Zonal Head - FPD-ABML-Kolkata

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Annexure I : ABG Job Description Template
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Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD
Business Aditya Birla Capital Limited
Unit Aditya Birla Money Limited
Location
Poornata Position Number of
the job
Poornata Position Title of the
job Reports to: Poornata
Position Number
Reports to: Poornata
Position TitleFunction Sales Reports to: Function Sales
Department Financial Product Reports to: Financial Product
Distribution Department Distribution
Designation of the Employee Zonal Head Designation of the
Manager Head FPD Channel
Date of writing/up-dation of
JD 13
th Sept 2023
HayGroup Job Description Template 2011




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Annexure I : ABG Job Description Template
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1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines)
The purpose of the job is to lead the sales force in the assigned zone(s) by aligning various functional
teams within the zone to meet business objectives keeping in focus various parameters like revenue,
distribution creation, persistency, cost efficiencies, in alignment with the defined legal and ethical
requirements of the organization.
2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.
Business Workforce Number 600+
Function Workforce Number 100
Manpower (Nos.) Direct Reports: 15
3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section
Aditya Birla Money Ltd. (ABML) is primarily a Broking Company that deals in Equity, Commodity &
Currency. Workforce of ~800 spread across ~40 locations with customer base of more than 3 lacs. ABML
is one of the leading securities trading companies in the country. ABML operates in a fragmented equity
broking business and has a daily turnover of close to 3,000 Crores with a market share of 1%. Financial
Product Distribution Channel of ABM will cater to the dynamic needs of the market for different
products like Health Insurance, Life Insurance, Mutual Fund, etc. Through this new channel, ABM is
venturing into the budding domain of multiplicity that works on the principle of supplying after
understanding demand”. The channel will work in sync with the units of ABC whose primary products will
be in our product range.
The Zonal Head is responsible for:
• Generating revenue for the channel as per assigned target through need-based selling to
clients through multiple financial products.
• Helping clients in doing financial planning & wealth management through systematic
process & manage long term relationship.
• Building a robust variable distribution channel and high productivity network with high
penetration in the assigned zone
• Manage relationships across multiple stakeholders i.e., clients, ABC Units, External tied up
organizations
• Recruiting the right resource and coaching them to achieve the objectives holds the key to
success.
HayGroup Job Description Template 2011




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Annexure I : ABG Job Description Template
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3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section
• Driving balanced business growth in order to achieve sales goals in alignment with
mandated/desired market conduct and quality of business.
• Keeping the tempo & motivation high with a balanced focus on all critical business
parameters throughout the year as the work force of this size is a challenge in itself
The major challenges for this profile include:
• Creating impactful market penetration in new locations
• Ensuring cost effectiveness of the zone by continuously monitoring the revenue generated
against the cost incurred.
• Collaborating with other stakeholders, support teams to minimise the gaps.
• Recurrent changes in regulatory environment and product additions will require strategic
& tactical changes in selling techniques/pitch
• Retention Rate & Agent Activation
The critical skill sets required to meet these challenges are - excellent implementation skills, strong
business and analytical skills, strong product knowledge, superior communication skills, integration and
controlling skills, people management skills, a strong local network and high target and customer service
orientation.
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
• Planning & developing monthly, quarterly
& annual business plans & accordingly
fixing the business strategy for the Zone • Conceiving, designing, driving & finalizing
the annual business plan for the Zone
• Developing the quarterly / monthly plans,
identifying short & long term focus areas &
action points to achieve the business
objectives as per the agreed plan.
• Conduct periodic reviews for respective
zone to identify gaps and plan correctiveHayGroup Job Description Template 2011




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Annexure I : ABG Job Description Template
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action accordingly
• Identify business opportunities through
market intelligence & penetrate in
underdeveloped market to enhance
distribution reach and profitability for the
assigned zone. • Gather market intelligence and competition
information.
• Design & implement strategies to tap
potential market across the zone
• Enhance brand awareness in
underdeveloped areas • Drive & deliver sales and profitability
targets of the Zone to capture market
share and ensure deeper brand
penetration. • Build & ensure people capacity &
productivity across the zone to meet the
sales and profitability targets
• Focus on building agent base to increase
market penetration.
• Drive the Agent Progression, Incentive
Schemes or any other Sales Booster
initiatives to achieve the desired business
numbers.
• Ensure that the minimum productivity
benchmarks are met at all stages of career
progression • Ensure high Quality of Business Health &
control leakages • Put in place processes & systems at the
local level to ensure checks and balances to
enhance the quality of business logged in.
• Monitor & take necessary corrective action
to ensure high levels of persistency across
the Zone.
• Conduct periodic reviews and audits on
leakage parameters.
• Take corrective actions as and when any
malpractice/market conduct issues are
found and avoid recurrence of such lapses
in the Zone. • Effective monitoring & implementation of
the of Sales Management Process • Create an effective engagement & activity
framework in the Zone & monitor the same
closely to ensure that the input parameters
to the business like morning huddle, cluster
meetings, etc
• Put in place a robust & attractive Zonal R &
R mechanism to increase business volumes
& achieve volume spikes as & when desiredHayGroup Job Description Template 2011




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Annexure I : ABG Job Description Template
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• Ensure that the Zonal support teams are
aligned to the Sales deliverables in order
to facilitate smooth functioning and
productivity of the Zone
• Team Development • Ensure uniform understanding &
communication of Sales Progression across
the Zone
• Periodic meetings/discussions with all the
stakeholders to align their functional
objectives to the broad Zonal Strategy.
• Partner & synergize across the function to
drive common objectives across the zone .
• Ensure internal growth of the Team (Onroll
/ Offroll) is taken care through periodic
assessments and feedbacks.
• Manage the Training & development
requirements of the team members to build
the Zonal Talent Pool5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)
Assistant Area Manager/Area Manager - The purpose of this job is to ensure achievement of business
targets and enhancement of profitability of the assigned FPD Agents by providing effective leadership,
planning resources, monitoring people performance, & ensuring timely operations & providing support to
ensure smooth functioning.
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. Assistant Area
Manager and Area
Manager 1. Daily 1. Business update & issues faced by them2. Head – FPD Channel 2. Daily 2. Business Update
3. FPDs 3. Need Basis 3. Business update
4. HR Team 4. Need Basis 4. Hiring and Attrition Update
5. Service Operations
Team 5. Need Basis 5. Process Update and collaborate for
bettermentExternal
HayGroup Job Description Template 2011




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Annexure I : ABG Job Description Template
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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
1. Clients
2. ABC Units 1. Daily
2. Need Basis 1. Generating new leads, communicating the
customized product offerings and
understanding the customer service
satisfaction levels
2. Process and Product Update 3. External
Organizations 3. Need Basis 3. Process and Product Update7) 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 structured and indicate all the reports of the
position.
CEO
Head – FPD
Channel
Zonal Head
Assistant Area
Manager/ Area
Manager
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 Job Holder Job Holder’s Senior
Signature
(needed for
the hard
copy)
HayGroup Job Description Template 2011




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Annexure I : ABG Job Description Template
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HayGroup Job Description Template 2011