Business Development Manager

Job Summary

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

• Business Workforce Number (Max 254 Characters): 800
• Department Workforce Number (Max 254 Characters): 45
• No of active Business Partners: 30
• New Franchisee Acquisitions: 8
• Productivity (X): 10
• Online Revenue %: 60%
• No of Cross Sell: 300
• Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter

Job Context - Major Challenges

Aditya Birla Money Ltd. (ABML) is primarily a Broking Company, deals in Equity, Currency etc. 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%. ABML 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.

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 RR by competitors).
• Ensuring a high activation ratio of franchisees Helping Franchisee in acquisition of clients.

Key Result Areas

• 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
  • Lead generation activity and closures accordingly.

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