Position Title              

Regional Head – Banks & NDs (East)

Department / Channel

Department - Sales & Marketing

Channel - Banks & NDs

Centre of Operation – Kolkata UFC

Position Placement

Band

Designation

7

Senior Vice President – II

Position reporting to

Direct

Indirect

Zonal Head – East

-

Number of Positions & Centres

Position

Centers

1

Kolkata

Reportees under the Position

Direct

Indirect

Senior / Relationship Managers – Banks & NDs

Job Purpose

• Responsible for managing relationship with Banks & NDs (BnD) in their centre of operation
• Responsible and accountable for the Sales & Business Development Strategies and execution of the same for the zone in line with the broader corporate directives
• To acquire, advice, retain and manage the Company’s high value partners (Banks & NDs) where professionalism, premier partner focus and a broad understanding of the fundamentals of financial planning are critical to the success of the business.

Key Responsibility Areas

• Growth, expenses & profitability parameters of Banks & NDs are executed on
• Detailed understanding of working model for large banks – their growth strategy, partnership model, business strategy, product approval / recommendation process and other relevant details.
• Active management of partners and directing teams to ensure achievement of the business performance measures and plans as defined by the Company from time to time.
• Develop profitable pricing, marketing campaigns and similar growth strategies.
• Retain and develop portfolio of partners ensuring an in-depth understanding of each partner’s objectives.
• Regularly update and analyze premier partner’s financial information to identify wealth solutions that best meet the premier partner’s needs.
• Achieve all targets set for managed accounts, in terms of revenue growth by identifying opportunities to grow the business
• Work closely with managed accounts, creating effective communication channels with all partner’s stakeholders.
• Ensure strategic account development plans for each partner are continually updated with all current and relevant information, including mutual objectives and performance reviews.
• Prepare professional business review documentation and agree financial aspects of contract.
• Deliver high standards of service quality and maintain high levels of operational integrity.
• Ensure maintenance of sales process and coverage for self and entire team.
• Ensure compliance, operational risk controls in accordance with Company or regulatory standards and policies.
• Promote an environment that supports diversity and reflects the Company brand.

Qualification &Experience

Qualification

• Minimum Qualification –Graduate.
• Should have qualified NISM Series V- A

Experience

Key Relationship

Internal

External

• • Departmental & Functional Heads
  • Various Officials concerned at DoSM, Investment, Operations, HR, DoA, DoFA, Legal etc. 
  • Fund Managers
  • Sales Support & BD Team at Banks & NDs Channel

• • Product & Sales Team of Banks
  • Peers in the Industry
  • R&T, Banks & National Distributors

Key Competencies

a. Focus on Change & Innovation: Demonstrates openness to new initiatives, drives change by handling active and passive resistance, manages stakeholders, and enables implementation; critically reviews existing practices and suggests improvements, challenges the status quo and motivates others to question the existing state of affairs and follow through the change initiative.

b. Develops oneself: Proactively seeks feedback, reflects on it and on one's experiences to identify developmental gaps, upgrades self continuously, and seeks developmental opportunities that may be relevant within the same/new domain/area.

c. Maintains Industry Awareness: Understands the competitive and economic environment in which the organization operates, stays current on, actively looks out for and pre-empts local, industry and regulatory developments and their short to medium-term impact on the organization, proactively builds a professional network outside the organization and leverages it for the benefit of the organization.

d. Respects Rules: Maintains strict compliance to laws, company policies and work rules when performing tasks, respects professional guidelines, drives the same behaviors within the team/ region and deals with any lapses in compliance.

5. Models Integrity : Demonstrates uncompromising honesty, ethics, integrity and handling of confidential and sensitive information appropriately, avoids and red flags potentially compromising business situations and conflicts of interest, deals with any transgressions sternly and reinforces the necessity of ethical and honest behaviors within the team/ region.
6. Collaborates : Willingly reaches out and works with others including those outside of one's area of work in order to achieve common goals, applies one's understanding of commonalities and areas of leverage to foster synergies between one's and other teams/ regions, addresses any interpersonal issues that may inhibit collaboration and ensures that new colleagues are integrated into the team and Organization
7. Builds and Leverages Internal Relationships: Establishes open, trusting and respectful relationships with colleagues,  communicates across levels,  shares knowledge and information with others , remains approachable to colleagues within and outside the team/ region to seek their expertise, goes out of the way to leverage ties with others to achieve mutually beneficial business outcomes, and drives others to do the same.
8. Provides Direction: Sets clear goals for team members in alignment with the organizational objectives and facilitates and guides them towards achievement of their goals, continuously monitors the overall direction of the team/ region and brings it back on course if needed.
1. Manages Resources: Effectively plans and prioritizes effort and resources based on perceived value, importance, urgency and effectively utilizes given resources to accomplish objectives/ KRAs (Key Result Areas) within time and budget specifications.
10. Coaches for Performance : Creates an environment conducive to an open and positive performance dialogue, provides clear, frequent and consistent feedback and encouragement to team members, coaches team members for their development; reviews progress against set goals and holds them accountable.
11. Empowers Others: Demonstrates trust in colleagues, allocates important tasks to individuals based on capabilities and interests; guides them on their decisions and sets clear checkpoints for progress.
50. Inspires Others : Leads by example, energizes team members to work towards a common goal, motivates others to perform their best, proactively recognizes their contributions, helps them to step out of their comfort zone and realize their potential.
1000. Builds Talent Pool :

Understands the talent needs of the team/ region, objectively identifies gaps in team-members' skills to take on more challenging roles with meritocracy as a key criteria, facilitates their development, and attracts high quality professionals where needed.

14. Analyses Information and Takes Decisions :

Procures and understands complex structured and unstructured information from varied sources to enable effective work delivery; typically takes decisions of moderate to high complexity basis adequate information and with a high degree of impact in the short to medium term, based on logical assumptions, relevant facts, examination of alternatives and consideration of available resources, and avoids both impulsiveness and indecision.

• Drives Results: Exhibits interest and passion in performing the job, stretches oneself and others to achieve results and high levels of productivity for the larger interest of the organization, takes accountability for tasks and results and drives it within the team/ region, demonstrates a can-do attitude even in the face of challenges and drives it in the team/ region through positive reinforcement and personal energy.
• Demonstrates Achievement Orientation: Takes on ambitious goals for self and team/ region and proactively identifies opportunities beyond area of work, to drive positive business outcomes, displays a strong determination to accomplish goals, and drives self and others to continues one’s efforts even after surpassing them.
• Focuses on Customers : Understands drivers of customer needs, anticipates and responds to customers and partners in a comprehensive and timely manner; gathers customer metrics periodically, evaluates them, draws insights, identifies new customer segments and ensures appropriate actions to service customers better.
• Builds and Maintains Customer Relationships: Forges and maintains long term relationships with customers/partners by creating a win-win partnership for mutual success, prioritizes and focuses on key customers/partners, ensures a distinct focus on them and takes accountability for key relationships, drives others to create long-term relationships with customers/partners.
• Takes Prudent Risks: Takes calculated risks for one's area based on considered assessment of probability of success and consequences of failure, and takes accountability for the ensuing results.

t. Demonstrates ‘Big Picture’ Thinking : Recognizes the complex interrelationships among various business activities within one's and other inter-related teams/ regions, observes and correlates current trends, and understands how these inter-relationships, trends and one's decisions impact one's and others' teams/ regions or processes; communicates the 'big picture' to team members.