Manager Sales Legal

KABILAN KANNAYIRAM

Mobile: 980-***-**** Email: *********************@*****.***

https://linkedin.com/in/kabilan-kannayiram-4b880b17 Address: 5841, Camp Court SW, Concord, North Carolina, USA – 28025 SUMMARY

Banking Sales and Marketing Professional with experience in Finance, Sales, Legal, Collection, Team recruitment, Team Management, Leadership skill, and Training across different geographic region with the ability to connect with people across hierarchy and culture.

Performance driven Sales and Marketing professional with 21 years of experience aligning systems with business requirements, policies, and regulatory requirements. Passionate about applying excellent organizational skills and written, verbal communication skills to manage and lead teams. Results-oriented individual well- versed in interfacing and consulting on business processes to drive results based on sound overall business judgment.

WORK EXPERIENCE SUMMARY

Aug 2019 - Sep 2020

IndusInd Bank Limited, Bangalore (INDIA)

Assistant Vice President, Role: Team, Sales and Business Management Aug 2007- Aug 2019

ICICI Bank Limited, Bangalore (INDIA)

Manager Sales, Role: Sales, Credit Mortgage, Legal and Collection Apr 2006 - July 2007

Reliance Life Insurance Company Limited, Bangalore (INDIA) Senior Sales Manager, Role: Sales and Team Building Dec 2001 - Mar 2006

Tata AIG Life Insurance Company Limited, Bangalore (INDIA) Business Associate, Role: Sales and Team Building

Jul 1999 - Nov 2001

Leader Capital Service India (Pvt) Limited, Bangalore (INDIA) Sales Manager, Role: Sales and Marketing

Highlights of Major Responsibility

IndusInd Bank Limited (Aug 2019 – Sep 2020)

Grade: Assistant Vice President (AVP)

Designation : Area Sales Manager - Loan Against Securities (LAS) South State 1

(Karnataka, Andhra and Telangana)

- Managing team of Sales Managers and Executives (Feet on Street-FOS) for the product in the three regions.

- Developing new channels for the sourcing of Loan Against Securities product.

- Enrolling sub brokers & tying up with Asset Management Companies (AMCs) / Independent Financial Advisors (IFAs) for new Loan Against Securities clients.

- Managing the overall Assets Under Management (AUM) of the region with emphasis on utilization. Managing internal and external stakeholder.

- Loan Sourcing, Loan Processing, Loan Underwriting base on the projection, Market research and past financial statements to determine income, Valuations and loan amount, Credit Reviewing, Financial Advisory Services, Client Servicing, Rate of Interest Negotiation, Book enhancements, Utilization, Product Pricing.

- Preparing investment reports, analysis of the borrower, property, location, photographs, maps and other relevant information that meets banking requirements

- Meeting overall productivity of the team and ensuring all compliances with respect to all active accounts.

- Rolling out new product in coordination with product and policy team. Seeking improvement in existing product policies.

- Regularly coordinating with Branch Banking, other internal bank teams, Sub brokers, Asset Management Companies (AMCs) / Independent Financial Advisors (IFAs) for new business.

- Regularly conducting training program in Branch Banking, internal team and other channels about the products/new products, competitor products, sales skills, product information/Market information, Issue / Escalation management and Policies.

- Managing loan approval process, enhancement of loan amount, Customer services and handling Customer issues / Problems.

- Establishing and maintain effective working relationship with the Branch Banking, other internal bank teams, Sub brokers, Asset Management Companies (AMCs) / Independent Financial Advisors (IFAs), Process teams, Internal Audit team and Risk management teams. Issue Management / Know Your Customer(KYC) Remediation

- Serving as liaison between Customers and the Bank over issue management. Educating internal team, Branch banking and the Customer about the policies. Effectively solving high profile issues/problems or escalated matters. ICICI Bank Limited (Aug 2007- Aug 2019)

ICICI Bank is India's second-largest bank The Bank has a network of 2,752 branches and 9,225 ATMs in India, and has a presence in 19 countries, including India. Designation: Manager Sales-Loan Against Securities (LAS) (Aug 2014 – Aug 2019)

- Originate Loan against shares, bonds, Mutual Fund units, Employee Stock Ownership Plan (ESOP) Financing through channel partners- both internal and external

- Sourcing LAS business from Branch Banking, Wealth Management, ICICI Securities, ICICI Prudential and collectively done effective contribution of business from the respective channels

- Collection of fee income achievement from every account thereby gaining revenue for the bank

- Retention of customer by retaining 90% of accounts per financial year from the existing client base.

- Achieved a utilization of 60% of the limit set, thereby gaining the interest income to the bank

- Maintained a database of all borrowers in accordance with bank standards maintained portfolio of all high Net worth clients.

- Periodically reviewed client’s portfolio and transactions to identify risk and take required action on suspicious transactions.

- Regularly giving Loan Against Securities training to all existing and new bankers in Branch Banking, Wealth Management Services, ICICI Securities and ICICI Prudential.

- Management for DSE team in Bangalore. Worked towards hiring, training, HR activities and guiding the sales executive team for achieving business. Designation : Manager – Credit Mortgage (Jan 2013 till July 2014) Responsibilities – Special Project initiated by Senior Management (Critical Post Disbursal Documents)

- Resolving of long pending critical customers related documents

- Coordination and liaising with local governments like Karnataka Housing Board, Bangalore Development Authority, Sub Register office etc.

- Collating information using Finnone, Omini Doc, I-view, CIBIL, Collateral tracking Systems(CTS)

- Presenting reports to the Senior Management on daily bases

- Re-creation of title deed

- Coordinate with the vendors, legal authorities, document collective agencies and other.

Designation : Area Legal Manager – Retail Legal Group (June 2009 till Jan 2013) Responsibilities

- Handling recovery of bad debts of both secured and unsecured portfolios i.e. Credit Card, Two Wheeler, Commercial Vehicle, Personal Loan, and Small Ticket Personal Loan for Karnataka region

- Monitoring the Product wise legal delinquencies and allocating cases to empaneled Advocates

- Coordinate with internal management and collecting relevant support documents prior to initiating legal action.

- Conducting Lokadalath as a part of attending customer grievances and resolving their issues and get resolution

- Handling of Execution Petitions and taking the Order of the Court for attachment of the Movable Properties of delinquent customers who do not comply with the decree passed before the Honorable Court.

- Taking Receiver Orders from the Court for possession of the Secured Products from the customers.

- Legal filling under Sec 138 of NI Act, Handling of DRT cases, follow up with the advocate for faster resolution on Against cases (Civil and Consumer Cases)

- Ensuring the updating of Collection legal System of the bank in order to maintain the flow of data.

- Legal MIS monitoring, daily resolutions, monthly MIS and advocate wise MIS

- Maintained professional rapport with the interpersonal departments, empaneled advocates and various Judicial Department (Police/Court) for smooth and faster resolution.

- Representing the Bank before Courts, Tribunals and Regulatory Authorities. Designation : Manager – Debt Service Management Group (August 2007 to June 2009) Credit Card and Small Ticket Personal Loan

Responsibilities

- Appointing and handling the agencies to recover the bad debts into the marker.

- Analyzing the portfolio and allocation of the book to the agencies.

- Analyzing the cost of the collections and working out on the schemes.

- Driving the agencies in the proper manner to recover the money from the debtors

- Handling the agency executives motivate and drive them in the field for more and effective collection.

- Handling the escalated cases and resolve them effectively

- Ensuring the agency bill are paid in time

- Handling the hinge balance cases personally and resolving the issues on priority. Reliance Life Insurance Company Limited (Apr 2006 till July 2007) Reliance Life Insurance is a Reliance Capital Company and is part of Reliance Group. It is the largest Private Life Insurance Co. in terms of Number of Policies for two consecutive years as of 31st March 2012. It has a wide network of 1230 branches and 1,50,000 advisors Designation : Senior Sales Manager

Responsibilities

- Execution of sales strategy – Increase market reach and

- penetration through market segmentation. See new

- customers and increase sales

- Responsible for recruitment and management of Advisors

- Identify, recruit and manage advisors from the respective region

- Train and motivate advisors to provide a better

- understanding of market/products

- Monitor and review advisor’s performance. Help them

- achieve maximum business

- Meet customer on a regular basis for achieving standards

- Supervise and liaise with Self Help Group/Micro Finance

- Institution/NGO’s etc.

Key Performance Indicators

- Advisor Recruitment, Advisor Productivity, Advisor Activation, Product Mix, Business Mix and Persistency

Tata AIG Life Insurance Company Limited (Dec 2001 to Mar 2006) Tata AIG General Insurance Company Limited (Tata AIG General) is a joint venture company, formed by the Tata Group and American International Group, Inc. (AIG). Designation : Business Associate

Responsibilities

- To understand the financial requirement of a client and fulfill their insurance needs

- Recruiting potential freelance advisors and educating them on insurance and career development

- Coordinating and supervising the activities of one business associates and advisor strength of 40 members

- Manage, motivate, train, and achieve sales target

- Assisting Advisors in closing their prospective high network individuals

- Conducting insurance presentation at various corporate Achievements:

- Fastest to be promoted as a Business associate

- Recruited the largest team of advisors in Karnataka having the highest persistency ratio of the team business

Leader Capital Service India (Pvt) Limited (Jul 1999 to Nov 2001) Leader Capital Services are Indian supplier of Foreign Exchange Financial Services Designation : Sales Manager

Responsibilities

- Selling concept (Spot Forex and Bullion Margin Trading) to NRI’s and prospective clients

- Day to day fundamental and technical analysis of Forex Market

- Providing advisory and market update to prospective clients

- Suggesting entry and exit levels Financial Analyst who trade on their portfolios

- Leading a team or member comprising of Financial Analyst and Marketing Executives

- Providing suggestions and remedies for the overall business development of the organization.

EDUCATION HISTORY

1995 - 1998 Bachelor of Arts (BA)

St. Josephs Arts and Science College, Bangalore(INDIA) Specialization –Industrial Relations, Economic and Sociology 1993 - 1995 Pre-University

Kendriya Vidyalaya MEG and Center, Bangalore(INDIA) Specialization – History, Geography and Social Science Skill : Team Management, Asset Management, Loan Sourcing, Loan Processing, Loan Underwriting, Credit Reviewing, Financial Advisory Services, Client Servicing, Negotiation skill, Data Analysis, Microsoft Office skills (Excel(IF and Sum function, VLOOKUP, Pivot table/chart), Word, Power Point)

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