Job Purpose

Responsible for planning, organising & leading a team to ensure expansion of Institutional business by building strong distribution network for institutional products and driving sales in the specified region with an underlying intention of significant increase in market share and visibility.

Job Context & Major Challenges

Job Context: The Institution Business in Mumbai contributes 60% of the total industry AUM/Company¿s AUM. The job involves working in a largest & complex market where high market share determines the success of the organisation.

Identify wider Potential Market and to do Business/Market expansion by adequate planning and strategy. Visibility and goodwill among corporate clients and distributors .Also to provide important market inputs to the team and to ensure good synergy between sales and other support functions. Lead and be part of the team .Access requirements of the team.

Achieving the business plans by Managing & Developing relationships with Customers/ Distributors, Implementing sales action plans and providing direction and motivation to the team. Ensure smooth flow of process and bonding within the team.

Job Challenges:Increase the AUM with existing clients and strengthen the relationship with them in the given cut throat market situation. Simultaneously develop new Accounts.

Timely implementation of new ideas specific to products and services

Key Result Areas

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

KRA1 Maintain and increase the market share with institutional clients and distributors. 1.Allocate Relationship managers to clients/distributors.

Develop and maintain key corporate clients , distribution houses.
New products to clients
High volume of business
Direct Clients

KRA2 Ensuring prompt and high level of client relationship and service to gain long term business association. 1.Maintain excellent relationship with existing clients and expansion of key clients.

Focus on high average assets.

Develop and maintain key distributors

KRA3 To engage widely into Market expansion to de risk the entire business opportunities. 1.Manage dedicated team of Relationship managers to target new accounts and segments.

KRA4 Adherance of Compliance rules and procedures and Corporate Values 1.Provide strategic support for service excellence and ensure compliance on all regulatory and internal requirements.

KRA5 Ensure resources are trained with adequate product knowledge to pitch for higher sales. 1.Plan and execute all soft business skill training for resources in the given teritory.

Mentoring the team and grooming people for bigger challenges and future leadership

Aditya Birla Capital

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