
Cluster Manager - South and Central Kerala
Karvy Stock Broking Ltd
12.2017 - 06.2018
Regional Sales Manager - Kerala State
ICICI Securities Ltd
09.2017 - 12.2017
Franchisee Manager for Karnataka
Aditya Birla Money Ltd
07.2010 - 09.2012
Sales Manager - MG Road Branch Bengaluru
Reliance Life Insurance Ltd
09.2006 - 06.2010
Team Leader Customer Service - Facility Management
Handiman Services Ltd
11.2005 - 08.2006
Assistant Sales Manager
SS Services
03.2000 - 10.2005
Bachelor of Commerce (B.Com) -
Calicut University
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