Sharekhan Limited/Wealth Manager/MF & PMS sales

JOB DESCRIPTION INVESTMENT SPECIALIST (IS)/
SENIOR INVESTMENT SPECIALIST (Sr. IS)
About Business line/Function:
Super Investor team is responsible for servicing and growing the Super Investor client segment. Super Investors
are defined as those clients having a total relationship between 20 lakhs to 2 crores with Sharekhan and who
are not active traders. The Investment Specialist (IS) / Senior Investment Specialist (Sr.IS) is the Single Point
Of Contact (SPOC) for a set of Super Investor clients. As the SPOC for the defined set of clients, the IS / Sr.
IS is responsible for meeting asset gathering and revenue targets through identifying and meeting the financial
needs of the clients. The IS / Sr. IS is the key person responsible for the delivery of the value proposition of the
segment to his clients. To enable the IS / Sr. IS meet the diverse financial needs of the client all products of
Sharekhan shall be available on offer through the Super Investor. Additionally, the IS / Sr. IS shall be supported
with an Portfolio Expert (PE) and other product experts to guide him / her on an ongoing basis. The IS / Sr. IS
shall report into the Regional Head / Territory manager of the Super Investor segment, the IS / Sr. IS shall also
have a dotted line reporting to the Branch Manager (BM) of the branch that these clients belong to.
Job Title: Investment Specialist /
Sr. Investment Specialist Date:Department: Super Investor Location: Branch / Regional Office
Sub Department Reports to:
(Direct) Regional Head /
Territory Manager SI Grade:
(if applicable) M1 (Functional) People Management
Responsibility(Y/N) N Number of Direct
Reportees: NAPosition Purpose
As an IS / Sr. IS, your primary responsibility is to garner asset and generate revenues for the Super Investor
client segment by offering asset gathering products like Mutual Funds (Lumpsum and SIP), PMS, AIF,
Investiger, Corporate Fixed Deposits, trading and lending products, helping client trade better volumes with the
help of education driven products and providing protection driven products along with other financial products
within Sharekhan as well as third party product providers. You will be responsible for cross-selling to the existing
customer base of Sharekhan as well as acquiring new customers for the organization. As an IS / Sr. IS, your
primary objective will be asset gathering and wallet expansion of the client. The IS / Sr. IS will also be responsible
for making clients eligible for upgrades to other segments
Responsibilities
Direct Responsibilities
The main responsibility of this channel is to gather assets by offering bouquet of products like asset gathering
instruments, such as PMS, AIF, Mutual funds, Corporate FD, NCD, SGB, Insurance and any other financial
products introduced from time to time along with revenue of broking, education, interest-oriented instruments to
existing clients of Super Investor segment at Sharekhan either through face-to-face situations or through
telephonic conversations or both. This is a relationship management role and the IS / Sr. IS will be eligible for
incentives in addition to fixed salary.
JOB DESCRIPTION INVESTMENT SPECIALIST (IS)/SENIOR INVESTMENT SPECIALIST (Sr. IS)

Contributing Responsibilities
• Responsible for gathering assets for investment products such as mutual funds, PMS, AIF, Corporate
FD, Investiger, SGB, Insurance and other products launched from time to time.
• Responsible for growing revenues of broking, lending products and Sharekhan Education products
• Add new to SK customers.
• Ensure connect with all mapped Super Investor clients.
• Increase the AUM, SIP Flow & Revenue from the mapped book.
Technical & Behavioral Competencies
• Strong communication & written skills
• Fluency in local language is an added advantage.
• Excellent interpersonal skills and must be a team player.
• Must be process oriented and must be willing to learn and adapt.
• Highly self –motivated
Specific Qualifications
• Graduate in any stream with basic knowledge of financial markets across different
product lines.
• Certifications required for offering various trading, insurance and asset products.
Skills preferred: Prior work experience of equity broking, insurance and mutual funds
through working for a broking, asset management or bank is desirable
Behavioral Skills: (Please select up to 4 skills)
Ability to deliver / Results driven
Communication skills - oral & written
Client focused
Ability to synthetize / simplify
Transversal Skills:(Please select up to 5 skills)
Ability to develop and leverage networks
Ability to understand, explain and support change
Ability to develop and adapt a process
Ability to inspire others & generate people's commitment
Ability to manage / facilitate a meeting, seminar, committee, training…
Education Level: Bachelor Degree or equivalent
Experience Level: At least 3 Years for IS and At least 5 years for Sr. IS
Other/Specific Requirements (if any)
JOB DESCRIPTION – INVESTMENT SPECIALIST (IS)/SENIOR INVESTMENT SPECIALIST (Sr. IS)

Key Performance Indicators (KPI)
Super Investor - Investment Specialists / Senior Investment Specialists Annual Target (INR MN)
Performance
Evaluation Category Performance Objectives Indicative
Weightages IS Sr. IS Core cross sell (50%) Mutual Funds NES LS, PMS NS,
AIF NS and Investiger (Managed
Brokerage) 40% 96 126 Cross sell (20%) Incremental SIP Flow & Fixed
Income (SGB, Corporate Fixed
Deposit and any other fixed
income product) 30% 0.9 1.2 Brokerage and other
Products (10%) Revenue through Brokerage,
Lending, Education, and all other
products 10% 0.6 0.72# New to SK SI Eligible clients 24 Clients Annually
Streamlining
Initiatives (20%) NPS Score
Adherence to Sales Process and
Sales Quality 20% Above segment average
NPS score^ At Branch level or IS Level depending on availability *Insurance KPI will be added once it’s available.
Note: For newly appointed IS and Sr. IS, minimum performance standards (equivalent to 25% achievement of Business KPI’s for a quarter) are applicable. These apply not only to new employees but also to existing employees being reassigned to these roles.
*Refer SI points provided as part of the Incentive Plan document pack for IS / Sr. IS roles
^NPS at IS level or at segment level depending on what is available
JOB DESCRIPTION – INVESTMENT SPECIALIST (IS)/SENIOR INVESTMENT SPECIALIST (Sr. IS)