Job Purpose To direct & administer the wealth management business in the designated zone & devise strategies to achieve its customer, profit, growth & customer service objectives. The product service portfolio includes portfolio & wealth management advisory services for stocks, mutual funds, broking services, real estate advisory and other relevant financial services products.

Job Context & Major Challenges

Job Context: Aditya Birla Money Mart Ltd. (ABMML) is primarily a distribution house of third party investment products through investment advisory and Wealth Management Services to it’s High net worth, Institution & Retail clients. ABMM has also started its new vertical of Tele Sales in FY 12 for Insurance selling.

ABM is the second largest Investment Advisory in the country with over 25,000 crores of AUA as of November 2012. Its one of the leading securities trading companies and amongst the largest non-bank promoted Wealth advisor in the country.

ABM has a daily turnover of over 1,000 crores and has been rapidly improving its market shares in the various segments it operates in. In the otherwise fragmented equity broking business, ABM has doubled it market share to over 1.6% of retail cash equity volumes in the last 18 months. The commodity market shares have also doubled during this period.

ABM remains one of the largest distributor for BSLI and BSLAMC and the largest distributor for other manufacturing organisations within ABFSG.

ABM brings value to other line of business within ABFSG and adds Rs ~ 25-30 Crores to the bottom line of BSLI / BSLAMC / ABFL / ABPE etc…

ABM works in a highly regulated environment with a host of regulators like SEBI, RBI, AMFI, FMC, IRDA etc. regulating it’s day to day operations.In addition to the regulator ABM is also subject to close monitoring and inspection through various agencies like NSE / BSE / NCDX / MCX/ NSDL / CDSL etc..

ABM also operates in a highly competitive market mainly in fragmented industry with ABML competition from major National Broking houses like ICICI Securities, HDFC Securities, Angel Broking, MOFSL etc. and a range of local Broking outfits.

ABMML competition is from Major Distribution Houses like NJ India Invest, Bajaj Capital Prudent, IIFL and a range of Banks (both Indian and MNC).



ABMMU is a unique award winning innovative digital business in the financial services space that offers the functionality of automated aggregation of all financial services relationships of a customer in a single location and enabling advice and transaction handling on the aggregated data. ABMU is a category killer new business line that has been launched to service the ‘digitally savvy but financially uninformed’ client segment to thereby ensuring that the financial services products penetration in India improves significantly.

The mission of MU is ‘To make India financially confident’. ABMMU recently crossed a customer base of over 100,000 within a very short time of launch and has over Rs. 3,300 crores money aggregated on the site till date.

The Wealth management division is engaged in providing strong research backed financial services advisory to the HNI clients and managing their ongoing financial advisory and Portfolio Management needs. The product portfolio includes Mutual funds, Life insurance, Bonds, Structured products, Real estate advisory, Company fixed deposits & Equity and commoditybroking services The Zonal head is responsible for directing the affairs of the wealth management business in his zone to achieve profit, growth & customer service objectives.

Job Challenges: The main challenges faced by this profile include increasing the market share amidst stiff competition, motivating the channel to promote high revenue yielding and research backed products, ensuring high levels of client satisfaction, controlling all the operational requirements of the zone & effective cost management. The critical skill sets that this profile requires are excellent analytical, communication & presentation skills, a strong industry network and an ability to resource new business with a strategic vision to interpret market trends & high target & customer service orientation

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)





KRA1 To plan and drive new client acquisition & growth ? To build marketing and business expansion strategies for the region and deploy resources & timelines to achieve them

- To identify business potential in new cities through market sources & penetrate them by setting branches in strategic locations & sales activities.
- To create strong institutional and dealer networks for business expansion and review their performance periodically
- To forge newer tie ups for business expansion in the zone

KRA2 To promote development of new products and analytical tools ?

To liaise with the research and product teams to develop superior customer friendly tools for financial planning, analysis and portfolio management

- To add newer product offerings in the portfolio
- To actively review the existing portfolios & market trends & advise current investment plans to de-risk against attrition & achieve stability of book

KRA3 To achieve targeted profitability & fee income ? To strategize product-customer mix for optimal revenue generation
- To initiate cross selling initiatives for generating additional revenues
- To regularly monitor achievement of branch & regional targets

KRA4 To drive customer satisfaction and retention initiatives ? To work with the customer servicing teams to continually develop new customer friendly initiatives
- Benchmarking the portfolio-service offerings with the competition and highlight the critical modifications required
- To prioritize customer grievance addresal and take corrective action for avoiding similar issues in future

KRA5 To ensure policy adherence and coordination ? To supervise and ensure compliance of all critical policies & procedures & ensure compliance with them
- To ensure adequate documentation of all transactions and coordinate with market intermediaries like banks for smooth operations

KRA6 To present MIS Dashboards ?

To send periodic business reports to HO for profit, new product launches, new clients & new channel development & changes/improvement in business plans

- To promote and ensure effective usage of WMS/ CTP and other systems

KRA7 To ensure skill enhancement and team development of resources ? To ensure that requisite product & behavioral trainings are imparted in various branches in conjunction with the HR dept
- To ensure retention through planned talent management, career progression & performance linked incentives

📌 Campus Testing Leap & HRLP (Delhi)
🏢 Aditya Birla Capital
📍 Delhi