4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4–7 key result areas)
Key Result Areas
Supporting Actions
Achieve revenue growth & profitability to upscale the team
- Drive sales targets and achieve business objectives as per annual plan.
- Focus on revenue growth, profitability, and yield management.
- Provide suitable financial solutions aligned with customer needs which includes the bouquet of products available at ABML e.g. broking products, MTF, insurance, loans, PMS etc.
- Plan and execute team-level initiatives to ensure business growth and momentum.
- Expansion of presence in newer potential markets
- Drive client acquisition, servicing and relationship management including broking customers as well
- Acquisition and servicing of SA- Sales Associate /
DRA – Digital Referral Agent
- Monitor individual and team productivity and take corrective actions wherever required.
To ensure training and development for team effectiveness
- Collaborate with the training team to ensure timely completion of product and process training.
- Ensure 100% completion of mandatory certifications by SAs within stipulated timelines.
- Track certification completion status and drive capability development initiatives.
- Ensure all SAs are adequately trained to drive sales and service excellence
To effectively manage day to day team administration and operations for smooth functioning of the team
- Monitor and foster daily operations of the team.
- Handle and motivate Financial Sales Associates (SAs) towards target achievement.
- Ensure effective Daily Sales Process Management (LSQ).
- Monitor lead allocation, follow-ups, conversions and productivity metrics.
- Drive process discipline and operational excellence across the team.
To ensure customer management & engagement
- Plan and execute local area programs and referral programs.
- Focus on customer retention, revenue enhancement and referral generation.
- Continuously scan local market opportunities and competitive offerings.
- Ensure client records are updated and maintained accurately.
- Ensure speedy resolution of customer queries and grievances to maximize satisfaction levels
- Drive Acquisition and Servicing of customers
- Engage with branch-sourced clients to identify and drive cross-sell opportunities.
- Increase product penetration and customer wallet share through proactive engagement.
- Build and maintain long-term customer relationships.
To ensure effective risk management & policy adherence
- To ensure adherence of all regulatory compliances & critical policies set by the company.
Team Building, Engagement & Development
- Build a proactive, sales-driven and high-performing team.
- Enhance team capabilities through regular coaching and development initiatives.
- Conduct talent mapping and competitor benchmarking activities.
- Drive employee engagement and minimize attrition.
- Ensure regular product, behavioural and compliance training for team members.
5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2–3 lines for each report)
1. Financial Product Distributors: To acquire clients, by understanding their financial needs and offering them personalized products.
6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives
Relationship Type
Frequency
Nature
Internal
1. Head HR
Weekly
Business Review
2. Head – Channel
Daily
Business Update
3. SAs
Daily
Daily business update, issues faced by them
4. HR Team
Need Basis
Hiring and Attrition Update
External
1. Clients
Daily
Generating current leads, communicating the customized product offerings and understanding the customer service satisfaction levels
2. ABC Units
Need Basis
Business update, Product offering discussion
3. Vendor
Bi-Weekly
SA productivity update
7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structure and indicate all the reports of the position.
Head - Channel
Zonal Head
SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.
Job Holder
Reports to – Manager
Name
Signature (needed for the hard copy)
📌 Regional Manager - FPD (Karnataka)
🏢 Aditya Birla Group
📍 Karnataka
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