Consultant - Sales Analytics - BFSI

Job Summary:

- The candidate will be required to understand how different sales offices within IAS operate and provide crucial data driven insights to assist sales teams in targeting the right dealers to sell the right products including up-selling and cross-selling thereby focused on increasing revenues and market share in various regions within International Advisory Services.

- This will include a good understanding of our clients - the dealers who sell our products to our end customers, different types of dealers - including banks, IFAs, global distributors, etc, our sales processes, good understanding of the organization's products including SICAV, local products and institutional accounts.

- He/she will be required to analyze data from various sources, including our Sales datamart, third party data, competitor data to understand sales trends, both from a dealer and product perspective and explore opportunities in the markets.

- In addition he/she will be required to create and analyse data on an adhoc, need basis from time to time based on requirements from the management.

Job Duties/responsibiltiites:

Analytics and Insights:

- Analyze data from multiple sources, including but not limited to Sales datamart, third party data, industry/competitor data and identify trends and patterns that can be identified to target the right dealers with the right products

- Provide holistic analysis and actionable insight by using data to identify strategic insights that will help dictate the direction of the client engagement

- Provide analysis using fundamental statistical methods and techniques or business intelligence tools to prove hypothesis

- Proficient in Base SAS, SAS/Macros, SAS/Access

- Develop customizable user friendly excel based tools wherever possible that are suitable to each sales office/region which can be used by sales teams to identify dealers and products for their respective offices

- Develop understanding of needs for various offices through interaction with sales teams

- Collate large volumes of data for development of reports and analysis with interpretation of results in business context, including detailed findings and implications presented to key stakeholders at all levels

- Ensure proper metrics are set up, data is collected, and results are converted into insights with a clear action plan.

- Summarize the analysis and create exhibits that represent the findings/outcomes of the data effectively

- Identify, size and prioritize business opportunities for improvement through analytics

- Gather data, apply rigorous analysis methods, and synthesize conclusions into recommendations for business partners

- Work on ad hoc requests and projects for senior management and business units

- Using Analytics identify suitable funds for cross selling and up selling to dealers

Presentation and Communication:

- Translate complex analysis into simple action plans that can be presented to Country heads, Sales heads or wholesalers to help them make sales decisions

- Ability to communicate and influence sales teams to get their buy-in to take appropriate actions by way of presentations via conference calls, meetings and also over e-mail

- Provide valuable insights on various external and internal reports that are published periodically

- Follow up sales offices/ teams on various analysis or tools built, understand what has worked and what has not worked and build rapport overtime and become their trusted partner

Collaboration and building relationship with other related departments/teams

- Coordinate and work closely with other IBDG staff supporting sales offices/regions

- Leverage experience and partner with teams within sales, marketing, product and other teams with relevant subject matter expertise

Develop deeper relationships with business counterparts to deliver strategic insight and impart recommendations that potentially improve Sales

Requirements:

Education And Experience:

- MBA (Tier II institute), B.Tech/B.E. or equivalent combination of education and experience

- 6-9 years of professional work experience, preferably all or part with financial services industry

Licenses And Certifications:

- Six Sigma Black Belt - Desirable

Additional Desirable Qualifications:

- Strong analytics background

- Ability to present to senior management

- Ability to influence decisions and gain buy-in

- Ability to maintain confidentiality

Knowledge, Skills, And Abilities:

- A good understanding of the Asset Management Sales process and International Mutual Fund products

- Strong use of technology and analytical tools

- Excellent communication skills

- Ability to interpret sales reports, providing analytical commentary, when necessary

- Demonstrates an intermediate or advanced ability to perform mathematical calculations and analysis.

- Knowledge of working on BI tools like BO, Cognos, Microstrategy and Visual tools like Qlikview, Tableau

- Excellent knowledge on Statistical tools (SAS, minitabs, R, etc)

- Have knowledge of working on data-mining skills

Problem Solving And Decision Making:

- Collect all relevant data and choose the best option after reviewing all available information

- Ability to quickly analyze problems, resolve problems and own personal accountability for the impact of decisions on the division

- Ability to influence decisions, gain-buy, and execute

Physical Requirements:

- Ability to hear and speak to employees/management and outside business associates on the phone and in person

- Ability to sit for long hours at a time

- Ability to see the letters and numbers on a personal computer screen and on memos, reports and other documents (near vision)

- Requires moderate right and left hand coordination for the use of the personal computer

- Ability to maintain a professional image

Supervisory Responsibility:

- None at this time

Desired Leadership Skills:

- Change management and Influencing skills

Travel Requirements:

- Infrequent/Possible travel between the organization's sites

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