Cluster Manager - Bhopal

Role Overview

This role is focused on expanding and strengthening the franchisee network in the assigned region while steering business growth in line with the organization’s processes and targets for business size, volumes, revenue commitment, revenue-sharing expectations, and other performance measures.

Business Scope

• Organization workforce size: 800
• Department workforce size: 45
• Active business partners to be managed: 30
• New franchisee acquisitions targeted: 8
• Productivity target: 10x
• Online revenue contribution: 60%
• Cross-sell target: 300

Job Context and Challenges

Aditya Birla Money Ltd. operates as a brokerage business across equity, commodity, and currency segments. It has a workforce of around 800 people across about 40 locations and serves a customer base of more than 3 lakh. Commodity operations are handled through its wholly owned subsidiary, Aditya Birla Commodities Broking Limited. The company works in a highly regulated environment with oversight from SEBI, RBI, AMFI, FMC, IRDA, and several exchange and depository bodies such as NSE, BSE, NCDX, MCX, NSDL, and CDSL. It also competes in a fragmented and highly competitive market against major national brokerages and local players.

Franchisee acquisition and management is part of the retail sales function and involves identifying suitable franchisees, onboarding them, and managing the relationship to grow reach and volumes across the assigned cluster and region.

Primary Purpose of the Role

• Acquire franchisees and drive business growth and net revenue achievement from mapped partners.
• Identify and engage potential entrepreneurs as well as franchisees operating with competitors.
• Complete registration and onboarding documentation and coordinate timely activation.
• Build and maintain strong partner relationships to improve client traction and revenue generation.
• Promote cross-selling of ABC products among mapped business partners.

Key Responsibilities

• Deliver revenue targets from existing franchisee partners through active engagement and business support.
• Build pipeline and close new franchisee acquisitions in high-potential markets.
• Assess regional market opportunities, map competitor presence, and identify promising business pockets.
• Coordinate approvals, registration, onboarding, activation, and business transfer from newly converted partners.
• Support franchisees with local marketing, client acquisition, and business expansion efforts.
• Strengthen partner capabilities to improve revenue generation across derivatives, commodity, and currency products.
• Encourage migration of clients and partners to mobile, web, and executive trading platforms to improve efficiency and reduce operating costs.
• Conduct or arrange training for partners and clients on online trading platforms.
• Ensure strict compliance with company policies, regulatory requirements, and statutory norms in all franchisee interactions.
• Guide franchisees on pre- and post-order confirmation practices to reduce unauthorized trade issues.
• Support cross-sell of third-party and ABC products through training, communication, and contest participation.

Major Challenges

• Managing risk associated with franchisee clients according to company policy.
• Maintaining compliance, surveillance, and statutory adherence in a tightly regulated environment.
• Competing for strong franchisee acquisitions against rivals offering aggressive technology and commercial terms.
• Ensuring business transfer, activation, and sustained revenue from converted franchisees.
• Protecting retention amid competitor attempts to attract partners with better commercial offers and rewards.
• Driving high activation levels and helping franchisees acquire clients despite volatile market conditions.

Important Working Relationships

Internal: RMS, Surveillance, Compliance and Legal, Franchisee & Customer Care, Onboarding Team, Technology, and HR. Interactions occur daily or as needed for limits, exposure, surveillance, statutory matters, onboarding, technology support, and HR-related requirements.

External: Existing and prospective franchisees, and industry peers. Interactions are typically daily, weekly, or fortnightly to manage relationships and gather market intelligence.

Reporting Structure

The role reports to a Manager. No direct reports are specified.

Additional Information

This job description is based on the organization’s internal JD template and includes sign-off requirements for the job holder and manager in the hard-copy record.

Sign-Off Note

The hard copy of the job description is to be maintained in organizational records, with signatures required from the manager and the job holder.