1. D.Rajani kumar
Mobile: 09666041043/09849439102 E- mail: danamrajani@yahoo.co.in
JOB OBJECTIVE
Seeking middle / senior managerial assignments in Strategic Management, Marketing / Business
Development/ Key Account Management/ Network/ Franchisee Management with an
organization of repute in the Telecom/Banking/Retail Sector/FMCG.
PROFESSIONAL PROFILE
A competent professional with 16 years experience in Strategic Management, Marketing/ Business
Development, Network/ Distribution Network as well as Key Account Management in / FMCG/ OTC. Currently
working as a Location Business Manager in Kotak Mahindra Bank Limited . A proactive
planner with expertise in market plan execution, account management with skills in P&L management,
market competitor and key account management & financial planning as well as in Customer Relationship
management. Proven ability of identifying and sourcing major institutional clients and escalating sales
turnover. Experience in FMCG, and Banking industries, handling various sales channels – Corporate Sales,
Retail & Distribution channel. Excellent communication & presentation skills with demonstrated abilities in
training, team building & driving front liners to highest echelons of performance.
CORE COMPETENCIES
Strategic Management
* Strategizing the long term business directions of the channel to ensure maximum profitability in line
with organizational objectives.
* Coordinating budgets, forecasts and reports & accordingly effectuating business plans to attain
maximum sales as well managing order fulfillment.
* Developing MIS Reports to track and implement SLA’s with franchisees as well as effectuating a focused
approach towards SME’s (Small Medium Enterprises) and retail customers through Field and Tele sales.
Marketing / Business Development
* Forecasting monthly/annual sales targets & driving sales initiatives to achieve business goals &
managing the front line sales team to achieve them.
* Conceptualizing and implementing sales promotional strategies such as Campaigns, Promotion &
Demonstration Programs as a part of brand building and market development effort.
* Reviewing and interpreting competition after in-depth analysis of market information as well as
scanning the environment for new business opportunities and competition, initiating sales trigger.
Network/ Distribution Management
* Screening and selecting distributors and setting up of requisite sales and service infrastructure at
distribution end within stipulated deadlines.
* Conducting time-bound training programs for Distribution Sales and service delivery staff on products
and processes thereby ensuring targeted growth.
* Recruiting, training Sales Representatives.
Key Account Management
* Identifying key/institutional accounts and strategically secure profitable business as well as new
business tie-ups with the corporate.
* Relationship building with decision makers and key buyers in pre-sales negotiation stages after giving
product presentations to prospective clients and generating enquiries.
* Coordinating front line / back line Customer Service by interacting with concerned departments for
problem resolution.
* Tracking Customer Churn on a monthly basis & implementing measures at associates to minimize
Churn.

2. Team Management
* Leading & monitoring the performance of team members to ensure efficiency in operations and meeting
of individual & group targets.
* Identifying and implementing strategies for building team effectiveness by promoting a spirit of
cooperation between team members
Customer Relationship Management
* Identifying key customers / Clients with whom excellent relationship has to be maintained and then
building up the relationship by addressing their service issues and guiding them for better returns on
their investment.
* Enhancing the relationship to earn better results for the organization so that it is mutually beneficial for
both the customer and the organization..
* Training the front end and back end officers to handle various customer issues. Driving the “CUSTOMER
FIRST” concept in them to associate the organization with the customer.
* Tracking down the escalations that are raised and closing them satisfactorily to enhance “CUSTOMER
DELIGHT”.
* Giving Value added service to the HNI Customers.
* Conducting Customer Meet Programmes in branches,explaining latest services.
ORGANISATIONAL EXPERIENCE
Oct’16 to till date with Indus Ind Bank ltd
Working as Area sales Manager Gold Loans in Hyderabad Region
Career Growth Path
Tenure Designation
Oct’16 to till date Area Sales Manager ( Gold Loans)
Significant Achievements;
* Achieved the current target in the first Month itself.
* Increased Gold Loan Book growth from 8crs to 10crs in a span of 3 months.
* December month disbursed highest nos of 1.60crs with an increment of 70lks
* Handling 16 branches in Hyderabad with a team size of 7 FOs
* Conducting door to door activities, customer meet programmes explaining latest schemes
* and offers to customers pertaining to gold loan
* Arranging apartment activities, malls activities, ATM activities, park activities, NBFC activities
* Coordinating with all departments in Bank taking the leads
May’13 to till date with Kotak Mahindra Bank Ltd.

3. Working as a Manager Gold Loans in Hyderabad Region
Career Growth Path
Tenure Designation
May’13 to till date Location Business Manager( Gold Loans)
Significant Achievements;
* Achieved the current target in the first year.
* Increased Gold Loan Book growth from 2crs to 6crs in a span of 9 months.
* Handling 11 Branches in Hyderabad Region and 5 branches in Nizambad cluster with a team size of 15
sales executives till feb 2016 with book size of 35 crs.
* Mar 2016 onwards handling 9 branches in Hyderabad Region with a team size of 9 executives with book
size of 16crs.
* Conducting Customer meet programmes in branches with the help of BM,, explaining latest schemes,
offers pertaining to gold loans.
* Arranging door to door marketing, auto canvassing, apartment activities, malls activities.
* Pan India No2 in terms of Gold Loan Book growth and Disbursement
* Received appreciation from Country Head in the month of December 2013 with contest Man Friday
contest with country Head
* Coordinating with all Branch Heads/ Cluster heads
*
Nov’ 11 to April’13 with ING VYSYA Bank Ltd.
Working as a Manager Gold Loans in Anantapur Region
Career Growth Path
Tenure Designation
Nov’11 to till date Manager Gold Loans ( Gold Loans)
Significant Achievements;
* Achieved the current target in the first year.
* Increased Gold Loan Book growth from 3crs to 17crs in a span of 1year.
* Handling 15 Branches in Anantapur Region with a team size of 30 sales executives.
* Conducting Customer meet programmes in branches with the help of BM,, explaining latest schemes,
offers pertaining to gold loans.
* Arranging door to door marketing, auto canvassing, apartment activities, malls activities.
* Received MTD Book Growth Topper awardPan India in the Month of Sep’12 from Business head.
* Coordinating with all BranchHeads/ Clusterheads
Jun'10 to NOV ‘11till with ICICI Bank Ltd.
Working in the small & Medium Enterprise Group (SEG) Retail Banking Group (RBG) which takes
care of the crucial Business relation activities of the Bank.

4. Career Growth Path
Tenure Designation
Jun'10 to till date Branch Sales Manager ( current Accounts)
Significant Achievements;
* Achieved the current account float balance targets in the mapped branch.
* Handled 1 Branch in the warangal city with the help of a team of 4 Sales Officers (SOs), Acquisition of
Current Accounts.
* Setting up standards for the Sos in order to deal with SME Customers.
* Conducting Customer meet programmes in branch with the help of BM,, explaining latest services,
solving customer issues.
* Coordinating with other verticals relating to business inorder to provide customer best services.
* Explaining to customer about all Banking products Home loans, Car loans, Mortgage Loans, Current
account Od facilities.
* Explaining about Fixed deposits, Investments etc.,
Apr’09 to Jun '10 with ICICI Bank Ltd.
Working in the Small & Medium Enterprise Group (SEG) Elite Trade Relationship Group (ETRG)
which takes care of the crucial Business relation activities of the Bank.
Career Growth Path
Tenure Designation
Apr’09 to jun'10 Relationship Manager
Significant Achievements;
* Achieved the current account float balance target in the mapped branch
* Increased Trade Customers by opening new Trade Accounts generating fee to the bank
* Handled 1 Branch in the Hyderabad city with the help of Trade Desk Officer (TDO), and 1 Branch
Sales Manager (BSM).
* Setting up standards for the TDOs in order to deal with SME Customers.
* Enhancing the relationship with HNI Clients so as to increase their stickiness with the bank so that value
addition can be done to the bank.
* Conducting Customer meet programmes in branches with the help of BMs & BSMs, explaining latest
services, Trade benefits exports, imports, Bank Gurantees, LCs, solving customer issues.
* Coordinating with other verticals relating to business inorder to provide customer best services.
Apr’08 to Apr'09 with ICICI Bank Ltd.
Working in the Small & Medium Enterprise Group (SEG) Business Relationship Group (BRG) which
takes care of the crucial Business relation activities of the Bank.
Career Growth Path
Tenure Designation
Apr’08 to Apr'09 Relationship Manager
Significant Achievements;
* Achieved the current account float balance targets in the mapped branches in the first 3 months itself.

5. * Handled 2 Branches in the Hyderabad city with the help of a team of 2 Customer Service Officers
(CSOs), and 1 Branch Sales Manager (BSM).
* Setting up standards for the CSOs in order to deal with SME Customers.
* Enhancing the relationship with HNI Clients so as to increase their stickiness with the bank so that value
addition can be done to the bank.
* Conducting Customer meet programmes in branches with the help of BMs & BSMs, explaining latest
services, solving customer issues.
* Coordinating with other verticals relating to business inorder to provide customer best services.
Sep’07 to Mar’08 with ICICI Bank Ltd.
Working in the Small & Medium Enterprise Group (SEG), which takes care of the crucial Business
Banking activities of the Bank.
Career Growth Path
Tenure Designation
Sep’07 to Mar’08 date Cluster Head – Branch Banking
Significant Achievements;
* Achieved the current account balance targets in the mapped branches in the first 6 months itself.
* Handled 10 Branches in the Hyderabad city with the help of a team of 9 Customer Service Officers
(CSOs), and 10 Relationship Officers.
* Setting up standards for the CSOs in order to deal with SME Customers.
* Enhancing the relationship with HNI Clients so as to increase their stickiness with the bank so that value
addition can be done to the bank.
* Conducting mystery audits through Third party agencies to evaluate the customer service standards in
the branches.
* Arranging training sessions through Training managers to Branch staff in various aspects so as to ensure
proper delivery of the predefined customer service parameters.
*
*
July’06 to Aug’07 with Dodla Dairy Ltd.
Working in the Retail Milk –Marketing, which is in the core Milk Business of the Company.
Career Growth Path
Tenure Designation
July’06 to Aug’07 Senior Sales Executive
Significant Achievements;
* Accountable for achieving sales target of the area set by company in Hyderabad.
* Leading a team of 04 Sales Representatives, Retail Outlet Incharges and maintenance team for
achieving the business targets given for the cluster besides maintaining the Quality & Quantity
standards set by the company.
* Taken extensive survey of the area assigned, identifying the potential locations for appointing
distributors.
* Feed back from Agents was collected and initiatives like conducting free sampling, door to door
campaign to increase the sales.
* Increased distribution network.

6. * Increased sales from 800lts to 3000lts within a span of 8 months.
*
Oct’05 to June’06 with Wings Pharmaceuticals Pvt Ltd OTC Sales Officer.
Significant Achievements;
* Appointed more than 30 Stockists in Hyderabad and Telangana Region.
* Increased Distribution network.
* Many new markets were identified and appointed distributors similarly many stockists were appointed at
places were the existing stockist was under performing.
* Handled 4 Sales Representatives, stockists and Super stockist.
*
May’01 to Sep’05 with Gufic Bioscience Ltd OTC Sales Officer.
Significant Achievements;
* Appointed Stockists in Hyderabad and Telangana Region.
* Increased Distribution network.
* Many new markets were identified and appointed distributors similarly many stockists were appointed at
places were the existing stockist was under performing.
* Handled 4 Sales Representatives, stockists and C&F.
* Handled key outlets Supermarkets, Hypermarkets.
* Conducted door to door campaign to increase sales and awareness of the brand.
*
Jan’97 to Apr’01 with Jan Jivan Foods Pvt Ltd Institutional Sales Sales Representative.
* Handled key outlets Supermarkets, Distributors.
* Participating in Road shows, Exhibitions, samples for promoting the products
IT SKILLS
* Well versed with Internet Applications.
* Ms Office
*
ACADEMIC CREDENTIALS
* MBA (Marketing & Finance) from K.I.TS. Nagpur University, Nagpur in 1996 with 59%.
* B.com from Kakatiya University, Warangal in 1993 with 49%.
*
* PERSONAL DETAILS
Permanent Address : flat no 301, Navya Residency, Veerareddy nagar Nacharam, Hyderabad -500076
Telephone : 9849439102/9666041043
Date of Birth : 15th
May 1973
REMUNERATION
Current CTC : 9 Lac (9lks + Bonus)
Expected CTC : 10.5 lac

7. * Increased sales from 800lts to 3000lts within a span of 8 months.
*
Oct’05 to June’06 with Wings Pharmaceuticals Pvt Ltd OTC Sales Officer.
Significant Achievements;
* Appointed more than 30 Stockists in Hyderabad and Telangana Region.
* Increased Distribution network.
* Many new markets were identified and appointed distributors similarly many stockists were appointed at
places were the existing stockist was under performing.
* Handled 4 Sales Representatives, stockists and Super stockist.
*
May’01 to Sep’05 with Gufic Bioscience Ltd OTC Sales Officer.
Significant Achievements;
* Appointed Stockists in Hyderabad and Telangana Region.
* Increased Distribution network.
* Many new markets were identified and appointed distributors similarly many stockists were appointed at
places were the existing stockist was under performing.
* Handled 4 Sales Representatives, stockists and C&F.
* Handled key outlets Supermarkets, Hypermarkets.
* Conducted door to door campaign to increase sales and awareness of the brand.
*
Jan’97 to Apr’01 with Jan Jivan Foods Pvt Ltd Institutional Sales Sales Representative.
* Handled key outlets Supermarkets, Distributors.
* Participating in Road shows, Exhibitions, samples for promoting the products
IT SKILLS
* Well versed with Internet Applications.
* Ms Office
*
ACADEMIC CREDENTIALS
* MBA (Marketing & Finance) from K.I.TS. Nagpur University, Nagpur in 1996 with 59%.
* B.com from Kakatiya University, Warangal in 1993 with 49%.
*
* PERSONAL DETAILS
Permanent Address : flat no 301, Navya Residency, Veerareddy nagar Nacharam, Hyderabad -500076
Telephone : 9849439102/9666041043
Date of Birth : 15th
May 1973
REMUNERATION
Current CTC : 9 Lac (9lks + Bonus)
Expected CTC : 10.5 lac