Cluster Head - ROTN

Job Purpose

This role is responsible for co- planning, cascading and implementing sales operating plans to achieve targeted market share for the region through acquisition and engagement of channel partners. The role is also responsible for overseeing operations and enabling client servicing in the region with the objective of maximizing sales.

Job Context & Major Challenges

Job Context/Job Challenges

Key Challenges for the role are as follows:

Increasing and maintaining the gross sales growth in a highly competitive environment and meeting the top line accountability

Focussing on high margin products due to distributors low recall of BSLAMC

Talent acquisition, motivation and retention in a highly competitive market

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)

KRA1 Increase and sustain sales growth and AUM for the region Works with Zonal Head to finalize the business plan for the financial year based on overall organizational agenda

Works in partnership with the Channel Heads and Branch Heads to allocate sales targets to the markets within the region

Strategizes and creates a roadmap to achieve the sales targets through increase in gross sales, net sales, AAUM and SIP market share

Drives focus on high margin products while ensuring ongoing business through liquid funds

Collects market intelligence from competitors, clients and distributors to design sales strategies

KRA2 Business growth, distributor engagement and management Drives engagement for all channel partners in the region

Drives analysis to assess opportunity to engage new distributors for increasing market share

Decides appropriate pricing of specific deals based on distributor analysis

Proactively seeks opportunity to connect with top distributors regularly to ensure higher recall

Drives addition of new SIPs to increase overall market share in the region

Oversees capability building of both internal and external resources by means of regular updates and education through NIPUN initiatives

Oversees activation of new IFAs to ensure business through each empanelled IFA

Works closely with the marketing team to ensure increase in brand visibility and recall amongst distributors

Proactively collaborates with sales enablement team to facilitate set up of Market Representatives (MRs) in emerging markets

Drives sales for emerging markets by closely monitoring business establishment and growth through MRs

KRA3 Oversee business in non-metro regions with HNIs, Institutional clients and SMEs Works closely with Relationship Managers in non-metro markets to develop and retain business from HNIs, Institutional clients and SMEs

Actively participates in client relationships to augment sales

Oversees service standards and ensures continued contact with the clients through providing guidance and updates to ensure business retention

KRA4 Compliance and process improvement Ensures 100% adherence to statutory regulations and compliance requirements in the region.

Enables seamless communication and coordination with CS and Ops teams at branches and HO level to ensure high service standards

Drives information updates on sales portal to ensure historical data is captured and to enable process enhancements

Ensures effective contact management with the channel partners to enable continuous sharing of product knowledge

KRA5 Team & Stakeholder Management Guides and develops team members to facilitate better client engagement, customer acquisition, and more efficient business operations, helping them achieve superior performance standards

Organizes relevant engagement and training programs to develop teams and ensure motivation and retention of key talent

Proactively builds and maintains relationships with key internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives