Pl

KAUSHIK SENGUPTA

E-Mail: kaushiksg123@yahoo.co.in Mobile Phone: +91- 8100066899

Location Preference: Kolkata/Metro-cities

A dynamic performance-driven professional targeting assignments in Mortgages/Home Loans with

leading Banks and NBFCs

CORE COMPETEN CIES
Business Development
Distribution Channel Management
Sales planning/ Forecasting
Revenue Maximisation
Sales Strategy
Channel Sales and Marketing
Channel Partner Programs
Market& Competitive Analysis
Team Building & Leadership
PROFILE SUMMARY
• Competent professional with nearly 17 years of rich experience in Sales,
Channel management & Distribution, Collections in Mortgages
• Persuasive and influential with impressive success in consistently delivering
results in revenue growth, operational performance, and profitability
• Proficient at enabling business growth by developing and managing
network of channel partners across assigned territories
• Highly successful in improving operations, impacting business growth &
maximising profits through cost reductions, internal control & productivity
improvements
• Strong knowledge of financial products and services, with a good
understanding of how economic events impact global markets; proficiency
with compliance and regulatory requirements of all products
• Strong knowledge of Mortgages/Home Loans products and services;
proficient in compliance and regulatory requirements for all products
• Extensive market exposure of Eastern India, Kolkata & Bhubaneswar
• Dynamic & achievement-oriented, with excellent leadership, decision-
making, controlling & problem solving skills; high achiever; enhanced
business for each organisation worked for

ORGAN ISATIONAL EXP ERIENCE

July’2018-Sept’2019 with Avanse Financial Services Ltd., Kolkata as State Head–Sales

Key Result Areas:

• Started and established the SME Business in east for the organization
• Handling sales and collections for SME secured and Unsecured Loan for Kolkata market; leading a team of 2 Sales
Managers and 20 DSAs generating monthly business of Rs 5.5 cr -6 cr
• Delivering consistent results in revenue growth, operational performance, and profitability
• Developing & implementing sales strategies with focus on growing business volumes, customer base; maintaining IRR for
the assigned territory; built deeper strategic relationships at higher levels within the accounts, e.g., C-suite level contacts
for cross-selling /up - selling opportunities
• Imparting training to the team and motivating them to enhance their operational efficiency and achieve targets;
providing regular feedback on performance
• Driving business growth in terms of value, volume, market share & yield by introducing new ideas & concepts;
empanelling new DSAs to further business opportunities and tap unexplored areas
• Collaborating and coordinating with customer, DSA and Credit team through the entire process from sourcing till
disbursal; assisting in product-pricing
• Identifying market trends and modifying strategies for expansion of market share; designing distribution strategy to
achieve channel-wise targeted sales volumes and market shares and improve profitability
• Reviewing performance (team/DSAs); providing feedback and suggesting ways for performance improvements
• Monitoring the delinquent customer portfolio and taking measures for successful collection strategies to keep their
size as low as it can be
• Ensuring effective hiring and retention of sales force for achievement of business & operational objectives
• Preparing multiple MIS for team/sales/collections and generating reports for Management
• Performing collections of delinquent customers to maintain the clean portfolio
• Monitoring collections of delinquent accounts and conceptualizing & implementing recovery strategies in case of
payments defaults
• Mentoring the sales personnel and focussing on achieving exceptional results

Highlights:
• Championed performance-based investments, insights-driven marketing and long-term strategic business planning that
led to improvements such as revenue business in secondary market and 3rd party business
• Built and sustained a dynamic environment that fostered development opportunities and motivated high performance
amongst the team
• Key initiatives included introduction of sales competencies aligned with corporate values, new performance review
process, selling/coaching models and a comprehensive leadership business review process

Nov’17-Jul’18 with Edelweiss Housing Finance Ltd., Kolkata as Regional Sales Manager

Key Result Areas:

• Started and established the Mortgage Business in East for the organization
• Handled sales & business generation for East Mortgage Loan market: Kolkata and Bhubaneswar
• Drove business with support of 5 Sales Manager, 10 Relationship Managers and around 40 DSAs to achieve the business
volume of 6-7 Cr per month
• Introduced & implemented new initiatives and sales drives to generate new business for the organization and improve
profitability; maintained zone IRR
• Enabled business growth by developing and managing a network of channel partners
• Trained sales team to achieve sales targets and enhancing market share in the assigned territory; facilitated the team to
achieve cross-selling targets
• Assisted in product-pricing; conceptualized plans, streamlined channel networks, product launches
• Analyzed current market trends & competitors and provided inputs to the Product team to develop new customized
products; prepared different MIS for review, feedback and information to Management

Jul’15-Oct’17 with Reliance Home Finance Ltd., Kolkata as Area Sales Manager (Home Loan)

Key Result Areas:

• Led Home Loan sales for East Zone: Kolkata and Bhubaneswar; generated business through 4 Sales Managers, DSA
and DST to achieve the business volume of around 8-10 Cr
• Analysed market trends; studied competition to devise new sales strategies and drives for capturing greater market
share; launched schemes on local level with the help of channel partners
• Facilitated product-pricing and drove the team to achieve cross-selling targets; maintained IRR of the assigned area;
provided guidance and training to sales team for better performance to improve profitability of the zone
• Coordinated with Customer, DSA and Credit Team to ensure smooth process flow till loan disbursal
• Prepared various MIS for team/channel review and for Management
• Interacted with Product team to develop new customized products as per market needs

Highlights
Received various awards for East Zone, among all verticals
• ‘Best Supervisor’ award for the period of Oct’15 to Mar’16
• ‘Best Mentor – On Job Training’ for Oct’15-Mar’16
• ‘Way of Life’ award during Apr’16-Sep’16

Jan’12-Jul’15 with Bajaj Finance Ltd., Kolkata as Area Sales Manager (Home Loan)

Key Result Areas:

• Started and establish the Home Loan Business in east for the organization
• Drove the Home Loan business for East India: Kolkata and Bhubaneswar; led a team of Sales Managers through DSAs
and DST
• Monitored closure of system generated leads through DST; maintained IRR and devised strategies to improve
profitability of the zone; initiated new sales strategies/drives for business growth
• Set and assigned sales targets for the team; guided the sales team to achieved sales target; enhanced market share of the
organization in the assigned territory
• Assisted in product-pricing and cross-selling; prepared various MIS for Management
• Motivated, trained & sales personnel, reviewed performance

Highlights:
• Received ‘Champions of the Month’ award for the month of September, 2012
• Disbursed highest ever single case of 24 crore in the month of December, 2014
 Jul’11-Dec’11 with Dhanlaxmi Bank Ltd., Kolkata as Sales Manager (Mortgages and Cards)

Key Result Areas:

• Led Mortgage and Cards business for the 3 branches with support of 4 DSAs
• Developed sales strategies to beat competition and capture greater market share for the organisation
• Assisted in setting sales targets for the team
• Monitored distributors/associate distributors performance on daily basis and accordingly with DSRs and DSEs
• Identified new business opportunities with HNI Customers
• Coordinated with Customer, DSA and Credit Team to follow through the process to disbursement
• Provided training to sales team and inputs to the marketing team to develop new customized products

Previous Experience:

Oct’09-Jun’11 with ICICI Securities Ltd., Kolkata as Key Relationship Manager (Mortgages)
Highlights:
• Sourced highest single volume case in I-Securities ever of 6 crore as NRP loan
• Selected as the Best Relationship Manager pan India for achieving highest volume in I-Securites in November 2010,
February 2011 and June 2011

May’09-Sep’09 with Religare Fin Mart Ltd., Ranchi as Agency Manager

Highlights:
• Attained targets for ‘SANKALP’ (a target achievement reward program) within the stipulated period, year

May’08-Nov’08 with Max New York Life insurance Co. Ltd., Kolkata as Deputy Sales Manager
Highlights:
• Awarded Fast Track Champion in the first month of joining
• Received ‘12 a Month’ award in the first month
• Elevated my team to 11th position pan India from scratch

Mar’02-Apr’08 with Essmark Financial Consultants Pvt. Ltd., (Associate of ICICI Home Loans), Kolkata as
Sales-Manager
Highlights
• Generated 6 crores disbursement in home equity in one month & Rs.40 crores in FY2007-2008
• Launched the Home Equity sector for the organization in assigned territory
• Received ZBH award and RBH award from ICICI Prudential for cross-selling of insurance products
• Awarded Best Performer for the month from ICICI Lombard for cross selling of insurance products
• Attained the highest ever volume of fixed deposit with single deposit of Rs 60 lacs for ICICI HFC in the eastern region

ACADEMIC DETAILS
1996: Bachelors of Commerce from Burdwan University

TRAININGS ATTEND ED
• Operating Systems: Windows 95, 98 XP Office
• Application Software: Office 97, Office 2000

PERSONAL DETAILS
Date of Birth: 21st September 1976
Languages Known: English, Bengali, Hindi
Address: FlatNo.:E505;Block–5; Koyla Vihar Vasundhara, VIP Road, Kaikhali, Kolkata–700052