Cluster Manager - Rajkot

Role Summary

This position is focused on expanding and strengthening the franchisee network in the assigned region, while driving business growth in line with approved processes, business size, volumes, revenue commitments, sharing ratios, and other defined measures.

Role Scope and Scale

Organization workforce: 800

Department workforce: 45

Active business partners: 30

New franchisee acquisitions target: 8

Productivity target: 10X

Online revenue contribution target: 60%

Cross-sell target: 300

Business Context

The business operates in equity, commodity, and currency broking. 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 a wholly owned subsidiary. The company is one of the leading securities trading players in the country, working in a fragmented equity broking market with a daily turnover of close to INR 2,000 crore and a market share of 1%.

The environment is highly regulated, with oversight from SEBI, RBI, AMFI, FMC, IRDA, and other bodies, along with monitoring and inspections by NSE, BSE, NCDX, MCX, NSDL, CDSL, and similar agencies. Competition is intense, with pressure from large national broking firms as well as local players.

What the Job Involves

The role sits within franchisee acquisition and management under retail sales. It covers identifying suitable franchisees, acquiring them, onboarding them, and managing long-term relationships to expand reach and improve volumes across the cluster and region.

Key Responsibilities

• Acquire new franchisees and drive overall business growth and net revenue as per target.
• Build and maintain structured outreach to potential entrepreneurs and franchisees moving from competitors.
• Complete documentation, approvals, registration, and onboarding coordination for new partners.
• Develop strong partner relationships to improve client traction, revenue generation, and business activation.
• Promote cross-sell of company products across mapped business partners.
• Support existing partners with research, sales inputs, and on-ground business expansion activities.
• Increase partner capability through regular engagement, training, and business planning for different segments such as derivatives, commodity, and currency.
• Encourage partners to shift clients to mobile, web, and desktop trading platforms to improve efficiency, reduce costs, and support compliance.
• Ensure adherence to compliance, surveillance, and statutory norms, including client confirmation and prevention of unauthorized trades.
• Coordinate with internal teams such as risk, surveillance, compliance, legal, onboarding, technology, HR, customer care, and related functions.

Major Challenges

The role requires balancing growth with strict risk and compliance expectations in a highly regulated business. It also demands the ability to win franchisees from competitors by offering strong commercial value, manage business transfer after conversion, operate in volatile market conditions, and retain partners who may be approached by competitors with better incentives.

Key Performance Areas

• Deliver revenue from existing franchisee partners in line with targets.
• Maintain active engagement with partners to support their growth and planned revenue output.
• Identify high-potential business areas and build networks with local entrepreneurs and competitor franchisees.
• Drive lead generation, closures, and timely registrations with proper approvals and documentation.
• Ensure post-registration induction and smooth business transfer, account opening, activation, and revenue generation.
• Support partner growth through customer acquisition, local marketing, and expansion planning.
• Strengthen partner capabilities to improve traction across derivatives, commodity, and currency segments.
• Maintain planned retention levels and motivate partners to build a strong funding book.
• Transition clients to digital platforms and train partners on mobile, web, and desktop trading.
• Run periodic training on third-party products and promote cross-sell through contests and incentives.

Reporting and Relationships

Reporting line: Reports to Manager

Direct reports: None stated

Internal stakeholders: Risk management, surveillance, compliance and legal, franchisee and customer care, onboarding, technology, and HR.

External stakeholders: Existing and prospective franchisees, and industry peers.

Sign-off Note

The source document mentions a formal job-description sign-off process, with the jobholder and manager required to sign the hard copy for organizational records.

Additional Information

This role is based in Rajkot, Gujarat, India. The source does not specify salary, perks, educational qualification, experience requirement, start date, application deadline, or vacancy count.