National Sales/Business Head - Securities & Financial Services

Job Description :

- To ensure business growth both in terms of Topline (Revenue) and bottom line (EBITDA) as specified in the business plan by ensuring high level client centricity, process development and adherence, financial robustness, strong relationships and team motivation.

- Ensuring risk free business operations by ensuring compliance to SEBI and data related regulations

- Drive processes, systems and research base that aim to protect client investments to the maximum degree

- Define, and review the long-term strategy for the business:

- Analyse the market, competitors and business environment to define the long-term strategy for the businesses

- Define business goals and targets for the year and long term and align resources to achieve the same

- Collaborate with teams and review the business goals on a regular basis to guide course of action for operations as per the strategy and targets

- Agreed business plan for the businesses

- Actual Vs target, P&L Management

- Continuously track progress towards the annual sales target and take steps if lagging behind.

- Monitor and ensure a healthy cash flow from business operations.

- Monitor and maximization of utilization of assets.

- Periodically review the fixed and variable cost of the business as against norms established and take corrective action where required.

- Review the performance of research team to ensure that Company brand image as protecting investment is kept intact

- Review performance of various channels and take decisions/ corrective steps wherever required

- Highlight deviations/risk situations to Director

- Revenue budget vs actuals

- EBITDA budget vs actuals

- Cash flow

Sales and Marketing :

- Prepare and approve a sales and marketing budget for ESL business

- Drive the brand awareness and positioning of ESL as per agreed plan

- Represent the company in events and conferences

- Drive business growth through partnerships and associations

- Continuously monitor the performance of all sales channels (retail, online, 3rd party etc.) to ensure they are ROI positive and see where to invest in future.

- Monitor the client pipeline, CRM conversions and life cycle of clients to take policy, process and pricing decisions

- Plan for digitalisation and revenue growth for such channels - Market Image

- % new customers through marketing / advertising

- New business enquiries

- New business generated from enquiries

Operational performance :

- Design and implement policies and processes that drive customer centricity, team performance, risk management and operational control

- Review and monitor the progress of team on sales, research, operations etc. to ensure teams are delivering as per the agreed plan and KRAs

- Ensure the advisory and research team have the capability to deliver sound advice to clients and protect their investments. Build systems and processes that highlight and aims to protect investments

- Ensure the team is equipped with adequate technology tools and models as per the requirement

- Design and implement methods for increasing client stickiness - Client satisfaction score

- Customer loyalty/stickiness

- Investment protection %

Ensure adherence to compliance :

- Design and implement systems and processes to ensure ESL comply to the latest regulations

- Interact with teams, finance department and Finance team at Escorts limited to ensure all regulatory compliance are adhered to

- Review and ensure all fillings and submissions to regulatory authorities are done correctly and on time - Non compliance

Talent Management :

- Hire best Analysts and provide them with adequate training for the commodities business

- Supervise maintenance of preferred staffing level

- Support HR team to develop performance standards and Key Performance/Result Areas (KPA/ KRA) & Key Performance Indicators (KPIs)

- Collaborate with the Head HR to identify talent and create strategies for retention.

- Define and review employee engagement plans for the business - Attrition %

- Attrition of key talents%

- Employee engagement index %

Functional Skills :

- Analytical skills

- Finance and Investment knowledge

- Visionary & Leadership quality

- Project Management

- Sales & Relationship Management Skills

- Ability to use CRM tools, promotion tools

MBA IN FINANCE