AM-Retail-Kolkata

Job description

**Basic Details: Fill the required information about business, unit, location, position, reports to position and date of up-dation of JD** **Business** Financial services **Unit** Aditya Birla Money Ltd **Location** Delhi **Poornata Position Number of the job** **Reports to: Poornata Position Number** **Poornata Position Title of the job** **Reports to: Poornata Position Title** **Function** Sales **Reports to: Function** Sales **Department** Retail Branch **Reports to: Department** Retail Branch **Designation of the Employee** Area Manager – Branch Broking **Designation of the Manager** Zone Head - Branch Broking **Date of writing/updation of JD** - Job Purpose: Write the purpose for which the job exists (in 2-3 lines) Drive business and achieve targets through allocated region/area. Implement strategies for achievement of Business objectives of expansion of book size, Profitability, Portfolio management, improving functional capabilities and team building. The product portfolio includes broking, mutual funds, PMS and other structured products and third party products like Loans, health insurance, Life insurance & bonds. - Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job. Business Workforce Number **800** Unit Workforce Number **800** Function Workforce Number **648** Department Workforce Number **648** **Other Quantitative And Important Parameters For The Job** **Area Manager** **Dimension** **Branches** 6 **Manpower** **BM** 6 **Dealer** 48 **Daily Average Revenue (Lakhs)** 3.25 **Revenue (Crs)** 8 **Costs (Crs)** 6 **Annual Profit (Crs)** 2 **Customers - Cross Sell** 500 **Online Revenue %** 60% **Dealer Productivity** 6,700 - Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section Aditya Birla Money Ltd.: ABM is primarily a Broking Company, deals in Equity, Commodity & Currency markets. Workforce of ~800 spread across >100 locations with customer base of in excess of 3 lacs ABM is one of the leading securities trading companies in the country. ABM operates in a fragmented equity broking business and has a daily turnover of close to 2,000 crores with a market share of 1%. ABM works in a highly regulated environment with a host of regulators like SEBI, RBI, AMFI, FMC, IRDA etc. regulating it’s day to day operations. In addition to the regulator ABM is also subject to close monitoring and inspection through various agencies like NSE / BSE / NCDX / MCX/ NSDL / CDSL etc. ABM also operates in a highly competitive market mainly in fragmented industry with ABML competition from major National Broking houses like Kotak securities, Zerodha, Edelweiss, MOFSL etc. and a range of local Broking outfits. **The Area Manager, For The Area Is Responsible For** - Driving the retail business in his region/area to maximize profit, growth & customer service objectives. - Achieving Client Acquisition targets, Increate the Pool & Base of UHNI, Large Self Trader clients and Corporate customers, with the help of Team and Personal Network. - Leading the Branch Managers, Assistant Branch Managers and the entire Branch team to create a team that delivers high performance. Ensuring Dealer Productivity is as per the defined standards and Ensuring Sales Culture within the teams. - Manage relationships across the set of HNI clients and Corporate investors - Cross Sell ABC’s Products & Investment Products to attain clients needs and desired Profitability from Cross Sell segment. **The Main Challenges Faced Include** - Changes in regulation as the regulator is going strict on funding, margins etc. - Mitigating the challenges posed by the online discount brokers, and small brokers posing major threat to full service brokers. Yields are dropping making it very difficult to maintain profitability. - Recruitment of new and strong acquisition cum dealing teams individual and teams and keeping the employees engaged thereby putting a control over attrition. - Market volatility also poses a threat to the smooth business. - Ensuring risk free and compliant business and ensuring high levels of client satisfaction. - Motivating teams to deliver high quality performance. - Controlling all the operations of the assigned region & effective cost management. The critical skill sets required are excellent business, analytical, communication & presentation skills, a strong industry network, an ability to interpret market trends, a strategic vision to resource new business, customer service orientation and team building. The education & experience required to fulfil this profile are a Post - Graduate or an MBA with minimum 8-10 yrs. of experience in managing teams and branch, selling financial services products. - Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas) **Key Result Areas** Supporting Actions **New client acquisition & business development for his designated region/branches.** - To envisage regional business growth, devise direct sales strategies & optimally allocate branch & product targets. - To build segment-wise client acquisition strategies and acquire Large “New Trader Clients” and “Digital Client” Base. - To ensure that along with Region’s Profit every Branch Unit is achieving targeted Profits. - To develop a high quality client base through relationship building & CRM measures like customer meets & information sharing. - To increase business by cross-selling group financial products. **Achieve profitability & revenue target