INDUSTRY SECTOR-WISE SKILLS ANALYSIS

INDEX
1) BANKING INDUSTRY 2) FINANCIAL SERVICES INDUSTRY 3) SERVICES INDUSTRY I. II. III. IV. V. VI. Research & Consultancy IT & ITES Hospitality Real Estate Logistics KPO 3 12 15 16 18 19 21 23 25 26 29

4) RETAIL INDUSTRY 5) GENERAL OBSERVATIONS

BANKING INDUSTRY
PROFILES & SKILL SETS
Major Recruiters:
Central Bank of India, Allahabad Bank, Oriental Bank of Commerce, Corporation Bank, State Bank of Hyderabad, UCO Bank, Bank of India United Bank of India, Indian Overseas Bank, Exim Bank, National Payment Corporation of India, IDBI Bank, ICICI Bank, Axis Bank, HDFC Bank,

Job profiles being offered by banks are(a) Profiles for Public sector banks : Manager - Credit / Financial Analyst Manager - Risk Management Manager - Forex Business Manager - Marketing Manager - Operations Executive - Operations

(b) Profiles for Private sector banks : Relationship Manager Manager - Privileged Banking ( basically marketing for retail business and wealth management functions) Manager -Operations

FUNCTIONS OF VARIOUS PROFILES

MANAGER- CREDIT/ FINANCIAL ANALYST Loan syndication- Mobilizing new business through loan syndication cell
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Due diligence of corporates- Conducting due diligence of corporate borrowers Loan Appraisal & processing Credit rating of borrowers Post credit follow up- Scrutiny of quarterly statements, stock statement and other MIS to monitor health of accounts Monitoring of NPA including negotiating compromise Processing Corporate debt restructuring ( CDR) cases Rehabilitation of sick units- Conducting viability study Documentation of loan Regulatory compliance Analyst meetOrganizing analyst meet and assisting top management

MANAGER - RISK MANAGEMENT BASEL II compliance by bank Regulatory compliance Identify, measure and monitor various risks- credit, interest, operational and liquidity and to plan for hedging and risk mitigation ALM management Conducting ALCO meetings Training of employees/executives

MANAGER - FOREX MANAGEMENT Dealing room operations Sale and purchase of forex Business development- forex business Meeting clients and making presentations Appraising/processing loan proposals Conducting forex transactions Scrutiny of forex documents Complying with regulatory norms Due diligence of forex clients Grievance/ complaint handling

MANAGER MARKETING/SALES New product development Relationship/ Wealth Management Marketing & promotion of existing products and services
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Selling of third party product- mutual funds, insurance etc Planning strategies at corporate level for branding, advertisement and visibility Meeting retail customers, conducting due diligence , cross selling and post sales counseling Grievance/complaint handling

RELATIONSHIP MANAGER / WEALTH MANAGER

Servicing high net worth individuals Financial planning of individual customers Marketing of third party products Promoting retail banking Mobilizing CASA accounts Conducting due diligence and KYC compliance

MANAGER - OPERATIONS Transaction processing Documentation Compliance Branch operations Customer service Cash management HR management

Skill requirement and skills gaps

MANAGER- CREDIT / FINANCIAL ANALYST Skills required
Sound in content: Fair knowledge financial management and project finance Knowledge of lending principles, practices and policies Understanding and knowledge of regulatory norms Understanding of legal aspects Understanding credit risk management Understanding of various credit products features, security norms and eligibility criteria Ability to meet and chase targets Ability to do multiple job at a time (multi-tasking) Ability to understand customer need and suggest suitable products Analytical ability- a must Highly computer savvy Patience and perseverance Good communication skills Good negotiation skills Presentable and pleasing personality No attitudinal issue- ready to work any where, any time and any day ( including holiday) Willingness to work in regulated environment

Skill Gaps
Most recruiters rated our students Average / Below Average in: Subject knowledge- Financial management and project finance in particular Conceptual clarity- Not very clear conceptual clarity and not able to relate concept with real life examples Analytical skills-lacking Unable to communicate inherent risk of a product to customer Out of the box thinking lacking Thinking on ones feet- no General awareness of banking and economic developments - not up to date
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Attitudinal issues present Short in communication skills Short in computer knowledge Unwilling to do sales job or afraid of sales target Unwilling to take challenging assignments or do multi tasking No experience- no live project or good summer project to have practical insight of doing business

MANAGER RISK MANAGEMENT Skills required

Sound in content: Fair knowledge of Financial Management of banks Fair knowledge of mathematics, statistics and operational research Understanding and knowledge of regulatory norms Understanding of various hedging products derivatives, credit default swaps, interest rate swaps etc. Ability to do multiple job at a time (multi-tasking) Analytical ability- a must Good communication skills Highly computer savvy Presentable and pleasing personality No attitudinal issues- ready to work any where, any time and any day ( including holiday) Willingness to work under stress

Skill Gaps
Most recruiters rated our students Average / Below Average in: Subject knowledge- Risk management in particular Conceptual clarity- Not very clear in concepts and not able to relate concept with real life examples Analytical skills-lacking Out of the box thinking lacking General awareness of various developments (particularly international) in the area of risk management Attitudinal issues very often observed Short in communication skills
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Short in computer knowledge Unwilling to take challenging assignments or do multi tasking No experience- no live project or good summer project to have practical insight of doing business

MANAGER - FOREX Skills required

Sound in content: Knowledge International Business & International Finance Fair knowledge of Forex operations- export and import documents Understanding and knowledge of regulatory norms Understanding of legal aspects of international business Understanding of various products of pre shipment and post ship credit- features, norms, risk, etc. Ability to do multiple job at a time (multi-tasking) Analytical ability- a must Good communication skills Highly computer savvy Presentable and pleasing personality No attitudinal issues- ready to work any where, any time and any day ( including holiday) Willingness to work under stress

Skill Gaps
Most recruiters rated our students Average / Below Average in: Subject knowledge- International Finance and International Business Conceptual clarity- Not very clear in concepts and not able to relate concept with real life examples Analytical skills-lacking Out of the box thinking-lacking General awareness of various developments (particularly international) in the area of risk management Attitudinal issues many Short in communication skills Unwilling to take challenging assignments or do multi tasking

No experience- no live project or good summer project to have practical insight of doing business

MANAGER - MARKETING/ SALES Skills required

Detailed understanding of various retail products Understanding of the bank procedures and documentation related with each products Awareness of regulatory norms Orientation towards generating high volumes Ability to work in regulated environment Good communication skills Ability to meet and chase targets Ability to understand customer need and suggest suitable product Patience and perseverance Presentable and pleasing personality

Skill Gaps
Knowledge of products & services poor/not up to date Selling skills missing even willingness ability to present bank products in an attractive manner, highlight key positive features, understand and capture the customer needs quickly, ability to establish credibility, cross-selling, up-selling, follow up, humility Sales effectiveness how to convert opportunity into sales with minimum effort, ability to distinguish prospective customer with a window shopper, networking Presentation - communication skills, self-presentation, understanding of customers background and exact needs Out of the box thinking-lacking General awareness of market size, competing products, customers tastes and preferences lacking Attitudinal issues many Short in communication skills Reluctant to do sales job Unwilling to take challenging assignments or do multi tasking
No experience- no live project or good summer project to have practical insight of doing business

EXECUTIVE - OPERATIONS Skills required

Complete understanding of banking operations Understanding of regulations governing banking operations Sound understanding of standard operating procedures Bank MIS System Good accounting skills (in case of back office) Knowledge of banking software like Finacle Preparing reports, MIS etc Basic knowledge of computers Ability to detect fake notes by usage of UV ray technology RBI clean note policy Orientation to pick up KYC norms Adherence to processes

Skill Gaps
Understanding of banking operations Lack of knowledge on Banking law and practice - Knowledge of Negotiable Instruments Act, application of laws to day-to-day operations, ability to leverage on different aspects of application of law Ability to work in regulated and stressful environment Out of the box thinking-lacking General awareness of market size, competing products, customers tastes and preferences lacking Attitudinal issues many Short in communication skills Short in computer operations Unwilling to take challenging assignments or do multi tasking
No experience- no live project or good summer project to have practical insight of doing business

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RELATIONSHIP MANAGER Skills required

Detailed understanding of various banking product available for the corporate and product structuring Institutional sales Risks in various products and services Understanding of the bank procedures and documentation related with each products Day to day interaction with the client General economic awareness and awareness specific to the industry of the client Awareness of regulatory norms Orientation towards generating high value deals Ability to work in regulated environment Very good communication skills as they are required to deal with senior people from the company Ability to meet and chase targets Presentable and pleasing personality Knowledge fair business practices- Ethics, caring and service are foundation of selling. Complaint handling and post sales service

Skill Gaps

Awareness about product structuring General economic awareness and ability to establish a dialogue with the client Communication skills- short Unable to communicate risk to customers Out of the box thinking-lacking General awareness of various developments (particularly international) in the area of risk management Attitudinal issues many Unwilling to take challenging assignments or do multi tasking No experience- no live project or good summer project to have practical insight of doing business Not well acquainted with fair business practices
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Post sales service attitude

FINANCIAL SEVICES INDUSTRY

PROFILES & SKILL SETS
Major Recruiters: Nomura Services, LIC Housing Financial Services, ICICI Direct,
Mahindra & Mahindra Financial Services, Indiabulls

Job profiles being offered by financial services are Associate Management Trainee Assistant Manager Analyst Financial Analyst Relationship Manager Unit Manager

Skill requirement and skills gaps

Skills required
1. 2. 3. 4. A sound knowledge & understanding of financial products Be able to converse fluently at least in English and the local language. Good communication, Presentation & negotiation skills Interpersonal skills to the extent required for continuous dealing with prospects/customers, suppliers & other industry constituents. 5. Interest in interacting & building rapport with people. 6. Aggressive approach to business development & collections. 7. Self discipline & respect for organizational systems & processes 8. Focused & committed 9. Ability to take ownership 10. Ability to speak his mind 11. Balanced temperament 12. Sincere 13. Committed & focused 14. Positive attitude & confidence.
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Skill gaps
Ability to work in regulated and stressful environment Out of the box thinking-lacking General awareness of market size, competing products, customers tastes and preferences lacking Preparing reports, MIS etc Attitudinal issues Communication Skills Reluctant to do sales( field ) job Unwilling to take challenging assignments or do multi tasking Awareness about product structuring General economic awareness and ability to establish a dialogue with the client

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SERVICES INDUSTRY I. Research & Consultancy II. Information Technology & ITES III. Hospitality IV. Real Estate V. Logistics VI. KPO

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i. Research & Consultancy

Major Recruiters:Partners, Capital IQ Deloitte Consulting, Ernst & Young, TCS, Accenture, Copal

Job profiles being offered by Research & Consultancy

Research Analyst Consulting Research Associate Client Development Manager Equity Research Analyst Legal Associate

Skill requirement and skills gaps

Skill Required
Knowledge of advance softwares required for processing and decision making Ability to carry out research and identify new organizations for collaboration with the company globally. Able to organize meetings for the collaboration and develop new clients in respective sector through client reference/research. Enthusiastically develop and maintain the companys client and prospects database; manage alumni database and increase and develop it Draft business proposals for potential clients, attend events and promotional activities to raise the profile of the company. Be able to work collaboratively with the team to create and manage the companys marketing strategies. Can create, review and edit all promotional materials, including company website. Ability top prepare customized reports, etc. Ability to work under job stress and secure monthly, quarterly and annual targets

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Skill Gaps
Knowledge component- The essential information regarding Research & Consultancy Industry (understanding the role of this industry in Indian economy, major players in the market, different kind of customers like urban, rural and their needs) is inadequate. Presentation Ability . Ability of self-presentation and making corporate presentations as well as convincing peers requires improvements. Selling skills The ability to hear customers needs patiently and assist them in resolving their problems by offering them the customized business model, etc. requires immediate focus. Business Opportunity Identification Ability to identify an opportunity and convert them into sales with minimum efforts and resources requires polishing.

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ii. IT & ITES

Major Recruiters:
TCS, Infosys, Wipro Technologies, Tech Mahindra, Cognizant, Amdocs, HCL Technologies, Convergys, L&T Infotec, Genpact, etc.

Job profiles being offered by IT & ITES

Team Leaders Client Relations Executive

Skill requirement and skills gaps

Skills Required
Detailed understanding of the technical domain. Ability to nurture existing clients as well as identify and cultivate new corporate clients. Able to present desired services to the customers after analyzing business opportunities of the customers As a key member of the team, able to coordinate, plan, execute, report and analyze all email campaigns and corresponding landing pages. Capable of handling outbound calls, making Cold Calls, handling outbound and inbound processes. Able to address all customer and agent requests and queries within established timeframes and service. Drive for delivering efficient, effective, professional and courteous service to intermediaries and customers Presentable and pleasing personality for peer and customer acceptance Ability to work under job stress and secure monthly, quarterly & annual targets

Skill Gaps
Knowledge component- The essential information regarding IT & ITES Industry (understanding the role of information technology in Indian economy, major players in the market, different kind of customers like urban, rural and their needs) is inadequate. Presentation Ability - Ability of self-presentation and making corporate presentations as well as convincing peers requires improvements. Selling skills The ability to hear customers needs patiently and render courteous service to intermediaries and customers, ability to establish credibility, cross-selling, up-selling, follow up, etc. requires immediate focus. Business Opportunity Identification Ability to identify an opportunity and convert them into sales with minimum efforts and resources requires polishing.
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iii.

Hospitality Industry

Major Recruiters:

Leela Hotels, The Hyatt Hotels Corporation, ITC Limited Hotel Division, Taj Group of Hotels & Resorts, Le Meridien, Marriott International Inc., The Oberoi Hotels and Resorts, Apeejay Group, The Leela

Job profiles being offered by Hospitality

Guest Liaison Manager Business Development Manager Relationship Manager Corporate Accounts Executive Executives- Telesales Team Manager

Skills requirement and skills gaps

Skill Required
Ability to manage team of sales executives, assisting front office in preparing routine letters, checking mail and reply to it, properly handling visitors and attending calls through phone and EPBAX. Ability to systematically and efficiently call on Key Accounts within location and report findings and opportunities. Ensure a high level of exposure for the company through direct sales solicitation, telephone contact and written communications. Capable of professionally conduct routine telemarketing activities to identify new accounts Conduct regular Market Surveys and Competitor Research. Ensure that an efficient and accurate filing system, both manual as well as electronically is maintained at all times Possess the flair to ensure to provide a courteous and professional service at all times. Handles guest enquiries in a courteous and efficient manner, reporting complaints or problems if no immediate solution can be found, whilst feeding back a prompt follow up. Ability to work under job stress and secure monthly, quarterly and annual targets

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Skill Gaps
Knowledge component- The essential information regarding hospitality industry (understanding the role of hospitality in Indian economy, major players in the market, different kind of customers like corporate and retail) is inadequate. Presentation Ability . Ability of self-presentation and making corporate presentations as well as convincing peers requires improvements. Selling skills The ability to hear customers needs and present them the hospitality products in an attractive manner, highlight key positive features, understand and capture the customer needs quickly, ability to establish credibility, cross-selling, up-selling, follow up, etc. requires immediate focus. Business Opportunity Identification Ability to identify an opportunity and convert them into sales with minimum efforts and resources, ability to network, etc requires polishing.

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iv.

Real Estate Industry

Major Recruiters:

Jaypee Greens, Ansal Housing & Construction Limited, DLF Ltd., Sahara Housing Corporation Ltd., Desai Const Pvt Ltd , HCC K Raheja Corp., Mahagun Developers, Parsvnath Developers,

Job profiles being offered by Hospitality

Project Manager-Contracts Architecture Executive Assistant Manager- Sales Manager- Operations Project Consultant

Skills requirement and skills gaps

Skill Required
Detailed understanding of various construction industry. Ability to guide construction of Industry & Commercial Building Project Ability in Project scheduling , planning, billing Capable team leader to lead a team to success, interact with clients, Consultant and Internal Management. Capable of handling large construction projects independently Presentable and pleasing personality for Liaison & handling of Architects, Consultants, clients and contractors. Awareness of regulatory norms of the related industry Knowledge of basic softwares required for processing and decision making Ability top prepare customized reports, etc. Ability to work under job stress and secure monthly, quarterly and annual targets

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Skill Gaps
Knowledge component- The essential information regarding construction Industry (understanding the role of infrastructure & construction in Indian economy, major players in the market, different kind of customers like urban, rural and their needs) is inadequate. Presentation Ability Ability of self-presentation and making corporate presentations as well as convincing peers requires improvements. Selling skills The ability to hear customers needs patiently and assist them identifying location for the desired project, planning & implementation of the project requires immediate focus. Business Opportunity Identification Ability to identify an opportunity and convert them into sales with minimum efforts and resources, etc requires polishing.

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v. Logistics Industry
Major Recruiters: DHL, TNT Express, Blue Dart, Gati, Safexpress, TCI, Fedex

Job profiles being offered by Logistics

Business Development Manager Relationship Manager Key Account officer/ manager

Skills requirement and skills gaps

Skill Required
Detailed understanding of logistic industry Ability to co-ordinate stock transfers, goods return, quality control, predefine and execute inventory plans, etc. Capable to co-ordinate with channel members specially transporters and reconcile stock accounts. Good communication skills both verbal and written Presentable and pleasing personality for peer and customer acceptance Awareness of regulatory norms of the related industry Knowledge of basic softwares required for processing and decision making Ability top prepare customized reports, etc. Ability to work under job stress and secure monthly, quarterly and annual targets

Skill Gaps
Knowledge component- The essential information regarding Integrated Logistics Industry (understanding the role of integrated logistics industry in Indian economy, major players in the market, different kind of customers like urban, rural and their needs) is inadequate. Presentation Ability . Ability of self-presentation and making corporate presentations as well as convincing peers requires improvements.

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Selling skills The ability to hear customers needs patiently and assist them in integrating the logistics solutions for most efficient delivery system, etc. requires immediate focus. Business Opportunity Identification Ability to identify an opportunity and convert them into sales with minimum efforts and resources, ability to distinguish prospective customer locally and globally, networking with channel partners, etc requires polishing.

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vi.

KPO industry

Major Recruiters: - Grail Research,, Evalueserve, IMRB, Smart Cube, Aptara,

WNS, Genpact

Job profiles being offered by KPO

Analytics Financial analytics Legal processing

Skill requirement and skill gaps

Skills Required
Adequate domain and technical knowledge of field of graduation/specialization Adequate communication skills especially report writing skills Aptitude for knowledge intensive work Adequate process knowledge Adherence to timeliness

Skill Gaps
Inadequate domain knowledge Poor aptitude Inability to do repetitive work Lack of adequate writing skills

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RETAIL INDUSTRY
PROFILES & SKILL SETS
Major Recruiters: Future Group, Shoppers Stop, Next Retail, Bharti Walmart, Lifestyle, Metro Cash & Carry, Raymond

Job profiles being offered by retail industry

Customer Relationship Associate/ Marketing Manager Transaction Processing Associate/ Store Manager/ Floor Manager

Skills requirement & skill gaps

Customer Relationship Associate/ Marketing Manager

Functional Skills

Knowledge of current sales promotion schemes of the company and ability to communicate the Same to the customers. Ability to sell i.e., selling skills Knowledge of policies regarding exchanges In depth knowledge of store offerings The person should be aware of the offerings of competing Stores/brands. For
e.g., in case of sales person engaged in apparel retail, knowledge of type of fabrics, styles, etc. of competing brands would be

Knowledge of product features such as

-brand options

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-warranties -features and benefits -use/application -shelf life/use by dates -care and handling -storage requirements -product/ingredient/material -safety features - price

This is specifically important for retailers offering High value products and services. Ability to guide the customers to the relevant Sections of the store. This is important for formats such as supermarket and hypermarket which are Spread over a large area. Knowledge about the merchandise in inventory to help customers find the desired merchandise which is not on display. Ability to watch out for security risks and thefts, and know how to prevent or handle these Situations. Ability to cross sell - This is specifically important for departmental stores and other large formats where product line spans across different Categories. Ability to describe merchandise and explain use, Operation and care of merchandise to customers.

Soft Skills
Good communication skills are a must for Customer interaction. The executive must be able to understand both the explicit and implicit customer requirements such as -Size, colour etc (in case of garments) -price range (value for money) -Usage (For personal use or for gifting) -Convenience -Flexibility -Ability to understand product information, store policies and procedures -Ability to interface effectively with customers 26

-Great emphasis is attached to adhering certain levels of behavioral norms/etiquettes while -Interacting with customers. There is a code of conduct conveyed to employees in this regard.

Skill gaps
Inadequate product specific knowledge, especially at the entry Level. Inadequate understanding of sales promotion, marketing And other schemes. Inadequate communication skills and interpersonal skills is the major concern as it is relatively easier to bridge gaps in Functional skills.

Transaction Processing Associate/ Store Manager/ Floor Manager Skills required:

Functional Skills
The ease of transaction is a key factor in ensuring Customer convenience. Key responsibilities involve accurate and quick transaction processing. Requisite computer skills Understanding of transaction software/hardware such as bar code Reading machines, etc Knowledge of handling credit/debit card Payments. Total cash &credit-card transactions and compare with cash register receipts and enter the results in financial records, reporting cash surpluses or Shortfalls. Solving minor transaction software problems Knowledge of offers underway in the store and its Implications on billing

Soft skills
Good interpersonal skills to interact with the Customers in a friendly
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manner. Ability to handle customers with patience when credit-card transaction is not approved, a requested item is Out of stock or a refund cannot be issued. Good oral communication skills to interact with The store employees and customers. The executive should be able to communicate and Explain the billing amount to the customers. A working knowledge of English and/or Vernacular language(s).

Skill Gaps
Inadequate knowledge of processing of transactions and managing cash. Inadequate knowledge of software related to transaction processing. Inadequate soft skills ability to interact with customers in the presence of a long queue.

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GENERAL OBSERVATIONS

Following are general observations about skill gap: a) Lack of punctuality at placement activities, b) Not able to put proper questions/draw attention of recruiters during pre placement talks, c) Coming unprepared for placement processes for eg. without CV or other required documents, d) At times not coming properly dressed, e) Not gathering full information about the company showing little interest in the company where he/she wants to pursue the career and f) Not even bothering to visit web-site to gather information about the company.

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