To manage the affairs of the respective branch & increase the business by penetrating deeper in the branch geography, ensuring successful operations & formulating plans for better client servicing through that branch to generate Business revenue & brokerage. The product portfolio includes broking products & services and other investment products like mutual funds, life insurance, health insurance.
Aditya Birla Money Ltd. (ABML) is primarily a Broking Company, deals in Equity, Commodity & Currency. Workforce of ~800 spread across ~40 locations with customer base of in excess of 3 lacs. Commodity operations are managed through its 100% subsidiary Aditya Birla Commodities Broking limited.
ABML is one of the leading securities trading companies in the country. ABML operates in a fragmented equity broking business and has a daily turnover of close to 3,000 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 its day to day operations.
In addition to the regulator ABML is also subject to close monitoring and inspection through various agencies like NSE / BSE / NCDX / MCX / NSDL / CDSL etc. ABML also operates in a highly competitive market mainly in fragmented industry with ABML competition from major National Broking houses like ICICI Securities, HDFC Securities, Angel Broking, MOFSL etc. and a range of local Broking outfits.
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 Branch Manager is responsible for:
- Increasing the client base, revenue and market share in the branch.
- Increase the Pool & Base of UHNI, Large Self Trader clients and corporate customers, with the Team and Personal Network.
- Ensuring Dealer Productivity is as per the defined standards
- 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 major challenges for this profile include:
- Acquiring new Large trader clients (direct) amidst competitive offerings
- Ensuring effective management and retention of customers.
- Regulator Challenges as regulator is going strict on funding, margins
- Effective operational & cost management through Branch Administration
- Maintaining multi product focus and equally driving the Cross-Sell Products to the existing and new clients.
- Ensuring Risk Compliance - Ensuring risk free and compliant business and ensuring high levels of client satisfaction.
- Operational Challenges - Day to day coordination with RMS, Activation Team, Surveillance, day to day approvals W.R.T. to limits, commercials and various other departments for smooth functioning of branch.
- Staff Management - Recruitment of individual and teams and keeping the employees engaged thereby putting a control over attrition.
The critical skill sets required to meet these challenges are excellent implementation skills, strong business and analytical skills, strong product knowledge, superior communication skills, integration and controlling skills, people management skills, a strong local network and high target and customer service orientation.
KRA (Accountabilities) (Max 1325 Characters)
Supporting Actions (Max 1325 Characters)
KRA1
Achieve the revenue growth & profitability to upscale the branch
To drive the sales targets for the branch and build teams as per company’s annual target and over all objectives.
To focus on Revenue & Profitability with achievement of target and Yield management.
To maximize branch profits by achieving targeted fee income & effective cost management.
Acquiring new Large trader clients (direct) and increase the “Digital Client” Base.
To achieve the respective Branch gross revenue through offline and online platform
To plan and execute various local level initiatives to ensure business momentum and direction.
To engage in new and innovative business planning activities locally to increase client acquisition and Branch profitability.
To monitor individual and team performance and take steps to improve productivity and correct deviations if any.
KRA2
Manage Online Transition & Dealer Productivity to ensure client profitability
To transition existing & new clients to Mobile/Web/Exe platform so as to optimize dealer bandwidth.
To increase the dealer’s productivity by acquiring & servicing Large Traders and building a temp funding through HNI/ Large Traders.
KRA3
To ensure Cross Sell of ABC Products
To ensure multi product targets are attained at the branch.
To regularly attend trainings and learn about the alternate products offered and ensure all branch employees attend training & are aware of alternate products.
To increase business through cross-selling initiatives & innovative product mixes.
To use alternate products to activate inactive customers.
KRA4
To effectively manage day to day branch administration and operations for smooth functioning of the branch
To monitor and foster all daily operations of the branch
To handle a team of Dealers/Relationship managers and Customer Service executives and motivate them in target achievements.
To ensure security of the physical assets of the branch.
To oversee and ensure adherence to the Risk compliance and statutory compliance policies.
KRA5
To ensure customer management & engagement
To plan and execute local area programs and referrals programs
To disseminate research based advisory services to clients based on recommendations given by In-house Research team.
To focus on retention of customers, higher revenue generation and referral activities.
To continuously scan the local market penetration & competitive offerings & report on emerging trends for different product lines.
To ensure proper implementation and usage of Lead management system (LMS) & IMS at the branch in coordination with HO team.
To ensure client records are up to date in terms of financial details & contact ability and run data analytics on them on periodic basis
To ensure speedy resolution of client queries and grievances to maximize satisfaction levels.
KRA6
To ensure effective risk management & policy adherence
To ensure adequate compliance to KYC norms, processes & documentation for client profiling.
To ensure adherence of all regulatory compliances & critical policies set by HO.
KRA7
Team Building, Engagement & Development
To build a Sales Driven proactive team and enhance their capabilities by regularly imparting relevant knowledge and skills required for the Equity Advisors to achieve their goals efficiently.
Meeting the Competition Teams and doing Competition Talent Mapping.
Engaging the teams and keeping them engaged and motivated and ensuring that there is minimum attrition in the branches.
To ensure that requisite product & behavioral trainings are imparted.