Rajiv Sabharwal

Questioner
DISC Type : c

Managing Director & CEO at Tata Capital

Mumbai, Maharashtra, India

Overview

As the Managing Director & CEO of Tata Capital, Rajiv Sabharwal draws on over 35 years of experience in financial services. An alumnus of IIT Delhi and IIM Lucknow, his career includes pivotal roles as an Executive Director at ICICI Bank, where he built its retail banking franchise, and as a Partner at True North.

Outside of work, Rajiv integrates sustainability into his personal life. He has a habit of taking notes digitally on his devices to avoid using paper and follows a family practice of carrying reusable cloth bags for shopping, reflecting a commitment to environmentally conscious habits.

He recently led Tata Capital through one of Indias largest Initial Public Offerings (IPOs), a landmark achievement that significantly expanded the companys retail investor base.

Personality Overview

Not Easily Convinced

Systematic

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to do thorough analysis of any situation.

Topics They Care About

Digital Transformation
He champions the evolution from paper-based systems to a digital ecosystem, emphasizing the use of AI and technology to improve efficiency and customer experience.
Financial Inclusion
He is a strong advocate for using NBFCs and technology to provide financial solutions to under-served and under-banked populations, especially in rural and semi-urban areas.
Clean Energy Finance
He is leading Tata Capital's financing of clean energy projects in solar, wind, and hydro, aiming to support India's transition to a green economy at scale.

Media Appearances

Manthan #03- Rajiv Sabharwal, MD & CEO, Tata Capital and B.G. Mahesh, CEO, Sahamati on How Data and Consent Are Powering India’s Credit Revolution. Featured in Sahamati

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Rajiv Sabharwal On Tata Capital IPO: Growth Focus, Unlisted Shares Not Tracked. Featured in Business Today (BT TV)

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Could Rs 15,500-crore Tata Capital IPO be a game-changer? Here's what CEO Rajiv Sabharwal thinks. Featured in ZeeBiz

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Work History

1-2018
Managing Director & CEO at Tata Capital
4-2017 - 12-2017
Partner at True North
4-2010 - 1-2017
Executive Director at ICICI Bank
1-2009 - 3-2010
Executive Director at Sequoia Capital
12-1998 - 12-2008
Senior General Manager at ICICI Bank

Education

1988 - 1990
MBA from Indian Institute of Management, Lucknow
1983 - 1987
B. Tech. from Indian Institute of Technology, Delhi

More Information

Social Presence :

Prographics :

Exp : 26 Location : Mumbai, Maharashtra, India Job Level : Leadership Designation : Managing Director & CEO at Tata Capital
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Insights For Selling To Rajiv

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rajiv is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Rajiv

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Rajiv move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Rajiv take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Rajiv

Personality Compatibility


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