PRINCIPAL AREA OF EXPERTISE
1. Sales Management & Product management ( Consumer Loan , Card
Business , Wealth Management, Banc Assurance, Liabilities Banking Products )
ï‚· Responsible for Consumer Finance acquisition portfolio ( CC / PL )
ï‚· Responsible for wealth and banking products acquisition
ï‚· Build up a new Channel of Retail acquisition unit to have cross selling business to Corporate Banking Clients
ï‚· Managing Sales force, recruitment and training
ï‚· Setting up New area of Sales office in Non branch areas
ï‚· Creating Sales MIS to monitor sales force
ï‚· Creating Motivational programme, rewards and recognition activities
ï‚· Sales budgeting and cost management
ï‚· Set up Sales Governance Unit
2. Micro Marketing management/Alternate Acquisition Channels/Business
Alliances
ï‚· Making budget of promotion and exhibition programmes incorporation with Marketing Department
ï‚· Dealing with marketing vendors and agencies – in house and outsourcing
ï‚· Creating marketing events to build a brand awareness of the bank.
ï‚· Create alternate channels of acquisition ( Corporate segment ,community, professionals sales ; payroll channelling )
3. Islamic Banking Business ( Syariah Banking group )
ï‚· Creating Islamic Banking sales & distribution model and training
curriculum in accordance to Islamic Banking business principles
4. Collection-Recovery Management ( Risk Management Group )
ï‚· Creating a different channels according to its quality inventory account in house, field / entrepreneur, agency collector
ï‚· Creating a recovery flow method to be more effective thru recovery systems ; inventory analysis, account segregation based on demographical, amount, last payment date.
EDUCATIONAL BACKGROUND
ï‚· Graduate Certificate in Business Practice majoring Marketing in Service
Industry from Adelaide Institute of TAFE , Adelaide, South Australia 1996
ï‚· Bachelor Degree in Business Law from Parahyangan Catholic University,
Bandung, 1994
ï‚· ELICOS; English Course for tertiary study from University of South
Australia 1995
SUMMARY OF RELATED TRAINING
ï‚· Sales Productivity management training, ABN, 2000
ï‚· Cohen Brown Training, ABN, 2000
ï‚· Basic Banking knowledge and Mutual Fund agent Training, ABN 2000
ï‚· Sales Conference + workshop in New Delhi ,INDIA August 2002
ï‚· Consumer Credit Course in SINGAPORE , November 2002
ï‚· Sales Management Advance Skills in MALAYSIA, November 2003
ï‚· Leadership training by Covey , June 2004
ï‚· Performance Management train the trainer in Hong Kong , April 2005
ï‚· Managing for Growth ; Hongkong, and China 2005
ï‚· Basic Syariah ; Karim Business Consulting , August 2008
ï‚· Senior Management Orientation – HSBC Hongkong 2013
ï‚· Value Based Leadership – HSBC 2014
BENCMARKING STUDY & CONFERENCES :
1. ABN-AMRO INDIA 2003
2. ABN-AMRO TAIWAN 2005
3. ABN-AMRO PAKISTAN 2006
4. ASIA PACIFIC Card business meeting in Taiwan 2005
5. ASIA PACIFIC Card business meeting in Dubai 2006
6. CARD Sales Conference in Taiwan 2007
7. COLLECTION & RECOVERY BENCHMARKING STUDY –TAIWAN
2007
EXPERIENCES as TRAINER / SPEAKER
1. Investment choices in Indonesia, held by Petra, Ubaya in Surabaya, in 2000
2. As a guest lecturer in IBMT, teaching Marketing Management , in 2000
3. Winning thru Service trainer for All Front liners ABN-AMRO staff 2007
4. Advance sales management and higher supervisory skills to ABN AMRO
staff 2008-2009
5. 2010- NOW ; Various Trainer for Sales Productivity Management, Basic and Senior Leadership, Consultative Selling Skills, Consumer Credit Cycle, Basic Collection, Collection Supervisory , Wealth Management and Liabilities Foundation, Macro Economy Outlook, and Sales Motivational Speech
TRAINING SCOPE of EXPERTISE
|
Trainings |
Scope of Topic |
Duration |
|
Basic Consultative Selling |
Sales Process , Sales Planning, Sales Mapping, Sales Strategy, Sales Reporting |
2-3 days |
|
Leadership for Sales Leader |
Changing Sales Leader Mindset, Sales Performance Management, Coaching Process |
2 days |
|
Advance Selling Skills |
Mastering Sales Process, Advance Negotiation Process, Priority Customer Management |
2 days |
|
Leadership for Senior Managers |
Understanding Character of leader, Leading for growth, Performance Growth Mgmt |
2 days |
|
Basic Collection Skills |
Collection Cycle, Collection Strategy, Collection Tools, Collection MIS |
2 days |
|
Collection Supervisory Skills |
Managing Collection Team and Collection Strategy for Collection Leader |
1 day |
|
Consumer Loan Foundation |
Understanding Consumer Loan Business Management – Unsecured Loan Product |
2 days |
|
Macro Economy Outlook |
Understanding Macro Economy and Its Impact to Business Strategy |
1 day |
|
Wealth Management Introduction for RM |
Governance of Wealth Management Product, Understanding Investment Product and Banc Assurance Product |
2-3days |
|
Basic Banking Knowledge |
Introduction to Banking Business |
1 day |
|
Sales Coaching and Mentoring for RM |
A Professional Coaching for All Front liner and Close Mentoring Process for All Sales Function Including Assessment and Recommendation |
1day |
|
Sales Motivational Training |
To Change Sales Mindset of All Sales Team to be A Self Motivated Group in Achieving All Goals and Target |
1day |
|
Sales Management Set Up
|
A Comprehensive Process of Building a Sales Team by Recruiting, Sales Training, Sales Coaching, Sales Assessment, Sales Mentoring |
3 Months |