Relationship Manager - Anand

Aditya Birla Capital; Gujarat; On-site; INR 500,000 - 700,000; Full time

Job summary

Aditya Birla Capital is seeking a dedicated professional in India, Gujarat, to manage relationships and drive sales target achievement. The role emphasizes ongoing sales from defined relationships and involves identifying new clients through market analysis and collaboration with distributors.

The successful candidate will ensure compliance with internal reporting and audit systems and will actively engage in training and administering product-related updates to distributors.

Responsibilities

• Manage relationships to drive sales targets.
• Analyze market information to identify new clients.
• Conduct regular meetings with distributors.
• Ensure compliance with reporting systems.

Job description

Job Purpose

This role is responsible for managing a set of relationships, acquisition of new relationships, and driving achievement of the sales target expected from the relationships.

Job Context & Major Challenges

Organisation Context

Established in 1994, Aditya Birla Sun Life Asset Management Company (ABSLAMC) is a joint venture between Aditya Birla Group and Sunlife Financial Inc., a leading international financial services company in Canada. ABSLAMC is a fund manager for Birla Sunlife Mutual Funds and currently ranks as the fourth largest fund management houses in India with a total average AUM base of over INR 2 Lakh 45 Thousand crores as on Nov 2017. As of November 2017, the average AUM market share of the organization was approx 10.73%. The company grew its investor client base by 44% to about 5.2 Mn from 3.6 Mn from the previous year, thereby bagging a second position in this category. Distribution network: ABSLAMC has a footprint in more than 200 locations across the country with approx 65,000 IFAs, 210 national distributors & 85 banking partners. ABSLAMC also has its offshore presence through its representative offices in Singapore, Dubai & Mauritius. The employee strength of ABSLAMC is approx. 1250 employees. ABSLAMC has a customer base of over 5.2 million customers as on November 2017 with total gross sales of approx 14 lac crores. ABSLAMC offers investors a range of comprehensive investment options, which includes diversified and sector specific equity schemes, hybrid funds and a wide range of debt and treasury products. Its offerings also include portfolio advisory services for high net worth individuals as well as offshore funds for non-resident Indians. There are 119 schemes managed by the organization as on Nov 2017. The company follows a long–term, fundamental research based approach to investment and thrives to provide a transparent and ethical services to its investors. One of the key challenges for ABSLAMC has been to maintain a balance between moving with dynamic and constantly changing regulatory norms of the country and maintaining growth and profitability in the extremely competitive market. Some of key strengths of the organization that have helped it to sustain and grow are:

• Focus on Technology – The organization has been in the forefront of implementing technological innovation to foster innovation and also to improve efficiency for its stakeholders.
• Product Innovation – ABSLAMC has been known to be a pioneer in terms of products and has a history of launching innovative, category defining products like Birla Cash plus, etc.
• Research based approach – ABSLAMC has one of the largest teams of research analysts dedicated to tracking down the best companies to invest in.
• Strong distributor delivery mechanism – The company has developed a 4-pronged sales/delivery mechanism to ensure maximum reach and penetration to end customers. This mechanism includes the company’s direct channels (branches/online), independent financial advisors (IFAs), national distributors (ND) and banks.

Key Result Areas

KRA 1: Retail Sales Execution

• Drives ongoing sales from the defined relationships and contributes to regional achievements.
• Obtains and analyzes information from market to identify new clients, makes direct pitches, liaises with channel partners to increase sales.
• Profiles distributors and caters to their requirements to ensure ongoing business from them.
• Ensures a targeted number of folios are added and achieves targeted amount of new SIPs.

KRA 2: Distributor Empanelment & Engagement

• Conducts regular meetings and contacts with distributors.
• Undertakes empanelment and activation of distributors.
• Disseminates updates and other product related information in a timely manner.
• Organizes and executes trainings and engagements for partners.

KRA 3: Reporting and Compliance

• Ensures 100% compliance with internal reporting & audit systems.
• Provides weekly reports to Regional Heads and Channel Heads.
• Updates sales portal with requisite information to facilitate information collation and analysis.
• Undertakes installation of advertising and publicity materials for brand visibility.