Cluster Manager - Franchisee

ABC - Aditya Birla Money Limited; Tamil Nadu; On-site; INR 800,000 - 1,200,000; Full time

Job summary

ABC - Aditya Birla Money Limited in Tamil Nadu is seeking a Cluster Manager to lead franchisee acquisition and partner growth, with a focus on expanding the franchise network and achieving revenue targets across multiple locations.

You will coordinate onboarding, build strong relationships with franchisees, and drive cross-sell of ABC products while ensuring compliance in a highly regulated trading environment.

Responsibilities

• Franchisee acquisition and management across the designated region.
• Drive revenue growth and partner engagement to meet targets.
• Onboard and register new franchisees, ensuring compliance and smooth activation.
• Cross-sell ABC products to franchisees and build a strong partner ecosystem.
• Maintain strong relationships with franchisees to expand reach and volumes.

Job description

Job Purpose

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.

Job Context & Major Challenges

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.

Job Purpose

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.

Job Context & Major Challenges

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. franchisees as well and managing relationships with them in order to grow the reach and volumes.

The Franchisee Relationship Manager is responsible for expanding the franchisee business volumes and revenues by supporting the increase in new client acquisitions, motivating product cross sell and enhancing franchisee client satisfaction in the catchment area.

The major challenges for this profile include managing demands from various franchisees, motivating them to acquire new customers amidst competitive offerings, ensuring engagement and retention of franchisee customers and getting franchisees to work with multi product focus

The critical skill sets required to meet these challenges are strong coordination skills, strong business and analytical skills, strong product knowledge, superior communication skills, people management skills, a strong local network and high target and customer service orientation.

Job Challenges

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1 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.

KRA2 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.

KRA3 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

KRA4 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.

KRA5 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.

KRA6 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.