Sales Head - Alternate Business Channel - Bank

Sales Head - Alternate Business Channel - Mumbai

Our client is one of the most prominent mutual fund house in India.

Job Summary:

- As the Head of the Alternate Business Channel, the incumbent will be responsible for leading and expanding non-traditional sales channels to drive mutual fund sales and broader wealth product penetration leading to investor trust and satisfaction.

- This role will focus on increasing equity gross sales year over year while offering a comprehensive suite of investment solutions, including Mutual Funds (MFs), Portfolio Management Services (PMS), and Alternative Investment Funds (AIFs).

- The candidate will be expected to leverage existing client relationships and attract new HNIs, ultra-HNIs, family offices to drive asset mobilization. A key priority will be to initiate and scale non-discretionary PMS offerings for ABC clients, ensuring customized investment solutions aligned with evolving financial needs.

- Additionally, the role requires a strong understanding and ability to leverage strategic partnerships, digital distribution models, and business expansion through alternate channels.

The key areas of responsibilities are as follows:

Leadership of the Alternate Business Channel & Revenue Growth

- Spearhead the Alternate Business Channel, driving AUM growth through non-traditional sales networks, strategic partnerships, and digital investment platforms.

- Develop and implement a multi-channel sales strategy to enhance mutual fund penetration across fintech platforms, wealth-tech firms, family offices, and corporate treasuries.

- Drive year-over-year growth in equity gross sales by identifying high-potential investors and expanding wallet share among existing clients.

- Align investment solutions with client needs through data-driven sales insights, competitive benchmarking, and trend analysis.

Mutual Fund Sales & Wealth Product Distribution

- Lead mutual fund sales efforts, ensuring a structured and advisory-driven approach to attract HNIs, ultra-HNIs, and institutional investors.

- Expand the distribution of Mutual Funds (MFs), PMS, AIFs, ETFs, and Structured Products across direct sales channels.

- Develop innovative strategies to strengthen fund penetration through wealth managers, private bankers, and investment advisors (RIAs).

- Identify and activate dormant clients, optimizing client engagement and portfolio allocation strategies.

Business Development & Relationship Management

- Build and strengthen long-term relationships with HNIs, family offices, corporate treasuries, and institutional investors to enhance fund mobilization.

- Expand strategic partnerships with private banks, and wealth aggregators.

- Foster engagement with corporate investors, pension funds, and offshore clients through GIFT City offerings and cross-border fund flows.

- Analyse fund flows, investor behaviour, and liquidity trends to optimize product offerings and sales strategies.

Initiation & Expansion of Non-Discretionary PMS for ABC Clients

- Lead the development and launch of non-discretionary PMS services, offering clients tailored investment solutions while retaining decision-making authority.

- Collaborate with investment teams to design bespoke portfolio strategies that align with client risk appetite and market conditions.

- Implement digital engagement models to enhance portfolio tracking, client reporting, and investment transparency.

- Conduct targeted outreach, webinars, and high-touch engagement programs to educate clients on PMS benefits.

Business Expansion, Market Intelligence & Strategic Positioning

- Identify and capitalize on new client segments, high-growth opportunities, and alternative distribution models.

- Monitor competitor strategies, regulatory changes, and market trends to ensure a competitive edge in sales execution.

- Represent the company at industry events, investment summits, and wealth management forums to strengthen brand positioning.

Compliance, Risk Management & Sales Process Optimization

- Ensure that all investment advisory and sales activities are aligned with SEBI regulations, internal compliance policies, and ethical guidelines.

- Maintain sales hygiene, CRM tracking, MIS reporting, and performance analytics to drive data-backed decision-making.

- Implement risk assessment frameworks, due diligence protocols, and transaction oversight to protect investor interests.

- Keep senior management informed about emerging distribution trends, regulatory shifts, and technological advancements in investment solutions.

Investment Collaboration & Thought Leadership

- Work closely with the investment and product teams to design tailored investment solutions that align with evolving market conditions and client needs.

- Provide strategic insights on asset allocation, emerging asset classes, and competition benchmarking to guide fund positioning.

- Deliver market updates, economic outlooks, and investment thesis presentations to internal stakeholders, distributors, and institutional investors.

- Manage and engage dynamic team of skilled professionals, fostering a collaborative and engaging environment where each member feels valued and motivated. As a leader, provide clear direction and support to help each team member excel in their roles. Focus on developing strategies that not only enhance individual performance but also drive overall sales growth for the organization

Key Skills & Competencies:

- Proven leadership in heading alternate sales channels, mutual fund distribution, and investment advisory.

- Strong understanding of alternative investments, and private wealth distribution.

- Exceptional relationship management and strategic negotiation skills to drive business growth.

- Ability to identify new investment opportunities, build scalable distribution models, and implement digital transformation strategies.

- Strong analytical mindset with expertise in market intelligence, trend analysis, and competitive positioning.

Academics:

- MBA/CA/CFA + CFP or equivalent qualification in finance or related fields.

- 18-20 + years of experience in asset management, wealth management, or related financial services.

Location: Mumbai