Aji Varghese, Cemap Email & Phone Number

Manchester, United Kingdom

Responsible for managing and growing the branch business for all product range and the overall P & L of the branch. Lead the business development activities and exhibit high levels of customer service.Responsible for managing the branch under the internal/external regulatory framework in compliance with the organizational policies.Understand and comply with conduct risk requirements to meet the Group's conduct risk policies and expectations of regulators.Managing HNI clients and delivering business through these relationships.

Manchester, England, United Kingdom

Dubai

• Overseeing complete sales and business development operations and increasing profitability & achieving business objectives; formulating business plans for overall development & accomplishment of top and bottom-line profitability.• Responsible for handling a team of Mortgage Advisors and Senior Mortgage Advisors.• Successfully managing the Alternate Channel Partners / Mortgage Brokerage companies and their teams.• Ensuring team members achieve all KPI (Key Performance Indicator) and Key Performance Area (KPA) standards that include face-to-face visits & relationship management, besides monthly financial targets.• Achieving targets for the Mortgages/ Loan against Property business through lead generation and fulfilment from the Open Market and alternate channels. Developing and Managing Branch Network for mortgage loans in Geographical region.• Analyzing and formulating the sales plans and strategy and achieve the revenue budget through the team of inhouse Mortgage advisors and external channel partners.• Tracking performance on an ongoing basis with respect to the business plan and take appropriate actions to achieve targets.• Increasing profitability through effective strategic, tactical management decisions & new business development.• Coaching team members by conducting joint visits; providing training on product and credit policy, up skill them on sales exceptions and presentations.• Proficient in Customer Relationship Management (CRM).• Evaluating and analyze potential client’s financial status, documentations and providing best and appropriate options available on mortgage and insurance products.• Monitoring daily activity i.e. calls, appointments, meetings, closures, references, cross sells of all the team members to achieve targeted sales numbers for the team.• Leading mortgage business development initiatives within targeted segments, real estate partners and approved mortgage brokers and in residential & commercial developments.

•Direct sales of mortgage products, closing a high percentage of leads with a consultative sales approach within a highly competitive environment. Navigating clients through the complete mortgage process.•Work hand-in-hand with realtors & partners through entire sales process including sales meetings, joint customer presentations, pricing, negotiations, etc. •Work closely and effectively with proposing, implementing & executing campaigns and marketing programs to drive market more business from listed realtors & developers.•Handling the team in the absence of the Sales Manager and directly update the Head of Mortgages with regards to the targeted and achieved submission and disbursal. •Compliance to sales processes and regulatory requirements which includes regular training for the team members to avoid sales controllable rejects.•Building a culture of service oriented approach, ensuring all team members are educated on the basic system of service quality, complaint-redressal and call back systems to maintain client satisfaction at all times.

•Responsible to bring in companies with good potential which would increase the profitability to the bank.•Delivering of the budgeted business volumes-Accountability in terms of acquisition of new to bank companies and high net-worth customers.•Develop the wealth management book of clients targeting high net-worth individuals.•Managing relationship with key clients and ensure cross sell of range of products through the team.•Responsible to meet budgeted targets for Credit cards, Mashreq Millionaire Certificates for the team of 10-12 Relationship Officers.•Building a culture of service oriented approach, ensuring all team members are educated on the basic system of service quality, complaint redressal and call back systems to maintain client satisfaction at all times.

•Responsible to meet budgeted targets for Payroll accounts, Credit cards, Overdrafts, Current and Savings accounts for the team of 10 Relationship Officers. •Compliance to sales processes and regulatory requirements which includes training to avoid miss- selling, maintaining TL calling reports to ensure quality of business sourced and daily review of DSRs made by Sales Officers.•Maintain relationships with Old payroll companies for acquiring new business from them along with developing new relationships.Achievements•Joined as a sales Officer in the Bank in the Credit Cards unit, promoted 4 times and with a double promotion elevated to the position of Team Leader in a span of 2 years.•Given the responsibility of handling the Cross sell team in Jan 08, was the Top Team leader not only for 2 quarters but also throughout the year with an average 119% KPI.•The highest paid team leader in terms of incentives along with having a highest paid team.•Had the maximum number of promotions within the team.•Even as a Sales Officer in cards was always appraised very good & Outstanding and was one among the Top 10 performers in UAE for various quarters.

Pune , India

•Business development in assigned territories involving client identification, relationship building and creating new avenues for the business.•Recruitment, training, sales supervision and lead team of energetic sales executives. Achievements•Joined as a Sales Executive, was promoted as a Territory In charge in a span of 2 years with the responsibility of a team of 10 sales executives.•Rewarded as the Top Seller in India, for the Stand Alone Security System.•Successfully closed a Deal Worth 11. 3 Million for a Building Management security System, for the Project ‘Hyde Park’ in Pune, which was not only the biggest order of the region, the biggest for that product but also the biggest order for the Company for the Year 2004-2005.

Pg-Business Management, Marketing.

Bachelor Of Science (Bs), Mathematics

Master Of Business Administration - Mba, Finance