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<p><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span lang="EN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">This entails engaging with them to build incremental market share measured in terms of AUM, Customer Acquisition, Gross and Net Sales in all asset categories (Equity, Debt, Alternates and PMS) and SIP, while being the internal nerve center linking investments, products, legal, finance compliance and sales in order to capture and capitalize the new business opportunities in a changing landscape. </span></span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span lang="EN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Further, this role is responsible for assessing market trends, to get the sales team to focus on specific products, partners and locations with an aim to improve sales productivity. Planning and monitoring of activities and sales’ numbers at a relationship level with timely support and guidance to the sales leadership and channel sales team is also a significant part of the role. </span></span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Established in 1994, Aditya Birla Sunlife Asset Management Company, (ABSLAMC) is a joint venture between Aditya Birla Group and Sunlife Financial Inc., a leading international financial services company in Canada. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">ABSLAMC is a fund manager for Aditya Birla Sunlife Mutual Funds and currently ranks as the fourth largest fund Management houses in India with a total domestic AUM of close to Rs.2540 billion (As on June 2019). ABSLAMC is one of the leading fund houses in India based on domestic average AUM as published by the Association of Mutual Funds of India (AMFI). ABSLAMC has an impressive mix of reach, a wide range of product offering across equity, debt, balanced as well as structured asset classes, sound investment performance and over 7 million investor folios as of June 30<sup>th</sup>, 2019.</span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Distribution Network: With a PAN India presence across 300 locations, ABSLAMC is committed to deepening mutual fund penetration in the country. The company is ceaselessly working to enhance the appeal of mutual funds across a wider set of investors and advisors across India. Part of this effort includes introducing smart solutions, user friendly services & conveniences which simplify mutual fund processes with digitization for both – investors as well as distribution partners. ABSLAMC has a footprint in locations across the country with approx 45,000 IFAs, 350 National Distributors & 85 banking partnership. ABSLAMC also has its offshore presence through its rep offices in Singapore, Dubai & Mauritius. The employees’ strength of ABSLAMC is 1000 + employees (Onrolls as on June 30<sup>th</sup>, 2019). </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">ABSLAMC offers investors a range of comprehensive investment options, which includes diversified and sector specific equity schemes, hybrid funds and a wide range of debt and treasury products. Additionally ABSLAMC has various other business lines such as Portfolio Management Services, Real Estate Investments & Alternative Investments Funds. The Company follows a long – term, fundamental research based approach to investment and thrives to provide a transparent and ethical services to its investors. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">One of the key challenges for ABSLAMC has been to maintain a balance between moving with dynamic and constantly changing regulatory norms of the country and maintaining growth and profitability in the extremely competitive market. And some of key strengths of the organization that have helped it to sustain and grow are:</span></span></span></span></p>
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<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Focus on Technology</span></span></b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> – The organization has been in the forefront in implementing technological innovation to foster innovation and also to improve efficiency for its stakeholders, whether it is employees, clients or distributors</span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Product Innovation</span></span></b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> – ABSLAMC has been known to be a pioneer in terms of products and has a history of launching innovative, category defining products like Birla Cash plus, etc.</span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Research based approach</span></span></b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> – ABSLAMC has one of the largest team of research analyst dedicated to tracking down the best companies to invest in</span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Strong Distributor Delivery Mechanism</span></span></b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> – The Company has developed a 4 -pronged sales/delivery mechanism to ensure maximum reach and penetration to the end customers. This mechanism includes Company’s direct Channels (branches/online), Independent Financial Advisors (IFAs), National Distributors (ND) and Banks. </span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Regulatory Interface</span></span></b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> – ABSLAMC plays a key role in the Association of Mutual Funds in India (AMFI) with quite a few members of the top management being a part of the AMFI Board. It has hence ensured that it can discuss any new Industry development from a regulatory perspective at the initial stages with the Regulator as well as the Industry Association</span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">People Management</span></span></b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> – ABSLAMC believes in continuously measuring the perception of its people using a 4-S approach, namely Satisfaction, Say, Stay and Strive, which has enabled it to garner a workforce committed and aligned to the overall business success.</span></span></span></span></li>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><b><u><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Functional context</span></span></u></b></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Business Development (BD) is the fulcrum for the organization’s relationship with distribution partners. While it is closer to sales, it is an independent function that carries a huge responsibility of selling not only the product, but also process, history, goodwill, brand and commitment of the organization. </span></span></span></span></p>
<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"> </span></span></p>
<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">BD is a highly visible function within the senior management team of ABSLAMC. The senior management team relies on BD to dive deep and provide thoughtful analysis on the 4 distribution delivery mechanisms or channels in a manner that is action oriented and enables informed decision making. The team is part of the larger Business and Sales Enablement vertical at ABSLAMC. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">BD is also the “nerve-center” for the organization as it collaborates with internal teams to understand where our relative advantages or risks lie, what are the “trends” in the market and which new distribution strategies or solutions should be created. This department also guides the organization’s pricing strategy and manages some of the most complex programs or projects with external and internal stakeholders that are unconventional in nature and need centralized advocates. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Please refer to the diagram below that clearly illustrates where BD is positioned internally and externally as a function. </span></span></span></span></p>
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<p align="center" style="text-align:center"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif"><img src="blob:https://talenthirecls13.ceipal.com/5b03bc64-4fb9-4ff0-a267-be8e5096d92d" style="width:422px; height:230px" /></span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The function carries responsibility to look at the business from an overall perspective i.e. Product positioning, Profitability, Operations, Compliance & Risk perspective, to provide significant breakthrough for organizational success. Hence BD is an enabling function which provides strategic input for the entire organization.</span></span></span></span></p>
<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"> </span></span></p>
<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">This Channel is an important part of distribution with ~<span style="background:yellow">60,000 Crs of AUM with ABSLAMC and 12 Lac Crs in industry as on Nov’25.</span> The BD Channel team interacts with the distributor’s Research and Advisory team to share AMC’s market view & positioning with an aim to provide solutions catering to multiple customer segments ranging from mass retail, UHNI, corporates and online channels. They also work closely with the business and product teams of the distributor, to negotiate the pricing and ensure profitable growth with meaningful allocation for ABSLAMC.</span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The banking channel and the national distribution channel together contribute to over 34% of the industry’s AuM. Banking contributes 16% and national distributors contribute 18% of the industry’s AuM. Despite the breakout growth in the mutual fund industry in the last few couple of years, mutual funds in India account for only 6% of the gross financial savings of households. Savings deposits and fixed deposits still account for nearly 40% of the financial savings. Meanwhile, mutual fund AuM of individual investors accounted for just 15% of the total savings and fixed deposits in the banking industry, reflective of the large headroom available for growth. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">To mobilize the immense opportunity the banking channel and national distribution channel is best placed to help individuals deploy their money away from simple term deposits into additional return generating products offer mutual funds. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Mutual funds are also equally important for the both the channels – that is national distributors and banks as they help in meeting their revenue targets through fee based income and customer acquisition targets as well. </span></span></span></span></p>
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<p><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><b><u><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Job Context</span></span></u></b></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The Business Development executives at ABSLAMC are strategic solution-drivers who put internal and external stakeholders at the core of everything that they do. They build and manage key organizational relationships, serve as experts on the distribution channel they manage and facilitate the productivity of the entire sales and relationship management teams of the organization across the country. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">To be effective at their job, the business development executives require outstanding communication skills, interpersonal skills, strategic thinking ability, negotiations skills and ability to build consultative relationships with product heads, research heads, business heads and CXOs of distribution channels. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The job requires strong business acumen, ability to gather, understand and analyze information and data from internal and external sources to plan effectively and ensure sales objectives are met. Hence the role demands a combination of a high degree of strategic thinking and string execution ability. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Some of the primary responsibilities associated with this role are:</span></span></span></span></p>
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<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Writing business proposals to drive the organizational business plans and set up the roadmap for the year. Develop frameworks for engagement plans and deepening of organizational relationships with distribution partners </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Actively work with the investment management and product teams to ensure that distribution partners have absolute clarity and comfort on different products so as to confidently approve and/or retain the on-boarding of ABSL AMC products on their distribution platforms.</span></span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Negotiate a “win-win” pricing that is competitive for the distribution partners while at the same time keeping a balance of potential channel conflicts scenarios and AMC profitability. </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Program management and project management to ensure successful launch, track and drive campaigns by effectively coordinating internal and external teams to maximize business output.</span></span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Share guidance with sales team across regions and hierarchy to ensure sales strategy and distribution tie-ups are executed as intended. </span></span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Enthusiastically communicate and defend house views with research and product teams of all assigned relationships for AuM retention and growth, to gain their feedback, and understand their requirements in detail. </span></span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Monitor overall distribution landscape and specific partner performance so as to identify and deliver corrective or improved actions to achieve target sales outcomes. </span></span></span></span></span></li>
<li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif"><span style="color:black">Work closely with and drive multiple distribution verticals including retail sales, institutional sales, Alternates (PMS, AIF, RE) and offshore. </span></span></span></span></span></li>
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<p align="left" class="MsoBodyText" style="text-align:left"><span style="font-size:10pt"><span style="font-family:Arial, sans-serif"><span style="font-weight:bold"><u><span lang="EN-GB" style="font-size:9pt">Key Challenges for the role are as follows:</span></u></span></span></span></p>
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<ol style="list-style-type:lower-alpha">
<li align="left" class="MsoBodyText" style="text-align:left"><span style="font-size:10pt"><span style="font-family:Arial,sans-serif"><span style="font-weight:bold"><span lang="EN-GB" style="font-size:9pt">Multi-faceted approach: </span><span lang="EN-GB" style="font-size:9pt"><span style="font-weight:normal">Routinely switch between business discussions with business heads of distribution partners and product update discussions with product and research heads.</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-GB" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Build comprehensive product pitches</span></span></b><span lang="EN-GB" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> and on-board products at distribution counters in for all asset classes even in tough market environments and poor performance cycles. </span></span></span></span></li>
<li align="left" class="MsoBodyText" style="text-align:left"><span style="font-size:10pt"><span style="font-family:Arial,sans-serif"><span style="font-weight:bold"><span lang="EN-GB" style="font-size:9pt">Due Diligence:</span><span lang="EN-GB" style="font-size:9pt"><span style="font-weight:normal"> The channel follows an extensive process before empanelment or recommendation of a new product in the system. This requires constantly engaging with the research teams, sharing insights, engaging with investments and building confidence to ensure successful on-boarding. </span></span></span></span></span></li>
<li align="left" class="MsoBodyText" style="text-align:left"><span style="font-size:10pt"><span style="font-family:Arial,sans-serif"><span style="font-weight:bold"><span lang="EN-GB" style="font-size:9pt">Pricing: </span><span lang="EN-GB" style="font-size:9pt"><span style="font-weight:normal">In the current scenario, pricing has become a key driver to get fresh inflows in the business. The challenging task is to negotiate with the distributor to be in their top recommendation and at the same time keep it profitable for the organisation.</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-IN" style="font-size:9pt"><span style="font-family:Arial, sans-serif">MIS & Data analytics: </span></span></b><span lang="EN-GB" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Procuring the most detailed MIS and develop easy-to-understand metrics that ensures that there is common understanding of achievement against business goals across all the business functions. </span></span></span></span></li>
<li><span style="font-size:12pt"><span style="font-family:"Times New Roman",serif"><b><span lang="EN-GB" style="font-size:9pt"><span style="font-family:Arial, sans-serif">Cross Functional collaboration:</span></span></b><span lang="EN-GB" style="font-size:9pt"><span style="font-family:Arial, sans-serif"> The BD team is a curator of ideas, teaming up and working in a collaborative manner with internal teams like Sales, Products, operations, marketing, digital, analytics and finance to update or make adjustments to processes, so as to accommodate distribution partners’ business requirements.</span></span></span></span></li>
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<p style="margin-left:48px"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">As part of that it is critical to monitor sales on a daily, weekly, monthly and quarterly basis to track progress towards agreed sales targets with distributors. </span></span></span></span></p>
<ul style="list-style-type:circle">
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Plan and execute central interventions after constant consultations with regional sales teams and distributors to further support achievement of sales numbers.</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Be responsible for the marketing initiatives undertaken by the channel to support sales activities</span></span></span></span></span></li>
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<p><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Optimize pricing negotiations with partners</span></span></span></span></p>
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<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Understand the distributors internal revenue sharing structures to negotiate the most optimal pricing strategies that will lead to incremental sales</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Negotiating “claw backs” and recoveries (if any) in an amicable and acceptable manner for both the distributor and ABSL AMC</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Negotiations with partners also entails making the most of their “platforms” in lieu of the pricing – for instance, exclusive drives or allowing ABSL AMC to address their customers and RMs across different segments or creating visibility or access on their online portals. </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Ensuring that assets are acquired profitably for ABSL AMC – either through ongoing sales, NFOs or deal specific pricing. </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Implementing the agreed pricing on the brokerage tie-up system - DICE</span></span></span></span></span></li>
</ul>
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<p><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Program and Project Management</span></span></span></span></p>
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<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">During regular work of deepening the relationship with the channel partners, there could be several projects that emerge due to joint exploration of a specific opportunity. </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">These projects could be long – term in nature, like jointly building capabilities in a specific area like ETFs, PMS or SIP book building or could also short term in nature like developing a certain legal agreement, creating a detailed engagement plan or developing and implementing a marketing plan to support one particular product. </span></span></span></span></span></li>
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<p><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">To strengthen and nurture ties with every Banking and wealth management relationship formally and informally. </span></span></span></span></p>
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<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Regular interaction with the research teams of the banks and connect with our investment team for the market outlook and relevant product inputs.</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Defend or show case the fund performance to research, product and central sales teams of the distributors. </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Timely approval and recommendation of the focused funds in the banks.</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Driving central level engagements that are meaningful to the distribution partners and creates opportunities for the sales teams across the country. </span></span></span></span></span></li>
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<p><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Facilitate Seamless communication flow between internal and external stakeholders to improve sales productivity</span></span></span></span></p>
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<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Understanding the thought process of the distributor and their sales plans to align internal activities along the same lines.</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">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.</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The information sharing is necessary to improve the productivity of the sales team. Productivity is measured at the channel, partner and regional level. </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">This entails maintaining a central database of distributors that has every information of the distributor that can help the sales team. For instance, the different segments, branches, products, internal revenue sharing mechanism, regional focus etc of every distributor. </span></span></span></span></span></li>
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<p><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Manage, guide, develop and groom the team</span></span></span></span></p>
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<li><span style="font-size:12pt"><span style="tab-stops:-5.4pt list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Oversees on-boarding, capability development and retention of team members to drive channel productivity</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:-5.4pt list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Sets high performance standards and drives accountability for results</span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:-5.4pt list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Recognizes team efforts in a timely manner and provides opportunities for learning </span></span></span></span></span></li>
<li><span style="font-size:12pt"><span style="tab-stops:list .5in"><span style="font-family:"Times New Roman",serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Contributes to building an environment of trust and respect for individuals</span></span></span></span></span></li>
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<p style="text-align:justify"> </p>
<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The job purpose of the channel managers is to work with the Channel Heads in a manner that leads to full coverage of the channels that are assigned to them and the entire breadth and depth of the channel is fully explored from a business development perspective. For instance, there are approximately 180 national distributors and 20 banks. Each distributor may have multiple avenues through which they distribute mutual funds – online, HNI, Advisory, Tele, Sub-Broker etc. At the same time, each of these distributors have their own hierarchy of research, product teams and business teams. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">Understanding the very diverse business requirements and views of such a large distribution landscape with support from the channel and functional head and create solutions to subsequently drive central engagements, product approvals so that our products are recommended with adequate revenue weightage in the distribution partner’s sales channels and regular business review with the partners is their key responsibility. </span></span></span></span></p>
<p style="text-align:justify"> </p>
<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The channel manager also supports the channel heads in adherence to internal processes like regular reviews with sales heads, updating of distributor profiler documents or briefing documents that outline key business peculiarities or USP of the distributor, executing several key programs and projects in adherence to time lines. </span></span></span></span></p>
<p style="text-align:justify"> </p>
<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Times New Roman", serif"><span style="font-size:9pt"><span style="font-family:Arial, sans-serif">The channel managers also support the sales team with giving their views on certain regional marketing plans that have impact centrally. A significant proportion of the channel managers efforts also go towards communicating the decisions that have been taken at the HO of the AMC and the distribution partners that could have a direct impact on the rules of engagement with that distribution partner regionally. </span></span></span></span></p>
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<p style="text-align:justify"><span style="font-size:12pt"><span style="font-family:"Ti