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Aditya Birla Capital Limited
Aditya Birla Capital Limited (“ABCL”) is a listed systemically important non-deposit taking Non-Banking Financial Company (NBFC) and the holding company of the financial services businesses. ABCL and its subsidiaries/JVs provides a comprehensive suite of financial solutions across Loans, Investments, Insurance, and Payments to serve the diverse needs of customers across their lifecycles. Powered by over 63,750 employees, the businesses of ABCL have a nationwide reach with over 1,712 branches and more than 200,000 agents/channel partners along with several bank partners.
Nationwide Branches
1,712
No. of Employees
63,750+
Agents/Channel Partners
2,00,000+
Aggregate Assets
INR 5.50 Lakh Cr
Active Customer Base
39 Million
Consolidated Lending Book
INR 1.78 Lakh CrCorporate Governance Policies
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Job Description
Zonal Head - Agency - Delhi Metro
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Job Description
Job Purpose
The purpose of the job is to lead the sales force in the assigned metro (s)by aligning various functional teams within the metro to meet business objectives keeping in focus various parameters like revenue, distribution creation, persistency, cost efficiencies.
Job Context & Major Challenges
Key Challenges for the role –
• As the business is quite manpower intensive, hiring & retaining the right resources given the limited availability of quality talent and stiff competition is a stiff challenge. Attrition isturning out to be the biggest errorder of value in the system. Hence retaining the front-line sales force & ensuring the desired productivity at the same time is a big challenge in itself.
• The Branch Manager/Branch Head position is key to the success of the branch. Hence recruiting the right resource and coaching them to achieve the branch level objectives holds the key to success.
• Driving a balanced business growth to achieve the sales goals in alignment with mandated/desired market conduct and quality of business.
• Keeping the tempo & motivation high with a balanced focus on all critical business parameters throughout the year on a work force of this size is a challenge in itself
• Recurrent changes in regulatory environment and consequently changed product portfolios requiring strategic & tactical changes in selling techniques/pitch
• Managing the expense gap in days of rising cost for the Zone on a continuous basis and make it profitable.
• Short gestation time to develop people because of fast business demand.
• Ensuring a fine balance between the multiple demands placed on the sales force by multiple channels
Key Result Areas
| KRA (Accountabilities) (Max 1325 Characters) | Supporting Actions (Max 1325 Characters) | |
|---|---|---|
| KRA1 | Planning & developing monthly, quarterly & annual business plans & accordingly fixing the business strategy for the Zone | 1. Conceiving, designing, driving & finalizing the annual business plan w.r.t all areas like Manpower, Training, Licensing, Channel Marketing, Business etc to arrive at the finalized Business Plan for the Zone 2. Developing of the quarterly & monthly plans & identification of short & long-term focus areas & action points to achieve the business objectives as per the Plan decided. 3. Assigning targets in line with the Business plan to the team & finalize the execution strategy. |
| KRA10 | Ensure high levels of motivation and productivity in the team by effective implementation of sales promotion & R & R programs and implementation of sales tools and processes | 1. Implementing Sales progression across the levels wherein people are more assured of career enhancement on delivery of the expectations 2. Drive periodic zonal and organizational R&R initiatives and motivate team towards peak achievements 3. Effectively communicate the promotional program to the entire sales team. 4. Ensure branches plan the incremental revenues through these programs. 5. Ensure the delivery of results during the program period |
| KRA2 | People Development | 1. Ensure that internal growth of the employees is taken care through periodic assessments and feedbacks. 2. Manage the Training & development requirements of the team members to ensure that the Zonal Talent Pipeline is well taken care off. 3. Focus on retention of employees at the FLS and FLM level |
| KRA3 | 4. Conduct period review of the plans to identify gaps and incorporate changes due to prevalent market conditions/business performance 5. Devise and execute branch-level plans based on market analysis to ensure achievement of targets 6. Ensure effective communication and awareness of targets by each team member 7. Ensure branches allocated are manned adequately | |
| KRA4 | Identify business opportunities through market intelligence & penetrate in underdeveloped market to enhance distribution reach and profitability for the assigned zone. | 1. Gain market intelligence and competition information. 2. Put in place strategies to tap potential market across the zone 3. Ensure recruitment of advisors in the areas having unexploited potential 4. Enhance brand awareness in underdeveloped areas for future business through below the line marketing activities |
| KRA5 | Drive & deliver sales and profitability targets of the Zone to capture market share and ensure deeper brand penetration. | 1. Build & ensure people capacity & productivity across the zone to meet the sales and profitability targets 2. Focus on creating more HNI advisor licensing to increase market penetration 3. Create effective engagement interventions at the zonal level to ensure that the advisors are activized on a continual basis. |
| KRA6 | 4. Conduct periodic reviews to monitor the key business levers on top line & bottom line and take corrective action where necessary 5. Drive the Sales Progression/Incentive Schemes/Sales Kicker/Booster programme to achieve the desired business numbers. 6. Ensure that the minimum productivity benchmarks are met at all stages of career progression – FLS, BM/BH, ARM /RM. | |
| KRA7 | Ensure high Quality of Business Health & control leakages | 1. Put in place processes & systems at the local level to ensure checks and balances to enhance the quality of business logged in. 2. Monitor & take necessary corrective action to ensure high levels of persistency across the Zone. 3. Conduct periodic reviews and audits on leakage parameters like Cheque dishonour, Free look etc. 4. Take corrective actions as and when any malpractice/market conduct issues are found and ensure that such processes lapses are do not recur in the Zone. |
| KRA8 | Effective monitoring & implementation of the of Sales Management Process | 1. Create an effective engagement & activity framework in the Zone & monitor the same closely to ensure that the input parameters are as per the desired benchmarks. 2. Put in place a robust & attractive Zonal R & R mechanism to increase business volumes & achieve volume spikes as & when desired 3. Ensure uniform understanding & communication of Sales Progression across the Zone |
| KRA9 | Ensure that the Zonal support teams are aligned to the Sales deliverables to facilitate smooth functioning and productivity of the Zone | 1. Periodic meetings/discussions with Training / Underwriting/client services/HR/Compliance /Planning & Finance teams to align their functional objectives to the broad Zonal Strategy. 2. Partner & synergize with other departments to ensure driving of common goal in the zone . |
15 - 20 years
Graduate,Post Graduate
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