Channel Head, Retail Sales - MFD

Job Description

Key Result Areas Accountability Supporting Actions Develop and drive channel strategy Develops and drive the channel strategy in conjunction with the Head- Business Development, by scanning the environment, interacting with key distribution teams, tracking competitors & identifying trends /areas of opportunity. Defines and drives the implementation of the communication plan to distribution partners and internal sales team which includes focusing on certain key product categories from time to time based on Fund house view and exclusive drives executed with distribution partners. Recruitment - Expand the distribution Base to increase the channel spread By increasing the geographical spread and enrolling new channel partners (including RIA) By targeting existing non-empanelled distributors and advisors from other financial businesses Brokerage Structure and Design Create brokerage structure for entire MFD channel keeping in mind the critical aspects of regulatory guidelines, financial implication, competitiveness of commission, & competition study to create a fine balance of attractiveness & competitiveness To be aware of market trends & manage/ monitor/modify brokerage at a schemes & structure s level. Get the Business & Finance buy in for the brokerage strategy Roll out structures with sales Keep motivation levels of MFDs high Roll out time specific, period specific or scheme specific engagement activities. Ensuring timely fulfillments for such activities. Communication program for information at defined & regular intervals. Regular communication of Privilege Club for motivating MFD. Implement training & development calendar & evaluation process Basic Needs Like AMFI training to empanel distributors currently not involved into MF business. Drive training for soft / hard skills in the MFD Channel Debt & equity training module with the help of IEⅅ team. Provide support & technology platform Promote Digital Assets in MFD channel for higher brand recall. By launching distributor extranet platform Launch dedicated distributor helpdesk to resolve their queries & provide timely information needed for them to service their clients. Managing Contact Center ( Sampark ) Driving the contact center Sampark for achieving business objectives Effective use of Sampark team (19 TREs) to reach out to almost 64000 MFD’s in a faster way Driving campaigns (NFO, CSIP, digital assets etc) to achieve business objectives, communication & awareness for entire MFD channel, in addition to MFD Empanelment and activation Make use of the Privilege Club for business relevant initiatives like PC registration drive & programs to eventual make an impact on business Loyalty Programme – Privilege Club With 23000 registered MFD this program has helped us to engage with MFD and increase our market share. We provide Management Development Programs, Business Software and Social Media support, Golden Age Plan, Life Insurance, Mediclaim Insurance, Child Scholarship, Visiting Card and Stationery. Managing SELECT programme which is an exclusive program designed for top partners from Individual Businesses of Aditya Birla Capital. It is designed with a view to collaborate with these partners on a broader platform empowering them to offer complete financial solutions to their customers. Facilitate Seamless communication flow between internal and external stakeholders Understanding the thought process of the distributor and their sales plans to align internal activities along the same lines. Planning regular interactions with the Zonal and central business teams to review channel performance, share guidance and inputs on initiatives and activities across the country, offer feedback and address region specific issues if any. Manage, guide, develop and groom the team Oversees on-boarding, capability development and retention of team members to drive channel productivity Sets high performance standards and drives accountability for results Recognizes team efforts in a timely manner and provides opportunities for learning Contributes to building an environment of trust and respect for individuals