Job Description

Job Purpose

Responsible for driving Alternate Assets sales in the region by supporting the sales team for distributor trainings and daily joint calls with HNI's. To ensure targets for the region are met.
In a dual role building AUM in the DIRECT Family Office and Ultra HNI segments. Other than MF a larger focus on alternatives like passives, AIF and PMS.

Job Context & Major Challenges

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 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.
Regulator Interface - ABSLAMC plays a key role in the Association of Mutual Funds in India (AMFI) with quite a few members of the top management being a part of the AMFI Board. It has hence ensured that it can discuss any new Industry development from a regulatory perspective at the initial stages with the Regulator as well as the Industry Association
People Management - ABSLAMC believes in continuously measuring the perception of its people using a 4-S approach, namely Satisfaction, Say, Stay and Strive, which has enabled it to garner a workforce committed and aligned to the overall business success.

Key Challenges for the role are as follows:
In present market conditions Alternate sales can add value to investors as portfolios are concentrated in nature and benchmark agnostic. Being high margin PMS and AIF can contribute to the bottom line.
The various channels of distribution are Banks, National Distributors and IFA's. The DIRECT option also must be explored with large family office type of investors.

Key Result Areas

	KRA (Accountabilities) (Max 1325 Characters)	Supporting Actions (Max 1325 Characters)
KRA1	To achieve the allocated Alternate sales target for the assigned territory.	To empanel targeted channel partners and work with them towards achievement of the numbers Support the sales team in terms of training, distributor trainings and joint calls with HNI's. Ensure timely communication of information to the sales team as well various channels of distribution. Follow up and close the back end resolution of complaints and queries
KRA2	Maximize Joint HNI Calls.	Key to success in raising PMS/ Alternate assets is meeting the HNIs expectation of interaction with the PMS provider other than distributors. Maximize such type of calls.
KRA3	Meet service standards and requirements across channels and investors.	A Wow Experience of sales team, distributors and investors must be accomplished. All documentation processes must be efficiently met with the support of the local operations and customer service teams. This will be done by working with the operations team to ensure accurate and timely communication of MIS, performance and market updates internally/externally as applicable. Also, by ensuring that timely and exhaustive client reviews are carried out periodically as defined by the business.
KRA4	Coordination with Zonal Office	Ensure timely submission of various types of reporting requirements and MIS to Zonal BDM Give regular feedback to Zonal BDM regarding requirements of local sales team, distributors and investors. Work in close coordination with Sales and other support teams to ensure that the focus on Alternate Sales is maintained at all times Engage with the internal operations team and ensure smooth empanelment of new clients considering the complexity of the process for PMS and AIF
KRA5	Wealth Management Execution	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, Identifies and secures accounts from HNI & Ultra HNI client Ensures targeted number of folios are added and achieves targeted amount of new SIPs
KRA6	Reporting and compliance	Ensures 100% compliance with internal reporting & audit systems Provides weekly reports, to Head of Strategic Sales Group Updates sales portal with requisite information to facilitate information collation and analysis Undertakes installation of advertising and publicity materials for brand visibility

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