Gosula Vijaya Bhaskara Reddy

Vijay Gosula is a Principal at McKinsey s São Paulo office, which he joined ten years ago. Since the beginning, Vijay has focused his career on financial institutions (i.e., banking and insurance), as well as on the implementation of financial tools in other industries, such as telecom. In functional terms, Vijay has mainly worked on information-based marketing. Among his recent engagements, the following should be highlighted: Helping a leading Latin American financial institution to benchmark its two collections operations units in four areas - consumer finance/cards, auto, retail, and SME - and to create a plan for leveraging best practices. Assessing the performance of a leading Latin American financial institution s collections department in order to identify and prioritize key improvement opportunities. Supporting a leading Latin American financial institution to improve its share of the payroll-linked credit market, focusing on market segmentation, the creation of a commercial value proposition for each segment, and assessing the competition. Supporting a leading Latin American financial institution in the process of integration and improvement of the collections areas in the External Unites (International Operations). Supporting the Development of a Collections Scorecard for Recovery for a leading Brazilian bank. Managing the design, consolidation, development and implementation of a comprehensive strategy for the largest collection company of Latin America. The 16-month engagement helped the company reduce its net losses in over R$ 140 million/year Leading the review of the collection strategy for a major Brazilian bank, with focus on personal credit lines, credit cards and special accounts designing highly differentiated strategies for each customer segment. The engagement also included retention elements that may potentially reduce R$ 100 million/year in net losses Leading the development of a strategy focused on collections and small-company credit risk assessment for a major Brazilian bank, aiming at reducing 25% of its losses and preparing the institution to expand its operations Developing a collection strategy for a top auto finance company in Brazil, focusing on segmentation, refinancing of debts and outsourcing management (Jan/2004 Feb/2004) Vijay Gosula graduated in Physics and Chemistry at the Coe College, followed by a Ph.D. in Engineering and Materials Science at the University of Illinois in 1999 (magna cum laude). He is fluent in both English and Portuguese (native language).