Head – Banca Channel

Aditya Birla Group

Dec 6, 2024

Applications are closed

Job
Full-time
Expert Level
Sales & Business Development
Business, Operations & Strategy
Mumbai, +2

Requirements

Job Posting: The role of Head – Banca Channel is a leadership position responsible for heading and growing the broking business through banking channels. This role involves strategic planning, relationship management, and driving business growth in segments. The role holder will also work closely with the FH CSO Office in determining the long-term strategic direction of banking channels – client acquisition, business delivery and servicing thereby contributing to Topline and Bottom-line milestones as agreed.
The role will need aligning various functional teams internally at ABML ABC and externally across the banks so that organization emerges as a leader of an Open Architecture scenario. The large Banca relation increases the complexity of the role since the partner has higher negotiating power owing to the larger business potential and multiple business channels from which business is sourced. Analyzing the potential of the prospect corporate/banks and devising a structured approach towards converting the same to Business partnership. Steering the acquired partner relationship in terms of agreement, integration, launching, planning and strategizing at the central level to ensure that the Sales team has enablers to drive business. Build strong and lasting client relationship via several business development and customer engagement initiatives.
The role also ensures focus on various parameters like team retention, talent management, cost efficiencies, revenue and profitability within the legal and regulatory frameworks of broking, banking and insurance.
Key Result Areas/Accountabilities
Supporting Actions
P&L Responsibility
Take end to end responsibility of P&L of the banca vertical
Take all steps to ensure profitability and target achievement
Device incentive plans to be able to manage top and bottom line effectively and month on month
Strategic Leadership
Develop and implement strategic plans to drive broking business growth through banca channels across PAN India.
Set clear goals, objectives, and key performance indicators (KPIs) aligned with the company's overall business objectives.
Periodic meetings with direct reportees for local-level strategies
Identify opportunities for growth and expansion in the broking industry market
Review market share and market penetration strategies.
Partner Relationship Management
Relationship management with respective Bank Zonal / Regional / Cluster / Branch Heads
Build and maintain strong relationships with banca partners at the national level.
Collaborate with these partners to identify opportunities for business growth and ensure effective integration of broking products into their offerings
Creating sustainable value proposition
Analyse potential business via the bank’s customers, client segmentation, assess the success and challenges of such competitive tie ups done by the Banking Partner/ Industry, and propose a unique value proposition for attracting the Banking Partner s channel.
To develop present and implement plans for acquiring new broking customers from the existing customer base and new customers of the Banking Partner including activity breakdowns, performance milestone, resource and budget requirements.
To build in conjunction with internal marketing and banking partner’s marketing team plans highlighting clear opportunities, product features and incentive contests for optimizing the sales growth.
To develop a joint business plan with the Banking Partner s management, including elements such as joint financial sales targets, joint marketing plans, resource requirements, and general account targeting coordination
To act as the interface between the organization and the Banking Partner on the national level for all customer service and demand servicing matters
Business Development & NCA
Productivity management of team including customer acquisition & revenue budgets
Work with banking distribution partners to develop and implement strategies for acquiring new customers through various channels.
Identify market trends and customer needs to create tailored broking offerings for this channel
Sales and Revenue Generation
Drive business growth and revenue generation through banking channels.
Monitor sales performance, analyse data, and implement strategies to achieve sales targets
To drive the sales targets for the bank/corporate client and build teams as per vertical s annual target. To maximize profits by achieving targeted fee income & effective cost management. To effectively deploy contest & prioritize sales of account opening. To plan and execute various Bank level initiatives to ensure business momentum and direction. To monitor team performance and take steps to improve productivity and correct deviations if any.
Benchmarking, Reporting and Analysis
To keep up to date on market trends, new competitive offerings and industry matters through the Banking Partner and internal networks.
Manage the budget for banking channels, control expenses, and optimize operational costs.
Monitor and report on financial performance to Leadership Team
To prepare periodic MIS of group business volumes, profits, new clients, TATs etc. for the bank Alliance and share it with the senior management. To regularly engage with the Banking Partner touch points for getting data on sales, payments, etc of the customers who availed broking facilities and provide information to them.
Institutionalize training and IT system
To ensure a thorough induction of the Broking system, features and benefits, compliance requirements and incentive structures etc. to the Banking Partner’s sales teams in a defined schedule and timeline on an ongoing basis.
To ensure effective dissemination of Research inputs and other financial reports to the Banking Partner’s staff and customers via online modes, coordinated interactive sessions, call n trade setups, etc.
To monitor the various activities of the Dedicated call center established for the customers of the Banking partner and undertake necessary initiatives
Strengthen the processes for servicing Bank Alliance
To work closely with internal Sales, Credit, Risk, IT, & Ops team, for providing better services & technology to the Banking Partner and its customers.
To suggest client servicing and engagement parameters to enhance credibility and continue to deliver a superior value proposition.
To periodically monitor TATs and quality of customer servicing metrics for the Banking Partner led customers, costs of business development initiatives and its impact, etc.
To plan, schedule and conduct Customer satisfaction surveys to gauge customer reaction, needs, etc for making necessary amends to
improve the service proposition.
Multi Channel Pan India Team Management
Create a proposition that facilitates robust multi-channel franchise to support banca relationships
Recruit the best talent from the available cluster
Mentor, supervise and coach and well as provide direction to subordinates.
Facilitate development of skills of sub-ordinates to enable them to perform and achieve their roles as well as take on higher responsibilities.

Responsibilities

Take end to end responsibility of P&L of the banca vertical
Take all steps to ensure profitability and target achievement
Device incentive plans to be able to manage top and bottom line effectively and month on month
Develop and implement strategic plans to drive broking business growth through banca channels across PAN India
Set clear goals, objectives, and key performance indicators (KPIs) aligned with the company's overall business objectives
Periodic meetings with direct reportees for local-level strategies
Identify opportunities for growth and expansion in the broking industry market
Review market share and market penetration strategies
Relationship management with respective Bank Zonal / Regional / Cluster / Branch Heads
Build and maintain strong relationships with banca partners at the national level
Collaborate with these partners to identify opportunities for business growth and ensure effective integration of broking products into their offerings
Analyse potential business via the bank’s customers, client segmentation, assess the success and challenges of such competitive tie ups done by the Banking Partner/ Industry, and propose a unique value proposition for attracting the Banking Partner's channel
To develop present and implement plans for acquiring new broking customers from the existing customer base and new customers of the Banking Partner including activity breakdowns, performance milestone, resource and budget requirements
To build in conjunction with internal marketing and banking partner’s marketing team plans highlighting clear opportunities, product features and incentive contests for optimizing the sales growth
To develop a joint business plan with the Banking Partner's management, including elements such as joint financial sales targets, joint marketing plans, resource requirements, and general account targeting coordination
To act as the interface between the organization and the Banking Partner on the national level for all customer service and demand servicing matters
Productivity management of team including customer acquisition & revenue budgets
Work with banking distribution partners to develop and implement strategies for acquiring new customers through various channels
Identify market trends and customer needs to create tailored broking offerings for this channel
Drive business growth and revenue generation through banking channels
Monitor sales performance, analyse data, and implement strategies to achieve sales targets
To drive the sales targets for the bank/corporate client and build teams as per vertical's annual target
To maximize profits by achieving targeted fee income & effective cost management
To effectively deploy contest & prioritize sales of account opening
To plan and execute various Bank level initiatives to ensure business momentum and direction
To monitor team performance and take steps to improve productivity and correct deviations if any
To keep up to date on market trends, new competitive offerings and industry matters through the Banking Partner and internal networks
Manage the budget for banking channels, control expenses, and optimize operational costs
Monitor and report on financial performance to Leadership Team
To prepare periodic MIS of group business volumes, profits, new clients, TATs etc. for the bank Alliance and share it with the senior management
To regularly engage with the Banking Partner touch points for getting data on sales, payments, etc of the customers who availed broking facilities and provide information to them
To ensure a thorough induction of the Broking system, features and benefits, compliance requirements and incentive structures etc. to the Banking Partner’s sales teams in a defined schedule and timeline on an ongoing basis
To ensure effective dissemination of Research inputs and other financial reports to the Banking Partner’s staff and customers via online modes, coordinated interactive sessions, call n trade setups, etc.
To monitor the various activities of the Dedicated call center established for the customers of the Banking partner and undertake necessary initiatives
To work closely with internal Sales, Credit, Risk, IT, & Ops team, for providing better services & technology to the Banking Partner and its customers
To suggest client servicing and engagement parameters to enhance credibility and continue to deliver a superior value proposition
To periodically monitor TATs and quality of customer servicing metrics for the Banking Partner led customers, costs of business development initiatives and its impact, etc.
To plan, schedule and conduct Customer satisfaction surveys to gauge customer reaction, needs, etc for making necessary amends to improve the service proposition
Create a proposition that facilitates robust multi-channel franchise to support banca relationships
Recruit the best talent from the available cluster
Mentor, supervise and coach and well as provide direction to subordinates
Facilitate development of skills of sub-ordinates to enable them to perform and achieve their roles as well as take on higher responsibilities

FAQs

What is the primary responsibility of the Head – Banca Channel?

The primary responsibility of the Head – Banca Channel is to lead and grow the broking business through banking channels, involving strategic planning, relationship management, and driving business growth.

Who will the Head – Banca Channel work closely with?

The Head – Banca Channel will work closely with the FH CSO Office to determine the long-term strategic direction of banking channels and ensure client acquisition and business delivery.

What is the P&L responsibility associated with this role?

The role entails taking end-to-end responsibility for the P&L of the banca vertical, ensuring profitability, and devising incentive plans to manage the top and bottom lines effectively.

How will the Head – Banca Channel drive business growth?

The Head – Banca Channel will develop and implement strategic plans, identify opportunities for growth, and engage in relationship management with banking partners to drive business growth through banca channels across PAN India.

What is expected in terms of partner relationship management?

The Head – Banca Channel is expected to build and maintain strong relationships with banca partners at various levels, collaborating to identify business growth opportunities and effectively integrate broking products into their offerings.

How does this role contribute to creating a sustainable value proposition?

This role involves analyzing client segmentation, assessing industry competitive tie-ups, and proposing unique value propositions to attract banking partners' channels and acquire new broking customers.

What type of team management is required for this position?

The Head – Banca Channel is responsible for creating a multi-channel franchise to support banca relationships, recruiting talent, mentoring and supervising team members, and facilitating skill development for employees.

Is there a focus on compliance and regulatory frameworks in this role?

Yes, the role ensures focus on various parameters including compliance with legal and regulatory frameworks within broking, banking, and insurance while managing team retention, talent management, and cost efficiencies.

What are the key metrics to assess success in this position?

Success can be assessed through financial performance indicators such as achieving sales targets, revenue generation, market share, client acquisition, and overall profitability of the banca vertical.

Will the Head – Banca Channel have to conduct training sessions?

Yes, the position requires ensuring thorough induction of the broking system and features to the banking partner’s sales teams, as well as providing ongoing training and dissemination of financial reports and research inputs.

Aditya Birla Group

Manufacturing & Electronics

Industry

10,001+

Employees

Mission & Purpose

We are Big In Your Life. A journey like no other. Offering innovative products and services, reaching out to millions globally, adding value and adding purpose. As a global industrial powerhouse, we impact millions of lives daily. A global conglomerate, Aditya Birla Group is in the League of Fortune 500, anchored by an extraordinary force of over 187,000 employees belonging to 100 nationalities across 41 countries. We are Big In Your Life through a myriad of offerings, from aluminium beverage cans to construction materials, fashion wear, tyres and plastics, voice and data services, and much more. Our seven decade-long growth journey is underpinned by our philosophy of responsible business practices and stakeholder value creation. Today, Aditya Birla Group businesses are global powerhouses across sectors such as metals, pulp and fibre, chemicals, textiles, carbon black, telecom and cement. Our overseas operations across North America and South America, Europe, Africa and Asia account for 50% of the Group's revenues. We are an employer of choice and were named the 'AON Best Employer in India' for 2018 - the third time in the last seven years.