Business Development Manager

Aditya Birla Group

India

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Job Description

Job Purpose

Responsible for driving Alternate Asset sales in the zone by supporting the sales team for distributor trainings and daily joint calls with Retail Sales team. This includes both PMS and AIF.

Job Context & Major Challenges

Job Context / Job Challenges:

Distribution Network: BSLAMC has a footprint in 150 locations across the country with approx 45,000 IFAs, 190 National Distributors & 85 banking partnership. BSLAMC also has its offshore presence through its rep offices in Singapore, Dubai & Mauritius. The employees strength of BSLAMC is approx. 1000 employees (Onrolls and Associates as on Dec 2015). BSLAMC has a customer base of approx. over 2.5 million customers as on Dec 2015 with total gross sales of approx. 8.8 lac Crores

BSLAMC 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. 176 schemes managed by the organisation as on Dec 2015. 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 BSLAMC 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:
a)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
b)Product Innovation-BSLAMC 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.
c)Research based approach-BSLAMC has one of the largest team of research analyst dedicated to tracking down the best companies to invest in
d)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 Companys direct Channels (branches/online), Independent Financial Advisors (IFAs), National Distributors (ND) and Banks.
e)Regulator Interface-BSLAMC 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
f)People Management-BSLAMC 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.

Job Context
a) In present market conditions Portfolio Management Services can add value to investors as portfolios are concentrated in nature and benchmark agnostic. Being high margin PMS can contribute to the bottom line.
b) The various channels of distribution are Banks, National Distributors and IFAs. 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 PMS sales target for the region.	To empanel targeted channel partners and work with them towards achievement of the numbers. Ensure timely communication of information to the sales team as well various channels of distribution.
KRA2	Maximize Joint Retails Sales 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.
KRA4	Coordination with HO/Branches	Ensure timely submission of various types of reporting requirements and MIS. Give regular feedback to HO regarding requirements of sales team, distributors and investors.