Rahul Salwan
Business Execution of CCB Sales, Cash & Inside Sales Business & Industrials Business
London
Summary
- Results-driven Business Development Manager with forward-thinking approach centered on client success and competitive growth. Experienced leader with over 12 years of professional experience offering a diverse set of skills in Leadership, Project Management, Strategic Vision Implementation, Client Management, Business Intelligence, Performance Analysis, Budget Management (Forecasting and Financial Reporting) and Campaign Management.
- Demonstrated record of success in building successful teams and managing profitable operations cultivating a culture that embraces high-quality, high standards, accountability, continuous improvement, and efficiency.
- Served Executive Committee of Treasury and Trade Solutions Global Sales, Global Chief Operating Officer Committee and Global Marketing, Proposals and Digital Client Advisory Committee.
- Managed the sales pipeline and delivered KPIs (Pipeline Deals, Originations, Wins and Losses trends and forecasting revenue projections).
- Analyzed sales data and identified trends and areas for improvement. Developed and implemented sales processes and best practices to ensure efficiency and effectiveness.
- Expertise in collaborating, partnering and maintaining relationships with Product and Sales Teams (PAMs, RAMs, Client Executives, Regional & Global Business Managers), RISK, GPA, Compliance, Technology teams and vendors.
- Delivered weekly, bi-weekly and monthly execution reports and KPI metrics to seniors and stakeholders to maintain, track and improve the efficiency and overall progress.
- Strong believer of Reusability than reinventing the wheel. Expertise in tools like CRM (Client Relationship Management), Sales Dashboard, Oracle Business Intelligence Analytics, JIRA, Microsoft Team Foundation Server and HP Quality Centre.
- Identified operational inefficiencies, bottlenecks, and areas for improvement and implemented process enhancements to improve operations, increase productivity, and reduce costs.
- Scrum Master Certified (CSM Certified- Agile Methodology)
- Certified Six Sigma Professional (Green Belt)
- Citi Lean Apprentice Diploma Holder
- Google Analytics Certified - Beginners & Advanced
- Proficient in MS Office (Advanced Excel, Powerpoint, Word, etc.)
- Led Citi Information Services Group Pune's People Strategy Workstream for 3 continuous years.
- Led Citi Institutional Clients Group's Diverse Ability Affinity for 2 years.
Overview
12
12
years of professional experience
4
4
Certificates
6
6
years of post-secondary education
Work History
Business Execution
CCB Sales, Cash & Inside Sales, Industrials, Citi
London
2023 - Current
Global Head of FI Client Success Transformation
Treasury & Trade Solutions Business
London
2022 - 2023
- Overseeing a team of 70+ client success managers and specialists across regions, providing leadership, guidance, and performance management.
- Developed and implemented strategies to drive customer success, ensuring client satisfaction, retention, and revenue growth (rev up 32% in 2023 vs PY)
- Collaborated with cross-functional teams, including sales, marketing, and product development, to align customer success initiatives with business objectives.
- Conducted regular client meetings to understand their needs, address concerns, and identify upselling opportunities.
- Led Voice of the Client initiative for FI clients, tracking, providing feedback and insights to the product, service and onboarding teams to drive continuous improvement.
- Established and maintained strong relationships with key clients, serving as their main point of contact and advocate within the organization.
- Developed and delivered customer success metrics and reports to senior management, showcasing key achievements and areas for improvement.
- Conducted training programs for the client success team to enhance their skills and knowledge.
- Conducted regular check-ins with clients to assess their satisfaction, address any issues, and identify opportunities for growth. Launched hashtags to track the calling intensity of client success managers.
- Collaborated with the sales team to expand business within existing accounts through upselling and cross-selling.
- Delivered FI Client Success Monthly Business Reports tracking results against the team’s Must Win Battles to stakeholders and seniors.
- Delivered monthly sales Pipeline deck (including Pipeline, Wins, Origination and Losses trends) to seniors with next action items and area of improvements.
- Implemented targeted focused strategies on Wallet Penetration of New Buying Centers of Existing Clients and Clients with Low to No Wallet Share.
- Delivered revenue opportunity analysis by Country Tier and Region on 4 box model clients (Acquire, DD, Defend and LT) to TTS Global Head.
- Enhanced Clients at Risk & Watchlist Dashboard to track the open issues and clients at risk well in advance.
- Negotiated contracts and agreements with vendors to secure favorable terms and maximize profits.
COO Marketing, Proposal & Digital Client Advisory
Treasury & Trade Solutions Business, Citi
London
2021 - 2022
- Led RUSSIA RUBLE Account closure project (after US imposed sanctions on Russia). Partnered with Compliance, Legal, Risk, Onboarding, Operations and Sales teams and worked closely with 500+ Citi clients across regions to close all Citi RUBLE accounts.
- Orchestrated and streamlined entire Treasury and Trade solutions - Regional and Global Sales Segmentation Process (Acquire, Double Down, Defend and Light Touch Clients) for Corporate, FI and Ecommerce businesses.
- Delivered Marketing Monthly Business Reports tracking results against team’s Must Win Battles to stakeholders and seniors.
- Delivered 'TTS Global Sales Strategy Refresh 5 year Growth Plan' to TTS Global Head.
- Enhanced Citi TTS external and internal portals: Knowledge Exchange Center and Horizons and shared usage trends reports with seniors.
- Closely Worked with CRM Analytics Team for creation of monthly sales Pipeline deck (including Pipeline, Wins, Origination and Losses trends)
- Maintained oversight on global marketing budget and monitor managed vs non-managed spend.
- Production of monthly metrics tracking activity and pipeline flow of RFP Proposals team.
- Partnered with Regional Business Managers and Regional Sales Heads to finalize 1500+ Banker Led clients with Growth opportunities
- Maintained oversight of Global Marketing Budget by region and monitor managed vs Non-Managed spend.
- Defined central governance around global Proposal team which helped in bringing down Qvidian past due records from 10,000+ to 100+ as of 2022.
- Partnered with Compliance, RISK , GPA , Product Teams, Sales teams and enhanced TTS COMMUNICATION PROCEDURES.
- Closely worked with Risk and Control Partners for creation of Marketing Governance Entity and Marketing regional Assessment units as a part of Risk and Compliance.
- Negotiated contracts and agreements with vendors to secure favorable terms and maximize profits.
Technology Manager
Information Services Group, Citi
Pune
2015 - 2021
- Leveraged data and analytics to make informed decisions and drive business improvements.
- Worked closely with technology and UAT participants to ensure complete test strategy is executed.
- Worked closely with Software Engineers in CI/CD environment and Continuous Testing via Automation of Functional/Regression test cases through Selenium.
- Created automation testing regression pack which saved overall 20% time of QA Testers.
- Managed all initiatives related to UAT process and test candidate rollout into production. Worked collaboratively with technology project managers, UAT professionals and users to design and implement appropriate scripts/plans for application testing strategy/approach. Proactive support and consultation to other Project Managers, Product Managers and Business.
- Audited team performance and compliance with ICG standards. Following trends of metrics to improve test efficiency. Mapping requirements to test cases to defects in project management tool and ensuring end to end traceability to be maintained.
- Worked on in-house Data automation testing tool on R coding language to make sure 100% data quality for end users.
- Partnered with Product management, stakeholders and development team leads for Defect Triage calls.
- Managed Agile based Testing, delivering high quality, bug-free premium products in fast-paced sprints to our clients.
- Improved operational planning and business frameworks to enhance resource utilization and reduce waste.
- Implemented best practices among on-site and external personnel to align efforts and goals.
- Developed and maintained relationships with stakeholders and business teams through continual communication.
- Maintained team efficiency by strategically delegating daily activities, monitoring output and rewarding positive contributions.
Senior Test Engineer
HCL Technologies Limited
Noida
2014 - 2015
- Followed standard MITEL testing methodology right from analysis phase.
- Tested MITEL applications like Unified Communications, Cloud Communications, Mobility, Unified Messaging, and Virtualisation of Mobile applications on various clients (Android, iOS and BB).
- Delivered automation regression pack which saved 30% overall time of QA testers
- Perform regression and sanity for new builds or service packs of applications.
- Configuration and testing at server side and at controllers (PBX) side.
- Performed quality audits across multiple internal IT functions.
Software Engineer
Atos Syntel Private Limited
Pune, Chennai & Gurgaon
2012 - 2014
- Worked for client American Express as Quality Assurance Tester.
- Coordinated with other engineers to evaluate and improve software and hardware interfaces.
- Worked with software development and testing team members to design and develop robust solutions to meet client requirements for functionality, scalability, and performance.
- Reviewed project specifications and designed technology solutions that met or exceeded performance expectations.
- Analyzed data to coordinate installation of new systems or modification of existing systems.
- Analyzed proposed technical solutions based on customer requirements.
- Designed enhancements and updates for subsystems of end-user applications software running on local, networked and Internet-based platforms.
- Integrated third-party tools and components into applications.
- Collaborated with fellow engineers to evaluate software and hardware interfaces.
- Delivered unit-tested systems within customer-prescribed timeframes.
- Collaborated with management, internal and development partners regarding software application design status and project progress.
- Developed robust, scalable, modular and API-centric infrastructures.
- Provided guidance and mentored less-experienced staff members.
Education
Digital Marketing: Disruptive Strategy Executive Program
Said Business School, Oxford University
United Kingdom 2022 - 2022
Bachelor of Technology - Information Technology
DAV Institute Of Engineering And Technology
Punjab 2007 - 2011
Skills
Stakeholder Management
Additional Information
- Awarded with Citi SILVER Gratitude Award by TTS Global Sales Head in 2021 - Ownership and delivering 'TTS Strategy Refresh 3 year Revenue Growth Plan' to TTS Global Head.
- Awarded with Citi GOLD Gratitude Award by Citi India Diversity & Inclusion Head for the contributions to Citi events, engagements and initiatives across Diversity and Inclusion.
- Awarded with Citi BRONZE Gratitude Award by BCMA Global Head of QE for the contributions in setting up the Quality Engineering Governance in 2020
- Awarded with Citi Service Centre India Quarter 1 Team Award in year 2017 - Successfully delivered & deployed the critical business enhancements of ICG TOOLBOX
- Awarded with Citi Service Centre India Beyond Call of Duty Individual Award for Q1 and Q2 in year 2017 - Successfully rolled out CCO Dashboard for all Citi Country Officers across globe.
- Awarded with Citi India ARC Culture Ambassador Award in year 2016 - Identified, planned and implemented CSC India workstreams as a part of CSC India VOE ExCO member, which in turn improved the overall Attrition Rate at Citi India Level.
- Awarded with Syntel Stretch award for the contributions to AMEX PAYBACK Project.
Certification
Certified Scrum Master
Timeline
Business Execution
CCB Sales, Cash & Inside Sales, Industrials, Citi
2023 - Current
Global Head of FI Client Success Transformation
Treasury & Trade Solutions Business
2022 - 2023
Digital Marketing: Disruptive Strategy Executive Program
Said Business School, Oxford University
2022 - 2022
COO Marketing, Proposal & Digital Client Advisory
Treasury & Trade Solutions Business, Citi
2021 - 2022
Technology Manager
Information Services Group, Citi
2015 - 2021
Senior Test Engineer
HCL Technologies Limited
2014 - 2015
Software Engineer
Atos Syntel Private Limited
2012 - 2014
Bachelor of Technology - Information Technology
DAV Institute Of Engineering And Technology
2007 - 2011
Certified Scrum Master
Certified Six Sigma Professional
Google Analytics Certified - Beginners
Google Analytics Certified - Advanced
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