Senior Relationship Manager - NDs

Aditya Birla Sun Life Asset Management Ltd (AMC); Maharashtra; On-site; INR 750,000 - 1,100,000; Full time

Job summary

Aditya Birla Sun Life Asset Management Company in India seeks a sales professional to manage relationships, acquire new ones, and drive achievement of sales targets from the relationships.

The role focuses on expanding the distributor network, empanelment of distributors, and ensuring timely reporting and compliance. You will coordinate with regional heads and channel partners to maximize reach and revenue growth across Maharashtra.

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). Out of the 42 fund houses in the country, ABSLAMC ranked 1st in Fixed Income AUM and 5th in Equity AUM category respectively. As of November 2017, the Average AUM market Share of the organisation 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 partnership. ABSLAMC also has its offshore presence through its rep offices in Singapore, Dubai & Mauritius. The employees’ strength of ABSLAMC is approx. 1250 employees (On rolls and Associates as on November 2017). ABSLAMC has a customer base of approx. over 5.2 million customers as on November 2017 with total gross sales of approx. 14 lac croresABSLAMC 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 approx. 119 schemes managed by the organisation 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. And 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 in implementing technological innovation to foster innovation and also to improve efficiency for its stakeholders, whether it is employees, clients or distributors
• 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 team of research analyst 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 the end customers. This mechanism includes Company’s direct Channels (branches/online), Independent Financial Advisors (IFAs), National Distributors (ND) and Banks

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1 Retail Sales Execution o Drives ongoing sales from the defined relationships and contribute towards regions 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 targeted number of folios are added and achieves targeted amount of new SIPs

KRA2 Distributor Empanelment & Engagement Distributor Empanelment & Engagement

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

KRA3 Reporting and compliance 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

KRA4