Lead - Sales - Virtual Channel - Mutual Funds

Job Title: Lead - Virtual Channel

A. Designation: AVP/VP

Department: Sales

Direct Reporting: Head of Sales & Marketing

Location: Thane

B. PURPOSE OF THE ROLE

Managing sales through Retail Distribution channel (predominantly IFAs) through Virtual Channel. It is a revenue generating role as there is direct responsibility for acquiring and retaining assets from a set of relationships tagged to the VRM team

C. KEY ACTIVITIES

- Activating dormant distribution relationships in the defined and mapped set

- Empanelling new distributors for the targeted set - Increasing sales market share from the distribution relationships

- Ability to map the segment to arrive at effective coverage, resourcing needs, initiatives

- Focus on distribution engagement through activities, events & other ongoing initiatives

- Gather and use market intelligence ensuring correct and effective coverage

- Ability to map the segment to arrive at effective coverage, resourcing needs, initiatives

- Focus on distribution engagement through activities, events & other ongoing initiatives

- Actively work towards implementing processes and ideas for increasing the volumes of channel partners on regular basis.

- Manage consistency of procedure and content

- Managing large teams (both onsite & offsite) to deliver on sales numbers primarily over voice and digital methods.

- Responsibility for recruitment, discipline, territory coverage

- Provide inputs and matrices for designing sales incentive structures

- Equip the team with sales inputs and tools to enable them to be effective in their roles, provide guidance to the team to handle objections, selling skills, effective monitoring of interactions etc.

- Train on call specific techniques

- Able to conduct training programs, presentations to large audiences - both physically and remotely

- Use Technology to reduce repetitive tasks and better reports, presentations, etc.

- Astute process orientation & diligent execution efficiency

Routine:

- Handling sales through Retail Distribution channel (predominantly IFAs) through virtually. The channel is non-physical, remote sales channel with very limited physical interface.

D. DISPLAY: KNOWLEDGE SKILLS AND EXPERIENCE

Educational Qualifications: MBA

Additional Certifications/Trainings (desirable): AMFI Certification

Prior Experience: 12-15 yrs. experience in Sales or Virtual Sales

Domain Knowledge: Sound knowledge of markets/business environment and various financial products.

E. COMPETENCIES

Behavioural: Team player, Ownership & Execution, Ability to deal with ambiguity and to solve unstructured problems

Technical: Astute process orientation & diligent execution efficiency, Sound knowledge of markets and various financial products