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Manoj Kumar

Email: manojirmaprm24@gmail.com

Looking for challenging assignments in Business Development/Credit Management/New Business Initiatives in professionally managed organisation with scopes of Innovation, Demonstration and Growth.

Career Summary
A self-driven result oriented competent professional with extensive experience of over 15 years across locations in Profit Centre Management, Micro-credit Branch Operations, Credit Administration, Business/Programme Development, Client/Community Relationship and Team Management in both rural and urban markets in the Financial Sector (Micro Finance) and the Development Sector ( Livelihood Promotion, Micro Enterprise Development and Education). Strong business acumen with problem solving and analytical skills, ability to respond quickly and deliver results within a team & adaptability towards change combined with keen observation of the business environment to take pro-active decisions are my key strengths. Customer driven management by operating services in par with their necessities aiming at client satisfaction and on time delivery of the products with a proven history of increased productivity Ability to grasp new ideas & integrate them into desired results with a strategic planning & cost effective operations strongly committed in implementing quality improvement techniques. Team co-ordination and supervision with a work flow delegation for a successful development of the organisation by competitive based performance.

Professional Synopsis

A keen planner, strategist & implementer with over 15 years of experience and gained expertise in managing operations with focus on quality . Proficiency in developing new markets, penetrating through new markets and expanding the brand visibility. Skills set include Proactively conducting opportunity analysis by keeping abreast of market trends and competitor moves to achieve market-share metrics.

Skilled at forging strategic alliances, modifying suitable products/programmes thereby implementing & delivering the best services to customer/community. Effective communicator with skills in interfacing with clients, suggesting viable product range, cultivating relations with them for securing repeat business and ensuring quality delivery of business. Strong analytical, problem solving & organisational abilities and proven track record of forging business partnerships.

Areas of Professional Exposure

Business Development / Marketing

Understanding market trends by conducting market-studies, doing competitors analysis, conceptualising and implementing competent strategies with a view to expand business horizontally and vertically with a wide range of financial products / services and ensuring brand visibility. Identifying clients needs, understanding their preferences ,analysing trends,tracking competitors moves and providing valuable inputs to add values to products, its deliveries, and fine tuning sales and marketing strategies. Building networks with prospective clients, mapping business requirements for process enhancements and translating them into functional specifications,generating business from existing accounts and achieving profitability and increased sales growth. Identifying avenues for new business initiatives.

Profit Center Management: Managing complete profit business operations with accountability for profitability; forecasting monthly/annual micro credit sales targets & executing them in given time frame by organisational planning. Strategising the long term business directions of the zone/regions to ensure maximum profitability in line with organisational objectives. Coordinating budgets, forecasts and reports & accordingly effectuating business plans to attain maximum sales and optimum revenue. Setting up and heading complete rural branch operations with key focus on bottom line profitability by ensuring optimal utilization of available resources. Managing a Strategic Business Unit as a Zonal Head

Credit Management Appraising credit proposals & scrutinizing relevant documents before sanctioning / disbursing the credit in compliance with organisational credit policies. Handling pre-sanction diligence, setting their credit limits and collection of receivables/recoveries. Performing the functions of assessing clients(Credit,Capacity,and Character )directly/indirectly linked agriculture/non-farm sectors in terms of business viability, ratios of income & outstanding financial obligations. to

Taking adequate steps to ensure receipt of payments and recovery of bad debts. Conceptualizing & implementing recovery strategies in case of payment defaults.

Relationship Management Interacting & developing rapport with all external/internal constituents of client at all levels; for maximum client retention and achievement of service revenues Managing customer-centric monitoring of the overall functioning of processes, identifying improvement areas and implementing adequate measures to maximize customer satisfaction level by achieving delivery & service quality norms. Identifying key/corporate accounts and strategically secure profitable business. Relationship building with decision makers and channel partners in pre-sales negotiation stages / after sales. Attending to investors/ clients (individuals/corporate clients) concerns & complaints and undertaking steps to resolve them effectively. Maintaining cordial relations with customers for sustaining the profitability of the business.

Team Management

Managing multi-functional big team of Credit Officers and Managers (Branch Managers to Divisional Managers) of business operations and support staff of administration,HR,MIS and driving them for Business Development. 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. Managing Conflicts

Risk Management

Managing delinquency, identifying risks on portfolio and organisation (Commercial risks- Credit risk & Operational risk, Legal risk), doing analysis ,measuring its impacts and taking appropriate preventive as well as curative steps related with products ,processes, delivery and communication towards mitigating them. Ensuring efficient and effective use of capital, its flow, taking risk-adjusted decisions to optimise values for every stakeholders keeping in line with short-term as well as long term organisational goals, maintaining discipline in the team by managing conflicts.

Training & Development Identifying training needs across levels through mapping of skills required for particular positions and analysis of the existing level of competencies & organizing induction training for new recruits. Incorporating bonded teamwork & healthy environment and development of human capital.

Professional Experience
Since June 182011 with Shrishti Institutional Support for Economic Development (SISED) as Sr.Vice President Business Development/Operations Responsibilities

Business development with social commitment by assessing the centrality of aspiring needs of ensuring learnings in children from the BoP segment, designing suitable products of education, and expanding the affordable learning based tutorial schools on self-sustaining mode. Designing suitable marketing/communication strategies to ensure visibility and implementing them, and developing robust systems and process.

Identifying avenues for new business initiatives with social commitment at the Bottom of the Pyramid (BoP) in the rural and semi-urban areas and taking leads Build the team and network with different stakeholders of the community, the state and the market .

Accomplishments Started the business from the scratch and set the organisation moving Designed the affordable education product and set up two learning based tutorial schools with 260 children on rolls as on date Organised skill development programmes and ensured placement of 48 participants part of livelihood promoting business. Raised the fund from investors for expansion of affordable tutorial schools.

January,192011 to June 152011 with Satin Creditcare Networks Limited (SCNL),New Delhi as Vice President- Operations Responsibilities: Support SCNL in developing business development strategies including designing best product for the client for improving business in the changing Micro Finance scenario. Support in designing risk mitigation strategies by portfolio analysis. Develop & maintain relationships with Private equity investors, Financial Institutions (FIs), Banks , implementing agencies, Regulatory Bodies , partners, and clients. Accomplishments:

Minimized the commercial risk by arresting the Portfolio at Risk (PAR) of Mathura, Bhopal, and Indore regions in the wake of impact of Andhra Pradesh Ordinance on micro finance. Developed the roadmaps for starting operations in Delhi and opened 5 branches as per guidelines set by Malegham Reports. Conducted month-long training programmes for the middle management level staff and built their capacities as part of streamlining operations. Planned strategically and implemented successfully the downsizing of portfolio of Bharatpur division from 60 lacs to level of 18 lacs (till the time of my last day in the office) as part of winding up strategy.

August,262008 to November,17 2010 with Spandana Sphoorty Financial Limited (SSFL),Hyderabad as Zonal Manager Responsibilities:

Manage the overall sales of micro credit products ,General Administrative functions and complete business operations of the company at the zonal level comprising of 2 states (Madhya Pradesh & Rajasthan) with116 branches,a portfolio of over Rs 200 crores and a client base of 3.6 lacs. Business development in Madhya Pradesh by exploring business potential,opportunities & clientele to secure profitable business volumes, downsizing the same in Rajasthan,and launching in U.P.and Jharkhand. Monitor the performance of branches on various productivity, efficiency and financial parameters .Streamlining systems and processes in branches,managing delinquency and mitigating risks in branch-operations. Managing and monitoring performances of over 800 personnel working at various level in the organisation,planning and executing recruitment, training, transfers ,promotions etc.along with the HR team and motivating the staff to stay focussed towards achieving targets. Liasoning with top govt. officials, Lead banks, regulatory authorities,dealing with external agencies (bankers,funders,rating agencies,print & electronic media)and resolving branch as well as field related issues. Representing the company in the MFIN meetings in the North and taking strategic decisions for the zone and planning accordingly, ensuring roll out of new branches and new products and preparation of annual operations budget , business plan and ensuring timely information flow across the zone.

Planning, analyzing & overseeing the existing processes/systems and streamlining them for improving efficiency to target them towards the growth in business volumes as well as profitability. Understanding customer needs in a rapidly changing market scenario & participating in development of new products which suit the requirements

Accomplishments:

Instrumental in developing the business volumes to the level of emerging as market leader in MP in terms of clients and portfolio by increasing the portfolio by 160 crores and clients by 3.0 lacs through opening 90 branches 4 divisions eversince I took charge of state. Successfully streamlined the operations of Rajasthan that had gone off track because of staff problems. Downsized the portfolio from 20 crores to the level of 1.4 crores (till my last day with Spandana) as a part of revamping strategies. Successfully resolved the labour problems in Indore,Jaipur and Jabalpur divisions and flushed out fraudulent people from the system with zero-risk on portfolio. Built capacities of the middle management level team and trained them to professionally stay focussed and strategically oriented towards Quality Growth.

Accomplished surveys in the state of Bihar & Jharkhand, estimated scope for Spandana and rolled out operation in the state of Jharkhand Rolled out new products of selling Pureit in collaboration with Hindustan Lever Limited (HLL) on experimental basis in 2 branches of the zone. Did due diligence of 11 branches of Utkarsh (Varanasi based MFI) as a part of Spandanas efforts to buy out portfolios of 15,000 clients.

March 52008 to August 132008 with Nirmaan Bharati Samajik and Arthik Vikas Sangathan (NBSAAVS),Lucknow as Area Manager Responsibilities

Business development in Lucknow & Kanpur areas,managing portfolio and ensuring portfolio quality.

Accomplishment

Designed the incentive structure for the entire operation team and implemented it. Organised Capacity building training classes for the field staffs and subordinates. Effected changes in monitoring A robust growth of 40% in client outreach in the area.

January 22006 to February 292008 with Pratham Mumbai Education Initiative (PMEI),Mumbai as Programme Manager (State Programme Head,Child Labour) Responsibilities

Co-ordinate all Child Labour Programmes of Pratham at the state level in Bihar and develop programmes to rehabilitate rescued child labours. Planning and strategising for social marketing/advocacy against child labour, liasoning with govt. officials, Child Welfare Committees(CWC), Juvenile Justice Boards(JJBs),Child Labour Commission (CLC) of the state, funders/donors, development agencies like UNICEF, and networking & collaborating with other organisations working in the same domain.

Providing leadership to the team of over 100 persons as injected by Pratham in the mega project SANKALP that aimed to bring all 24 lacs out of school children to education network. Member of the 4-member State Leaders Team (an executive team) of Pratham authorized to guide and take future courses of action of the organization at the state level. Accomplishments

Designed the model of Residential Program named as Gyanshala to educationally rehabilitate rescued child labours and opend 6 gyanshalas in 6 most child labour sending blocks of Kishanganj and Sitamarhi dist. Of Bihar. Six such rescued children got into Navodaya Vidyalayas after they cleared the tough competitive entrance exams. Arrested the migration of children to work places in Kishanganj,Araria,Purnia,Sitamarhi,and Darbhanga dist. Started the rural intervention of Childline India Foundation in Sitamarhi and was made its Honorary Director. Led a 10-day awareness campaign against child labour in the city of Patna,Sitamarhi,Darbhanga and Kishanganj. Instrumental in forming the State Action Plan on Child Labour as part of the committee led by the Dy Chief Minister of the state. Member of the 3-member State Core Team of the Project SANAKALP which aimed to target to bring 24 lacs Out of School Children (OSC) of Bihar to education network in tripartite partnership of Bihar Shiksha Pariyojna Parishad,UNICEF,and Pratham.

May 32005 to December 272005 with Project Management Unit of Dept. of Rural Development, Govt. of Uttarakhand,Dehradun as Project Management Officer Responsibilities Market the products produced by rural artisans and beneficiaries of Swarnajayanti Gram Swarojgar Yojna (SGSY) program to boost micro-finance activities through strengthening SHGs, and Project Formulation, evaluation and monitoring under SGSY.

Accomplishments

Designed marketing strategies and ensured the sales of rural products through state level and district level Gramin Shilp Emporiums. Prepared an electronic database of products made by rural artisans to provide an interface between sellers and buyers .Also, Prepared a roadmap to market the Curoiler poultry products. Ensured regular participation of beneficiaries from Uttarakhand in SARAS fairs (a national level event to market rural products and supported by MoRD, Govt. of India).

Organized the week long Exhibition cum Skill Development extravaganza Uttaranchal Shilp-2005 at the State Shilp Emporium on the eve of the 5th foundation day of the state on a very short notice of 10 days Formulated a project on Eco-tourism and prepared a marketing plan which inter alia includes product development, community awareness & involvement in planning & management and sustainable livelihood promotion, preparation of pamphlets, booklets & sineages, networking with transporters, institutions & other departments, and partnership with the corporate. Prepared the combined Annual Report of 3 years of the Centre for Eco-tourism & Sustainable Livelihoods (CESL), Chunakhan (Ramnagar), Uttarakhand. Prepared a roadmap to market the Curoiler poultry products.

Previous Assignments July, 2001- May 2003 with Career Centre, Begusarai as Co-founder and Asstt. Director August1994 to January2001 with Vikas Vidya Mandir, Patna as Teacher & Principal

Projects Undertaken
Project Title : Strategic Cost Benefit analysis of canal irrigation in Sardar Sarovar Project Organisation : International Water Mnagement Institute (IWMI),Vidyanagar ,Anand (Gujarat) Duration : 10 weeks [Dec.2004-Jan2005] Scope: The project involved a financial feasibility study on construction of sub-minor channels of irrigation by the Govt. Of Gujarat (GoG) and the Sardar Sarovar Narmada Nigam Limited (SSNL) that was undertaken in 3 districts of Narmada, Bharuch, and Vadodara.It also covered to explore and develop alternative arrangements for efficient distribution and utilisation of Narmada irrigation.

Project Title : To conduct a survey of 40 Primary Teachers Training Colleges (PTTCs) in Gujarat and present a detailed analysis of the existing structure of PTTC in the state and find scope for Pratham to set up a Teachers' Training College in the least served district of the state. Organisation : Pratham Gujarat Education Initiative (PGEI),Ahmedabad (Gujarat) Duration : 08 weeks [May-Jun2004] Scope: The project involved the study of existing structure PTTC in Gujarat and the demand-supply gap in Primary Teachers training.However,because of regulatory and other resource constraints the study suggested not to set up the PTTC.

Project Title : (i) Study of role of Village Panchayats in managing primary education in Uttar Pradesh

Impact assessment of sanitation works-toilet,soakpit,open-well,etc in the dist. of Pratapgarh,U.P.

(ii) Organisation : BAIF Development Research Foundation,Allahabad Duration : 08 weeks [Dec.2003-Jan2004]

Academic Background
Degree PGDRM B. A. (Psychology Hons.) I.Sc. (PCM) Institution Institute of Rural Management, Anand (IRMA) College of Commerce, Patna (MU,Bodh Gaya) College of Commerce, Patna Year of Passing 2005 1994 1989

Conferences/Seminars/Executive Programms Attended

Executive Education Programme on Strategic Management with focus on Mission/Vision of Spandana Sphoorty Financial Limited at Indian School of Business, ISB, Hyderabad.(14-16 December,2009) Regional Workshop on Child Labour Migration & Trafficking at Patna as organized by Ministry of Labour & Employment ,Government of India ( 9th October,2007)

National Seminar on Improving Elementary Education in Schools organized by National Knowledge Commission at Indian Institute of Management, IIM, Lucknow (3-5 August,2007). Eastern Zonal Conference on Child Labour at Ranchi as organized by Ministry of Labour & Employment, Government of India (22nd September,2006) National Conference on Elimination of Child Labour & Primary Education as organized by MV Foundation at National Social Institute ,New Delhi ( 24-27 August,2006)

PERSONAL DETAILS
Date of Birth Languages Computer Skills Current Address Permanent Address References January 20, 1972 English and Hindi MS Office,SPSS,Tally(6.3),and Arc-GIS H/o Shri Hari Shankar Sinha (Rtd.IAS),Ramsuchit Mishra Path,Near Panchmukhi Hanuman Temple,East Boring Canal Road,Patna,Bihar -800001 S/o Shri Sadanand Singh,Vill + PO Mustafapur,Dist.-Lakhisarai,Bihar-811106 Available on Request