Job Summary

The role involves designing & managing the Affluent RM sales coverage strategy and driving frontline enablers to realise Affluent business aspirations and build a client continuum through frontline coverage

Key Responsibilities

Strategy

Design the affluent sales coverage strategy including RM-client loading, scorecards, productivity
Design enablers to drive upskilling and retention of RMs
Monitor sales performance, productivity & participation to align with business goals
Design a client continuum for high-end affluent clients through sales coverage

Business

Design affluent sales coverage strategy – define RM-client loading guidelines and a process for continuous RM-client mapping and movement
Design, implement & monitor RM scorecards. Track efficacy of scorecards on portfolio behaviour, RM performance and participation
Define and track benchmark productivity thresholds. Drive campaigns and tactical incentive programmes
Design a client continuum for high-end affluent clients through sales coverage based on assets under management / product holdings




Drive the RM to client contact strategy
Design recent RM onboarding journey, covering training, certification and engagement
Design strategy for RM enablement & upskilling covering continuous learning & development pathways across industry trainings, internal product trainings, management development programmes
Ensure best-in-class NPS and employee engagement scores for RMs
Track and monitor voice of frontline surveys, actively seek feedback to improve RM engagement and adoption
Implement and drive adoption of RM facing tech platforms across CRMs and transaction execution. Assess gaps in implementation, benchmark with competition and lead tech-led client engagement through RMs

Processes

Implement robust processes for RM-client loading and movements, scorecards
Ensure regulatory compliance and streamline operational procedures

People & Talent

Work with cross-functional teams across products, sales, finan

📌 Head - Affluent Portfolio, Sales Coverage & RM Enablement (Mumbai)
🏢 Standard Chartered India
📍 Mumbai