Branch Manager- Cochi

Job Description

Position purpose

To oversee the affairs of the respective branch & increase the business by penetrating deeper in the branch geography, making sure 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.

Position context & Key challenges

Aditya Birla Money Ltd. (ABML) is primarily a Broking Company, deals in Equity, Commodity & Currency. Workforce of ~800 spread across ~40 locations with client 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 tasked with:

• Increasing the client base, revenue and market share in the branch.

• Increase the Pool & Base of UHNI, Large Self Trader clients and corporate clients, with the Group and Personal Network.

• Making sure Dealer Productivity is as per the defined standards

• Oversee 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 key challenges for this profile include:

• Acquiring new Large trader clients (direct) amidst competitive offerings

• Making sure effective management and retention of clients.

• Regulator Challenges as regulator is going strict on funding, margins

• Effective operational & cost management through Branch Administration

• Upholding multi product focus and equally driving the Cross-Sell Products to the existing and new clients.

• Making sure Risk Compliance - Making sure risk free and compliant business and making sure high levels of client satisfaction.

• Operational Challenges - Day to day coordination with RMS, Activation Group, 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 outstanding implementation capabilities, strong business and analytical capabilities, strong product knowledge, superior communication capabilities, integration and controlling capabilities, people management capabilities, a strong local network and high target and client service orientation.

Core result areas

KRA (Accountabilities) (Max 1325 Characters)

Assisting Actions (Max 1325 Characters)

KRA1

Reach 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 reaching targeted fee income & effective cost management.

• Acquiring new Large trader clients (direct) and increase the “Digital Client” Base.

• To reach the respective Branch gross revenue through offline and online platform

• To plan and execute various local level initiatives to make sure 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 group performance and take steps to improve productivity and correct deviations if any.

KRA2

Oversee Online Transition & Dealer Productivity to make sure 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 make sure Cross Sell of ABC Products

• To make sure multi product targets are attained at the branch.

• To regularly attend trainings and learn about the alternate products offered and make sure 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 clients.

KRA4

To effectively oversee 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 group of Dealers/Relationship managers and Client Service executives and motivate them in target achievements.

• To make sure security of the physical assets of the branch.

• To oversee and make sure adherence to the Risk compliance and statutory compliance policies.

KRA5

To make sure client 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 group.

• To focus on retention of clients, higher revenue generation and referral activities.

• To continuously scan the local market penetration & competitive offerings & report on emerging trends for different product lines.

• To make sure proper implementation and usage of Lead management system (LMS) & IMS at the branch in coordination with HO group.

• To make sure client records are up to date in terms of financial details & contact ability and run data analytics on them on periodic basis

• To make sure speedy resolution of client queries and grievances to maximize satisfaction levels.

KRA6

To make sure effective risk management & policy adherence

• To make sure adequate compliance to KYC norms, processes & documentation for client profiling.

• To make sure adherence of all regulatory compliances & critical policies set by HO.

KRA7

Group Building, Engagement & Development

• To build a Sales Driven proactive group and enhance their capabilities by regularly imparting relevant knowledge and capabilities required for the Equity Advisors to reach their goals efficiently.

• Meeting the Competition Teams and doing Competition Talent Mapping.

• Engaging the teams and keeping them engaged and motivated and making sure that there is minimum attrition in the branches.

• To make sure that requisite product & behavioral trainings are imparted.

This opening is for the Branch Manager- Cochi position in Pallimukku - Cochin.