To build & grow Franchisee base and business by providing strategic direction to the Business in the designated region, in line with the set processes of business size, volumes, revenue commitment, sharing ratio and other parameters.
2) 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 (Max 254 Characters)
800
Unit Workforce Number (Max 254 Characters)
Function Workforce Number (Max 254 Characters)
Department Workforce Number (Max 254 Characters)
45
Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter
Other Quantitative and Important Parameters for the job:
Cluster Manager
No of active Business Partners
30
New Franchisee Acquisitions
8
Productivity (X)
10
Online Revenue %
60%
No of Cross Sell
300
3) 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 ((Max 3975 Characters)
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 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 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
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Annexure I : ABG Job Description Template
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HayGroup
Job Description Template 2017
3) 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 ((Max 3975 Characters)
National Broking houses like ICICI Securities, HDFC Securities, Angel Broking, MOFSL etc. and a range of local Broking outfits.
Franchisee Acquisition and Management is a sub division under Retail Sales of ABM and caters to the Acquisition of suitable Franchisees, on boarding and managing relationships with them in order to grow the reach and volumes in the specific cluster and Regions.
The Cluster Manager is responsible for:
Is primarily responsible for Franchisee acquisition, Business growth of partners and net revenue achievement as per the targets.
Ensures structured prospecting and engagement with potential entrepreneurs and existing franchisees of competition.
Completing the documentation for registration & on boarding.
It also involves managing strong relationships with Franchisee for revenue generation and client traction of both Existing and new franchisee.
Drives cross sell of ABC products across the business partners mapped to him.
The main challenges faced by this profile:
Internal
Risk Management of Franchisee clients as per company policy.
Adhering to Compliance and Surveillance & other statutory requirements as per the company policy and guidelines.
External
Acquiring large franchisee from competition with challenge in technology, commercials offered & other offers by Competitors.
Business transfer from the converted franchisee partners.
Volatile market conditions affect the acquisition and revenue generation.
Retention of the franchisee partners (Existing potential BP is poached for higher commercial and other R&R by competitors).
Ensuring a high activation ratio of franchisees & Helping Franchisee in acquisition of clients.
4) 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)- Maximum 10 KRAs can be updated Key Result Areas (Max 1325 Characters) Supporting Actions (Max 1325 Characters)
Revenue Generation
Net Revenue achievement as per targets from existing Franchisee Partners.
Active franchisee engagement with franchisee for their growth and generate the revenue as
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Annexure I : ABG Job Description Template
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HayGroup
Job Description Template 2017
per planned numbers.
Ensure research support and sales support to the existing partners for increase in revenue.
New Franchisee Acquisitions
To analyze the high potential business areas, build strong networking with local entrepreneurs and competition Franchisees, assess offerings by various Brokers in the region & Mapping the high potential business areas.
Lead generation activity and closures accordingly.
Taking proper approval for documentation and ensuring timely registrations.
Post registration ensuring timely induction with the help of the Onboarding team.
Focus on the business transfer from the franchisee, timely account opening, activation and revenue generation.
Servicing of Existing Partners for growth and expansion
Supporting existing partners on ground marketing for Customer Acquisition and helping Franchisee in Growth and Expansion.
To extensively engage with Franchisees by developing their capabilities for revenue generation.
To strategize with the BP for achieving strong business traction from different segments (derivative, commodity, currency).
Maintaining net retention as per planned numbers and targets.
Motivating BP for building high temp funding book.
Transitioning existing & new clients to Mobile/Web/Exe platform so as to help partner reduce cost and increase revenue by acquiring new clients
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To train and educate the business partner to trade through online platforms like Mobile/Web/Exe.
?
Arrange various training for online trading portal for franchisee/clients.
Motivating business partners for online trading as it reduces compliance requirements and unauthorized trade complaints.
Adherence to Compliance / Statutory requirements
Ensure strict adherence to compliance by the Franchisees as per organizations policies/ Regulatory bodies in all interactions.
Connect with franchisee on regular basis to
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Annexure I : ABG Job Description Template
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HayGroup
Job Description Template 2017
ensure client pre and post order confirmation
are in place to avoid the un-authorized trade.
Assist and guide franchisee to maintain compliance as per norms.
Cross Sell of ABC Products
Arrange time to time training for third party products to business partner with the help of ABC team.
Motivating BP for cross sell ABC products to enhance their earning and provide money needs of the customers & retain them.
Communicate to BP about TPP contest with benefits and motivate them to qualify in the contest.
5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)
NA
6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives Relationship Type (Max 80 Characters) Frequency Nature (Max 1325 Characters) Internal
RMS
Surveillance
Compliance & legal
Franchisee & Customer Care
Onboarding Team
Technology
HR
Regular/ Daily
Need Based
Need Based
Need Based
Need Based
Need based
As per requirement
As per requirement of franchisee client for limits and exposure.
Day to day surveillance activity on various parameters.
Legal & Statutory requirements.
Various requirements related to Franchisee and their customers
Onboarding of franchisee
Technology Requirements
Requirements related to HR
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Annexure I : ABG Job Description Template
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HayGroup
Job Description Template 2017
6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives External
Existing and prospective franchisee
Peers in the industry
Daily/Weekly
Weekly fortnightly
Relationship management,
Market intelligence & trends
7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.
SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.
Job Holder
Reports to – Manager
