Team Lead- VRM

About Us

Anand Rathi Share and Stock Brokers Limited is a leading financial services company with 30 years of proven market excellence. The company offers a wide range of products and services under brokerage and distribution of equities, commodities, currencies and mutual funds. Anand Rathi has a strong presence in India and abroad and serves a diverse client base.

We are now expanding our online business aimed at Millennials and GenZ customer segments via a digital first offering. We are committed to advance the financial well-being of our customers through transparent and responsible product offerings.We are seeking a dynamic and results driven individual to lead our team as VRM Lead

Position Overview

You will be responsible to manage a team of Virtual Relationship Managers (VRMs). This team will promote stock market products and grow digital revenue through virtual channels.

You will be responsible for setting team goals, creating revenue strategies, and ensuring optimal performance through client activation, revenue generation and client retention strategies.

You will play a key role in scaling digital revenue, optimizing customer journeys for activations, and providing leadership to ensure that the team meets both individual and team-wide targets.

Key Responsibilities:

1) Lead a High Impact Team:

• Lead, manage, and motivate a team of Virtual Relationship Managers to achieve revenue growth and client activation goals for products like Mutual Funds, Fixed Income Products, Insurance, etc.
• Set clear performance targets for VRMs, conduct regular performance reviews, and ensure alignment with overall AUM growth objectives.
• Develop coaching, training, and mentorship programs to enhance the skill set of your team, including virtual selling, client relationship management, and market knowledge
• Foster a collaborative and results-driven culture among the team to ensure high morale, engagement, and productivity
• Ensure that the VRMs deliver a high level of personalized service, answering queries, resolving issues, and addressing concerns effectively in a virtual environment.
• Work with the team to implement customer feedback loops, ensuring that client satisfaction is continuously improved and feedback is acted upon.

2) Performance Management:

• Establish key performance indicators (KPIs) for the VRMs and ensure targets related to customer acquisition, product sales, and revenue growth are met
• Train and empower VRMs on the latest sales techniques and product knowledge to improve digital client interactions and drive conversions
• Use data-driven insights to monitor performance, track progress, and identify areas of improvement.
• Conduct regular one-on-one meetings with VRMs to provide feedback, address challenges, and ensure ongoing professional development
• Lead by example by actively participating in virtual calls with clients, handling high-value clients, and addressing escalations
• Drive the adoption of new technologies that enhance the virtual customer experience, such as AIdriven Chatbots, digital advisory platforms, and automated email campaigns
• Provide guidance to VRMs on regulatory compliance, internal policies, and best practices for maintaining trust with clients
• Monitor and mitigate risk associated with virtual interactions, ensuring that clients are wellinformed of risks involved in stock market products.

3) Client Activation & Retention:

• Work with the VRMs to design and execute customer acquisition strategies through digital touchpoints, including online consultations, webinars, and virtual product demos
• Guide the team in delivering personalized virtual interactions, ensuring the identification of client needs and the provision of suitable stock market products
• Develop and execute strategies to increase client retention, enhance engagement, and maximize lifetime value through continuous digital interactions

4) Data Analysis & Reporting:

• Monitor key metrics, including Average revenue per user, return on Investment, Customer Lifetime Value and customer engagement levels
• Use data analytics tools to measure the success of digital initiatives and VRM activities, adjusting strategies and tactics as needed
• Provide detailed reports to senior leadership regarding the teams progress toward meeting digital revenue goals and client growth

Personal Skills:

• Exceptional Verbal, Written Communication and Presentations Skills
• Familiarity with trading platforms, stock market operations, and deep understanding of Financial products
• Ability to drive performance through virtual coaching and digital tools
• Strong analytical and data-driven decision-making skills with the ability to generate insights from performance metrics
• Should have strong networking & relationship building skills
• Excellent client relationship skills with a focus on delivering value and ensuring customer satisfaction
• Organised, high energy, results driven, superior problem solving skills & high attention to detailing
• Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic environment. Should be a self-starter and proactive target oriented
• Ability to adapt to changing market conditions, customer preferences, and internal dynamics to ensure continued success
• Effective time management skills to handle multiple tasks simultaneously and meet tight deadlines

Qualifications:

• Bachelors degree in Finance, Economics, Business, Marketing, or a related field. A Masters degree (MBA) or certifications in financial services is preferred
• 5+ years of experience in digital sales, or revenue growth within the stock market, investment, or fintech industry
• 2+ years of experience leading virtual teams, with a focus on digital sales and client management
• Proven track record of driving digital revenues from stock market products through online platforms.
• Strong communication and interpersonal skills, with an emphasis on empathy and understanding
• Familiarity with CRM tools and virtual collaboration software
• Knowledge of Stock Market & NISM Certification