Salim Iftkhar
Karachi
Summary
Experienced professional with almost a decade of successful leadership in Heading multiple Units as Unit Head in a Commercial Bank Treasury and handling several Corporate Relationships as a Senior Relationship Manager in Corporate Banking (with an overall banking experience of 16+ and total work experience of 20+ years), talented at Team Management, Product Management, Relationship Management, Conflict Resolution, and Risk Management, with outstanding Communication, Training, and Presentation skills, having a demonstrated track record in surpassing budgeted targets, building and maintaining positive key relationships and ensuring unit and department goals are achieved through Leadership, Teamwork, effective decision-making and efficient problem-solving, to mitigate Financial Risk, assure customer satisfaction and optimize revenue. Go-to person for all critical and high-priority assignments, relating to IT projects; system enhancements and testing; finalizing audit reports with internal and external auditors; product training; presentations to elite audiences, and re-engineering processes . Pioneered the creation of a fully functional Treasury after a regional shift of the Head Office to another city (and province) and successfully implemented a nationwide Treasury Sales Unit. Both being firsts for the banking industry of Pakistan. Worked as Technical Lead on the challenges of implementing an Electronic Trading System for FX customers in a Commercial Bank Treasury. Seeking a challenging position in a Treasury or Finance Division to hone innovative talents, overcome new obstacles and play a pivotal role in increasing efficiency and in turn, profitability.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Senior Relationship Manager
Wholesale Banking Group, MCB Bank Limited
2022.11 - Current
- Responsible for the entire banking relationship for multiple corporate customers, i.e., Working Capital requirements, Foreign & Inland LCs, SBLCs (in collaboration with FI Division), Funded Facilities, Non-Funded Facilities, Seasonal funding requirements, Payroll Management through Transaction Banking Division, Cheque Clearing & Gross Settlements, and One- off funding requirements
- Structuring facilities according to the customers’ current and future funding needs
- Acquire new business and secure new relationships for the Bank through referrals and networking
- Currently handling customers from Oil Refinery & Oil Marketing, Chemicals, Sugar, Textile, and Logistics sectors
Unit Head-Corporate North Pakistan-Treasury Sales
Treasury & FX Group, MCB Bank Limited
Lahore
2018.01 - 2022.10
- Achieved 240% YTD Oct ‘22 and closed the year at 217% of the 2022 revenue target, the highest out of 04 units (annual budget USD 3.0 million) by efficiently managing customer FX Flows and the products of FX Forwards, Foreign Bill Discounting, and Foreign Currency Loans
- Organized a series of insightful seminars for corporate customers, with talks by an Economist, relating to International and
- Local Economic trends and opportunities for the business community
- Filled the gap in multiple companies’ cash cycles, by incorporating a short-term product, based on Fixed Income instrument
- Sell-Buy transactions to mobilize idle cash reserves and augment revenue
- Conducted training sessions throughout North Pakistan, apprising the Business Units about Products & Processes in the
- International & Local Markets, and how to identify opportunities, including an introduction to Financial Derivative Products
- Increased Derivative revenue to 300% of budget by completing multiple Foreign Exchange Option (FXO) transactions with
- Back-to-Back (B2B) hedging, paving the way for further enhancements in margins with derivative customers
- Provided leadership, insight and mentoring to my team and ensured excellence
- Used strong issue resolution and communication skills to cultivate and strengthen lasting client relationships.
Unit Head-Retail North Pakistan-Treasury Sales
Treasury & FX Group, MCB Bank Limited
Lahore
2014.01 - 2018.12
- Unit profitability achieved USD 4.2 million against annual budget of USD 3.1 million (~136%)
- Identified and Directly Managed 850 prime customers from more than 700 regional branches (in addition to their regular customers) with complete customer satisfaction
- Created increased specialization by creating a separate customer trade flow team and dedicated remittances manager (increased focus resulted in enhanced revenue)
- Conducted training sessions throughout North Pakistan, apprising the Branch Staff about Treasury Products & Processes,
- International & Local Market trends, along with an introduction to Financial Derivative Products
- Launched a drive to identify and secure IT sector customers, with 100+ successful meetings, bringing the initiative to the notice of Top Management
- Connected consumer banking with customers to provide their employees with banking facilities (car loans, credit cards, etc.)
Unit Head-Retail Pakistan-Treasury Sales
Treasury & FX Group, MCB Bank Limited
Lahore
2013.01 - 2013.12
- Tasked to create and lead a country-wide Retail Banking Unit
- A first for MCB Treasury and the Banking sector of Pakistan
- Set a steep unit profitability target of USD 6 million through an estimated trade volume target of USD 2.8 billion and achieved approx
- USD 7.05 million (approx
- 118%)
- Charged with nearly 80% of the Treasury Sales & Marketing Desk’s total revenue
- Repeatedly exceeded quarterly targets and brought the Unit to a level where the management decided that the Unit had to be split into North & South Units to be able to focus on each customer efficiently and effectively
- Every team member under my training and supervision has been a star performer in the Treasury with top ratings in their annual appraisals (and in one particular case, has been elevated to Unit Head)
- Headed a Team of 06 Treasury Sales Dealers and trained them to specialize in their respective regions
- Catered to customers directly and through 1200+ branches country-wide
- Increased profitability by actively managing margins, tracking daily revenue and year-end projections by initiating tracking of all customers’ daily revenue and average margins to analyze trends and provide early warning signs
- Constant relationship maintenance, ensuring repeat business through regular customer meetings, market trend updates over telephone, and emails to customers and related divisions/branches
- Initiating relationships for FX and Fixed Income with new customers
- Successfully increased customer base by 10% by pitching to customers related to current customers and reviving dormant relationships
- Identifying opportunity costs and re-engineering legacy processes
- Enhanced customer interaction and satisfaction by handling directly instead of through branches
- Increased average daily revenue through effective team management, increased inter-departmental cooperation, quick decision-making, and thorough resolution of issues
- Additionally responsible for the supervision of Corporate Sales Desk Karachi during induction and training of newly hired staff
Senior Corporate Dealer
Treasury & FX Group, MCB Bank Limited
Lahore
2009.10 - 2012.12
- Pioneered the inter-city (and inter-province) moving and setting up of a Treasury Sales Desk in Lahore from Karachi in 2009
- Subsequently set up a Full Treasury Dealing Room in Lahore, a first for the Banking industry in Pakistan
Corporate Dealer
Treasury & FX Group, MCB Bank Limited
Karachi
2007.11 - 2009.09
- Actively marketed treasury products to customers and developed key relationships for Treasury
- Offered FX solutions to corporate & commercial customers to manage inward and outward FX Flows
- Assisted customers in investing in Fixed Income Securities (Treasury Bills & Investment Bonds) through
- Primary and Secondary Markets
- Interacted with customers and business units for prospecting and marketing solutions, educate them about
- Treasury Products, and provide insight on market trends and currency & interest rate views
- Created an MS Excel worksheet to automate currency conversions and Bill discounting (FBP & FCBD) calculations
- This was introduced during a system failure incident and allowed easy calculations, decreasing the turnaround time to provide rates to customers
- Researched local market information and provided ideas to enhance overall profitability
- Promoted high customer satisfaction by resolving problems with knowledgeable and friendly service.
- Identified needs of customers promptly and efficiently.
Senior Reviewer
Audit & RAR Group, MCB Bank Limited
Karachi
2005.08 - 2007.11
- Conducted Risk Reviews of Corporate and Commercial Branches, assessing Portfolio Quality (through
- Financial Analysis and Credit Risk Ratings) and evaluating Risks, and implement Risk mitigation Strategies
- Reviewed Credit Management Processes (through Account Strategy, Credit Proposals & Approvals, Credit
- Files, Relationship Managers’ knowledge of Accounts, Call & Site visit reports, Repayment Schedules, and
- Business turnovers)
- Ensured adherence to Credit Policies and State Bank Prudential Regulations
- Performed in-depth reviews to check compliance with applicable laws, policies and regulations.
Marketing Coordinator Pakistan
Alitalia Società Aerea Italiana, GSA Akbar Enterprises Pvt. Ltd
Karachi
2001.05 - 2005.08
- Managed Marketing of Italiatour, by creating marketing plans, promotional material, advertisements and managing the activities of the Sales Team
- Organized various events and awards distribution ceremonies
- Acted as emcee for many of the events
- Provided in-house training and assistance to staff about Microsoft Office, Adobe and other applications
- Administered Office LAN and basic troubleshooting (in coordination with the IT Dept
- Of Akbar Enterprises)
- Wrote, proofed and edited content in accordance with established brand guidelines.
- Monitored responses to promotional content, adjusting messages to achieve objectives.
- Developed internal and external marketing communication and collateral pieces to support localized initiatives.
- Conducted competitive research and analysis to support strategic marketing initiatives.
- Planned advertising campaigns for online, print and other mediums.
- Marketed products and services at tradeshows and promotional events.
- Delivered marketing strategy updates to upper-level management.
Education
MBA - Finance
Shaheed Zulfikar Ali Bhutto Institute of Science and
Technology
01.2005
O & A Levels -
Karachi Grammar School
01.1997
Skills
PRODUCT MANAGEMENT:
Corporate Banking Products: Deposits
- Loans
- Running Finance
- Cash Finance (Seasonal)
- Finance against Trust Receipts
- Finance against Imported Merchandise & Foreign Bills
- Bill Discounting (Local/Foreign)
- Short Term (Working Capital) & Long-
- Term Financing, Demand Finance, Lease Finance)
- Bank Guarantees, etc.
Treasury Products:
- Foreign Currency Loans
- FX Forwards
- Foreign
- Bill Discounting
- Plain Vanilla Derivatives
- Exotic Derivatives
- Interest Rate Swaps
- Cross Currency Swaps
- Fixed Income Products (Treasury
- Bills, Pakistan Investment Bonds, Floating Rate Bonds)
RELATIONSHIP MANAGEMENT:
- Managing multiple Corporate Relationships in South Pakistan as Senior RM Corporate Banking
- Managed Numerous Corporate Relationships in Central & North Pakistan regions as Unit Head Treasury Sales - Corporate North Pakistan (5 years)
- Managed various regional Retail relationships countrywide as Unit Head Treasury Sales - Retail/Commercial Pakistan (1 year) and then managed
- Numerous Retail relationships in the Central & North regions as Unit Head Retail/Commercial North Pakistan (4 years)
TOOLS:
- Microsoft Office (Word, Excel, and PowerPoint) incl. basic Excel VBA
IT & TECHNOLOGY:
- Networking
- Operating Systems
- Troubleshooting
- Reuters Eikon
- Bloomberg Terminal
Certification
Leadership Foundations, Franklin Covey, 2022
Corporate Treasury Management, QuickBiz, 2017
IBP’s Business Strategy, McKinsey & Co., 2016
Presentation Skills Litmus Consulting 2013
Advanced Excel for Professionals, Corporate Trainings & PR, 2013
CAD, Security & Loan Documentation, HRM Services, 2007
Cash Flow based Lending, Vision Vantage, 2006
Analysis of Financial Statements, Institute of Bankers Pakistan, 2006
Understanding Letters of Credit, Institute of Bankers Pakistan, 2006
Working Capital Financing, Institute of Bankers Pakistan, 2006
Languages
Languages
English
Proficient
C2
French
Intermediate
B1
Urdu
Proficient
C2
Arabic
Beginner
A1
Timeline
Senior Relationship Manager
Wholesale Banking Group, MCB Bank Limited
2022.11 - Current
Unit Head-Corporate North Pakistan-Treasury Sales
Treasury & FX Group, MCB Bank Limited
2018.01 - 2022.10
Unit Head-Retail North Pakistan-Treasury Sales
Treasury & FX Group, MCB Bank Limited
2014.01 - 2018.12
Unit Head-Retail Pakistan-Treasury Sales
Treasury & FX Group, MCB Bank Limited
2013.01 - 2013.12
Senior Corporate Dealer
Treasury & FX Group, MCB Bank Limited
2009.10 - 2012.12
Corporate Dealer
Treasury & FX Group, MCB Bank Limited
2007.11 - 2009.09
Senior Reviewer
Audit & RAR Group, MCB Bank Limited
2005.08 - 2007.11
Marketing Coordinator Pakistan
Alitalia Società Aerea Italiana, GSA Akbar Enterprises Pvt. Ltd
2001.05 - 2005.08
MBA - Finance
Shaheed Zulfikar Ali Bhutto Institute of Science and
Technology
O & A Levels -
Karachi Grammar School
Leadership Foundations, Franklin Covey, 2022
Corporate Treasury Management, QuickBiz, 2017
IBP’s Business Strategy, McKinsey & Co., 2016
Presentation Skills Litmus Consulting 2013
Advanced Excel for Professionals, Corporate Trainings & PR, 2013
CAD, Security & Loan Documentation, HRM Services, 2007
Cash Flow based Lending, Vision Vantage, 2006
Analysis of Financial Statements, Institute of Bankers Pakistan, 2006
Understanding Letters of Credit, Institute of Bankers Pakistan, 2006
Working Capital Financing, Institute of Bankers Pakistan, 2006
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