Sumit Kumar

Leading a team of 7 analysts/2 interns to drive Card profitability, also managing 20-member Agile POD to implement initiatives. Liaising with multiple consultants (FICO, A&M, UPITE Spain) to drive revenue optimization strategies and real time authorizations.

Prepared & presented monthly competition benchmarking, product level P&Ls, Portfolio Dashboard to MD and business heads. $60MM incremental revenue/cost savings for the bank through reduction in Product cost, residual interest, and reduction in min due. Implemented differing payment due dates for revolvers & transactors to increase revolve income and save on cost of funds ($6MM). $3MM Incremental profit through development of real time authorizations strategy based on behavior score and other key variables.

Optimized the pricing of loan on cards through risk segmentation, initiatives to drive loan conversion via retargeting of drop-offs.

Matrix manager for a team of 5, responsible for risk management of USD ~10Bn Sears Cards portfolio, delivering ~1Bn in profits. Led the committee on Knowledge Sharing & Networking, responsible for upskilling of ~250+ employees of Citi Retail Services. Proposed the expansion of qualifying income recency from 12 months to 18 months to increase CLI eligible volume to support growth. Developed the proposal for Point-of-Sale CLI changes to reduce unnecessary referral volume and simplify the process. Facilitated the approval of Sears risk appetite framework to define guardrails for various risk management programs developed recession strategies for Private label and Master Card authorizations and credit line decrease programs. Utilised credit bureau triggers to identify high risk accounts for credit line decrease at an early stage.

Abridged time gap in floating fraudulent payments by emulating morning strategy to midnight leading to savings of 60,000 USD. Transitioned CRM process from Equifax to in house leading to annual cost savings of $1 MM. First to implement CLD actions on accounts identified by Entity linkage framework | Loss savings of $4MM. Revamped High risk active/inactive and delinquent CLD strategies by identifying new high loss nodes | Loss savings of $4MM. Coordinated with Operations for closure of high-risk accounts | high risk collusive merchants blocked from authorizations. Mentored an intern to deliver a model on propensity of making a purchase & delinquency using digital data (Adobe Omniture).

End to end customer acquisitions strategy redesign and development including reject inference to derive off us bad definition and deriving inferred on us bad rates, data preparation, decision tree models and exclusions, pre and post implementation validation. Designed an interactive simulator to create a strategy for recessionary economy by calculating impacts on sales, receivable, and net credit losses in cases of different stress factors – maintained same level of losses with minimal impact on sales. Conducted line assignment tests to optimize credit lines for cobrand cards, reduced fraud dollars by 50% with sales impact of 8%. Recommended optimum base & shadow lines by balancing Sales vs. Losses and using bad rates by FICO and custom score. Helped & coached new employees to bring them to speed; only one on the team to be promoted thrice in Citi in the span of 8 years.

Enrichment of contact information & profile of customers of ICICI Prudential

• Utilized customer touchpoints viz. branch, call centre, website to implement contact update activity; 50% of branch visits updated with contact information, additional contact numbers for 1mn clients; Improved contact information impacted 250MM additional renewals and 8MM of direct marketing business; Enhanced segmentation & profiling of customers through organizing structured/unstructured information.

Online sales and Email marketing campaigns

• Implemented personalized banners to pitch insurance products on login section of iciciprulife. com; Assisted with development of product suggestion feature for buy online & lead management for sell online; Coordinated multiple email campaigns with click rates of more than 8% to promote term product sales. Responsible for tracking key agency sales parameters, providing insights and identifying shortfalls; Used location-based analytics to identify regions of high business potential and low penetration.

Identified promising investment opportunities for Angels.

Researched the scope and future of concentrated solar power technology.

Integrated Circuits Design and simulations.