Pranav Kumar
Associate Director - Financial Services @Tata Digital
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WORK HISTORY
Associate Director - Financial Services @Tata Digital
Business Growth Ownership & Scale: Owned multi-vertical FS P&L end-to-end across lending and investments — Maintained CM2 positivity, flat CAC, and improved net revenue per application by 30%+ throughout scale-up.Customer Acquisition: Built and scaled multi-channel acquisition engines — leveraged Tata NEU\'s 100M+ user base, NeuPass loyalty member base, and high-intent commerce triggers to drive qualified FS customers at low CAC. Opened new B2B acquisition channels via partnerships with ecosystem players, ensuring a diversified and scalable top-of-funnel across lending and investments.Customer Lifecycle Management (CLM): Designed and owned end-to-end CLM framework spanning awareness → consideration → application → disbursal/investment → repayment → re-engagement. Reduced funnel drop-offs by 25%+ across stages through targeted nudges, journey personalisation, and contextual communication — driving measurable improvement in application completion rates.Retention & Loyalty Engine: Built retention programs integrating NeuPass loyalty rewards and cashback triggers into investments journeys — improving repeat engagement, increasing customer LTV, and embedding FS deeply into the broader Tata Neu ecosystem. Owned outbound channels with audience segmentation logic and A/B tested offer constructs to drive ROI-positive re-engagement.Cross-Sell & Distribution Strategy: Identified high-propensity customer segments using commerce behavioural and transactional signals and activated them through targeted cross-sell journeys. Designed FS product placement strategy within the Tata NEU super-app — using intent signals to surface the right product at the right moment.AI-Led Growth & Organic Acquisition: Pioneered AEO (Answer Engine Optimisation) strategy for FS products — structured content and metadata to improve discoverability via AI-powered answer engines (ChatGPT, Perplexity, Google AI Overviews). Drove measurable improvement in brand citation scores across LLMs.
EDUCATION
Delhi College of Engineering
B.Tech, Computer Science
Indian Institute of Management, Shillong
Master of Business Administration - MBA, Strategy and Finance
Christ The King College
10th
Abhinav Public School Pitampura
12th, Science
ABOUT PRANAV KUMAR
I build and scale consumer financial services businesses — from identifying the right market opportunity to driving acquisition, retention, and revenue at scale. Currently at Tata Digital (Tata NEU), I lead growth and business strategy for 0-to-1 financial products across credit, insurance and investments. I own the growth/business charter — market sizing, distribution strategy, B2B partnerships, customer acquisition across organic and inorganic channels and P&L. I\'ve worked on lending, insurance and investments, built ground-up on a super-app, CM2 positive, with disciplined unit economics. Before Tata, I was Chief of Staff to the CEO at Freecharge (Axis Bank subsidiary) — where I ran P&L, AOP, and platform strategy, and led the business pivot from payments to lending fintech, building the merchant lending business in partnership with Axis Bank from scratch. Prior to that, 3 years at Deloitte consulting, advising financial services and consumer businesses on growth strategy, market entry, and GTM — working across clients like Google Pay, Goldman Sachs, and Bank of America. I bring together business instinct, analytical depth, and the ability to operate across strategy and execution — from boardroom to funnel metrics. Colleagues know me for being purpose-driven, direct, and someone who gets things done. MBA from IIM Shillong (Finance)| FRM Certified | B.Tech Computer Science, Delhi College of Engineering Outside work — geopolitics, cricket, and travel.
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