Director sales

Job Description

Location: Mumbai (BKC)

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Department: B2B Sales & Distribution

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Reports To: CEO

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Experience: 12+ years in B2B financial product sales / distribution leadership

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Compensation: Competitive fixed component plus performance-linked incentives, along with ESOPs. A meaningful portion of total compensation is variable and linked to AUM/revenue delivery.

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About the Organisation

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A SEBI-registered quantitative investment advisory and PMS house running a substantial and fast-growing AUM base. The firm combines quantitative models with behavioural finance inputs to build data-driven portfolios across the wealth spectrum.

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Role Overview

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Own and scale the institutional and intermediary business across India. This is a leadership mandate, not an individual contributor seat - you will build the B2B distribution franchise for the firm's PMS, AIF and quantitative strategies, carry the AUM number for the channel, and work alongside the CEO on go-to-market strategy.

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The ideal candidate brings a proven record of building and exceeding large AUM/revenue targets, deep relationships across IFAs, RIAs, family offices and wealth managers, and the credibility to represent a quant-driven house in front of institutional allocators and distribution heads.

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Key Responsibilities

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Business Development & Growth

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• Own the institutional and channel AUM target end to end, with full accountability for the distribution P&L
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• Drive AUM growth through partnerships with national distributors, RIAs, IFAs, MFDs, family offices and wealth management firms
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• Identify, onboard and nurture scalable B2B relationships across India
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• Manage the full sales lifecycle from lead generation and pitching through to closure and ongoing engagement
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• Align sales efforts with marketing, research and product teams
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Leadership & Team Building

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• Build, mentor and scale the institutional and channel sales team as the franchise grows
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• Set coverage models, territory design, productivity benchmarks and incentive structures
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• Act as senior escalation point for key partner and institutional relationships
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Client Relationship Management

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• Serve as trusted advisor to channel partners and institutional clients
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• Run product presentations, investment discussions and performance reviews to strengthen retention
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• Maintain a deep read on client needs and market trends to position products effectively
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Strategy & Market Intelligence

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• Partner with the CEO on distribution strategy, pricing and positioning
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• Track pipeline, sales metrics and performance data to drive decisions
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• Gather market intelligence to refine go-to-market
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Compliance & Brand Representation

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• Ensure all sales and client interactions are fully SEBI-compliant
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• Represent the firm at industry forums, conferences and partner events
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What We're Looking For

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• 12+ years in B2B financial product sales (PMS, AIF, Mutual Funds or Investment Advisory), including time in a leadership or channel-head capacity
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• Demonstrated success building large-scale AUM through institutional and distributor networks
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• Strong existing network across IFA, RIA, family office and wealth management ecosystems
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• Experience owning a distribution number; ideally leading a sales team
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• Excellent communication, presentation and negotiation skills with CXO-level stakeholders
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• Deep understanding of capital markets, portfolio management and investment products; comfort with quantitative strategies a strong plus
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• MBA (Finance/Marketing), CFA, CA, CFP or equivalent preferred
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• NISM certifications mandatory
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What's On Offer

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• Direct reporting into the CEO in a high-visibility leadership role
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• ESOPs and benefits aligned to franchise growth
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• Ownership of the full distribution charter at a growing quant-driven PMS platform
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