Business Development Manager

Job Description

Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD

Business: Aditya Birla Capital Limited

Unit: Aditya Birla Money Limited

Location: Pan India

Poornata Position Number of the job:

Reports to: Poornata Position Number:

Poornata Position Title of the job (30 characters max):

Reports to: Poornata Position Title:

Function: Sales

Reports to: Function: Sales

Department: Franchisee

Reports to: Department: Franchisee

Designation of the Employee: Cluster Manager - Franchisee

Designation of the Manager: Region Head - Franchisee

Date of writing/updation of JD:

Job Summary

Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters) 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.

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

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 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.

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 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

• 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 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.

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

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: Regular/ Daily - As per requirement of franchisee client for limits and exposure.
• Surveillance: Need Based - Day to day surveillance activity on various parameters.
• Compliance & legal: Need Based - Legal & Statutory requirements.
• Franchisee & Customer Care: Need Based - Various requirements related to Franchisee and their customers
• Onboarding Team: Need Based - Onboarding of franchisee
• Technology: Need based - Technology Requirements
• HR: As per requirement - Requirements related to HR

External

• Existing and prospective franchisee: Daily/Weekly - Relationship management,
• Peers in the industry: Weekly fortnightly - Market intelligence & trends

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:

Name:

Signature (needed for the hard copy):