Swapnil Tatkare

As National Head of Governance for the Direct Marketing (DM) Channel, entrusted with architecting and implementing robust governance frameworks to ensure operational excellence, regulatory compliance, and sustained business growth across all national territories.

• Lead Program Manager for Governance: Spearheaded the establishment, institutionalization, and continuous refinement of the national governance rhythm for the DM channel.
• Strategic Input Management & Advanced Data Analytics: Directed comprehensive input management systems, leveraging advanced reporting and data analysis methodologies to derive actionable insights, inform strategic decision-making, and optimize channel performance.
• Oversight of Target Achievement & Input Management: Implemented rigorous governance protocols for monitoring and ensuring consistent achievement of national sales targets and effective input management across the channel.
• HO Governance Initiative Implementation: Strategized, designed, and led the national rollout of critical Head Office (HO) governance initiatives, ensuring seamless integration and adoption.
• Performance & Outlier Management: Developed and executed sophisticated outlier and performance management strategies to identify deviations, implement corrective actions, and drive continuous improvement in target achievement and overall performance monitoring.
• Execution of Strategic Initiatives & Innovation: Championed the execution of key strategic initiatives and fostered a culture of innovation within the DM channel to enhance competitive advantage and market share.

A pivotal member of the Strategic Initiative Team, reporting to Head Office / Regional Office, mandated to drive Cross-Sell & Up-Sell revenues.

• Strategic Execution of Upsell & Cross-Sell: Orchestrated and executed comprehensive upsell and cross-sale campaigns across all Mumbai GM Territories, consistently delivering approximately 30% YOY growth in MDP targets for four consecutive years.
• Team Leadership & Revenue Generation: Led, mentored, and managed a high-performing team of Upsell Managers across Mumbai, successfully driving significant sales revenue from the existing HNI and mass affluent customer base.
• Lead Management & Conversion Optimization: Ensured meticulous oversight of overall lead actioning processes and conversion funnels, consistently meeting and exceeding set targets for regions and territories.
• Sales Enablement & Capability Building: Provided intensive sales orientation, on-field coaching, and handholding to new Upsell Managers, demonstrating advanced closing and conversion techniques to accelerate their productivity.
• Performance Management & Development: Managed Direct Reportees' Goal Sheets, formulated individual Development Plans, and designed effective Incentive Planning structures to motivate and reward performance.
• NRI Business Development: Spearheaded and significantly grew the NRI Business Drive, focusing on strategic NRI IC hiring and existing IC activation. Developed and delivered specialized sales training on hiring diverse segments and streamlining NRI business login, documentation, and faster issuance processes.
• Channel Development Expansion (Prior Role Focus): Managed key territories including Madhya Pradesh, Uttar Pradesh (Central, Eastern & Western), and Rajasthan, alongside Focus Markets of Mumbai City for a year (Sept 2019 - Sept 2020). Tasked with a significant responsibility to strategically increase Agency Distribution and market penetration.
• Recruitment & Distribution Strategy: Architected and executed multi-pronged recruitment and distribution build-up strategies, leveraging online platforms, targeted digital marketing campaigns, and diverse data sources (e.g., LIC Data, MF Data, Professionals Network - Doctors, CAs, CS, Tax Consultants).
• High-Impact Recruitment Events: Conceived and organized large-scale, high-impact recruitment events such as "MAHA BOP" for Mutual Fund Brokers and exclusive CA Events at all Regional Levels, resulting in significant talent acquisition.
• Segmented Recruitment & Business Targets: Successfully achieved business targets through strategic, segmented recruitment of Bankers, Mutual Fund distributors, and Chartered Accountants post-event engagement.
• Professional Club Engagement: Drove participation and engagement in Professional Club (PC Clubs) initiatives for Regions within the Territory to substantially enhance Renewed Net Business (RNB).

Sr. Branch Manager – Prabhadevi – Agency Channel (April 2019 – Aug 2020)

• New Branch Establishment & Growth: Entrusted with the critical responsibility of new branch development, including the strategic hiring of new Sales Managers (SMs) and Insurance Consultants (ICs) to deliver ambitious business targets for New IC Contribution.
• Agency Distribution Expansion: Led the expansion of agency distribution networks, with a keen focus on effective SM hiring, comprehensive onboarding, and robust retention strategies.
• Successful Team Launch: Successfully recruited, trained, and launched 4 New Sales Managers, enabling them to achieve their Q1 business parameters and targets.
• IC Development & Club Membership: Provided intensive handholding and coaching to launch New ICs, guiding them towards achieving prestigious CLUB Membership criteria (Promising & SILVER CLUBs).

Regional Training Manager (Feb 2017 – March 2019)

• New IC Contribution & Club Qualifications: Held primary responsibility for delivering the New IC Contribution targets for the Region, with a strong emphasis on achieving Club Qualifications.
• Multi-Vertical Training Delivery: Catered to diverse training requirements for two distinct verticals – Agency Channel and Agency Select (Partner Select) – across Focus Group offices in the SION-Prabhadevi Region.
• Training Module & Content Development: Actively contributed to the design, development, and enhancement of comprehensive training modules and content for a wide range of roles including Branch Heads (BHs), Front Line Sales (FLS), Agency Supervisors (AS), Development Managers (DM), Sales Managers (SMs), and Insurance Consultants (ICs).
• Collaboration with HO Marketing: Participated actively with the Head Office Marketing Team (Pune) in developing innovative and effective sales and recruitment tools for FLS and ICs.
• New SM Onboarding & Development: Managed the end-to-end process for new SM onboarding, including their induction, intensive coaching, continuous development, and strategies for retention during their critical first 6 months.
• Productivity Enhancement: Drove significant improvements in the productivity of New SMs/DM FLS and M0 to M3 Insurance Consultants across the region.
• Evolution of Training Paradigm: Championed and successfully implemented a strategic transition in training methodology from traditional knowledge-based training to dynamic, sales-focused, and ultimately, business impact-driven training.
  Key Accomplishment: Awarded "No 1 RTM" on KPI Ranking Pan India (Q1 FY 2018-19) and maintained YTD Rank 1 across all KPI Parameters as on 31st March 2019.
  Key Accomplishment: Winner of the prestigious “Agency Anniversary Month Contest – August’17” (BALIC).

• Process Custodianship & Transformation: Served as the custodian of process adherence within the Tied Transformation initiative for the Mumbai Region, encompassing recruitment processes, input management, and performance traction.
• Recruitment & Sales Quality Governance: Ensured stringent adherence to recruitment and sales quality parameters across the region. Provided intensive coaching and development support to new RDMs (0-6 months).
• Lead Management System Oversight: Managed and ensured adherence to the Lead Management System within the Zone.
• RDM Lifecycle Management: Oversaw new RDM onboarding, comprehensive development programs, retention strategies, and confirmation processes.
• Process Audits & Governance: Conducted regular audits of recruitment and sales processes; maintained overall governance of all operational processes within the Zone.
• Strategic Interventions: Executed critical Zone and HO level interventions aimed at the development and enhancement of the leadership team.
  Key Accomplishment: Successfully launched New ICON RDMs and consistently achieved New RDM Participation Targets (Threshold 50%) month-on-month (2015-16, 2016-till date).
  Key Accomplishment: Achieved 107% of Operating Business Plan on Overall Licensing – FY 2015-16.
  Key Accomplishment: Acted as a role model in building distribution under Tied Agency for Mumbai, directly contributing to the creation of 100+ RBMs in the Zone.

• Key Client Marketing Coordination: Acted as the focal point for coordinating marketing tasks for high-value international clients.
• ROI Maximization & Strategic Planning: Maximized ROI for key clients by defining and executing strategic plans to build on existing revenue streams and secure future business.
• New Business Development: Identified and capitalized on new business opportunities with existing clients by offering new service lines and exploring requirements in other geographies.
  Key Accomplishment: Consistently achieved significant revenue targets, including £30,000 (Oct’12), £25,000 (Nov’12), and £24,000 (Feb’13).

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• Associate Partner – Sales: Core focus on recruitment, development, and retention of sales force; managed existing advisor teams to ensure EAP and build long-term agency success. Exceeded sales targets through individual coaching and team management.
• Sales Development Manager: Ensured new agent onboarding and achievement of NOP, PLS & 9x90 Sales Criteria. Led training & sales development activities.
• Manager- Training: Conducted IC-33 & FCS batches; trained Agent Advisors & New Employees, achieving high passing percentages.
  Key Accomplishment: Rapid career progression with two promotions within 3 years.
  Key Accomplishment: Awarded Best Training Manager, Dronacharya Award Winner for over 4 Quarters (2009-2010).

Supervised customer service operations, managed sales, business development, and client relationship management. Assessed marketing opportunities, generated leads, and followed up on sales activities for the US market.

Managed team operations, motivating the team to achieve sales and customer satisfaction targets for UK Citi Cards. Conducted client conference calls, mentored advisors, and provided soft skills training.

• Key Accomplishment: Awarded Best Employee of the Month multiple times (2006-2007) for outstanding sales and customer service.

Handled customer queries, up-sold new products, and focused on customer retention.

• Key Accomplishment: Played a key role in increasing retention and achieving over 98% Customer satisfaction rates.