Zonal Head sales

Role: Zonal Sales Head - PMS & AIF (B2B Distribution)

Location: Mumbai

Position Overview

We are seeking an accomplished Zonal Sales Head to lead and drive our Portfolio Management Services (PMS) and Alternative Investment Fund (AIF) business through B2B distribution channels. This strategic leadership role will be responsible for expanding our presence across the zone, building strong distributor relationships, and achieving aggressive revenue targets.

Key Responsibilities

Business Development & Revenue Generation

• Drive sales of PMS and AIF products through B2B distribution channels including IFAs, MFDs, wealth managers, and financial advisors
• Achieve and exceed zonal sales targets and AUM (Assets Under Management) goals
• Develop and execute comprehensive business plans to maximize market penetration and revenue growth
• Identify and onboard new distribution partners to expand the network across the zone
• Build and maintain strong relationships with key distributors, wealth management firms, and financial intermediaries

Team Leadership & Management

• Lead, mentor, and manage a team of sales professionals and relationship managers across the zone
• Set clear performance objectives, monitor progress, and drive accountability
• Conduct regular training sessions on product knowledge, sales techniques, and market trends
• Foster a high-performance culture focused on results and customer satisfaction
• Recruit, develop, and retain top sales talent

Strategic Planning & Market Intelligence

• Analyze market trends, competitor activities, and identify growth opportunities in the zone
• Develop zone-specific strategies aligned with overall organizational objectives
• Provide regular forecasts, sales reports, and market intelligence to senior management
• Collaborate with product and marketing teams to customize offerings for regional needs
• Represent the organization at industry events, conferences, and networking forums

Relationship Management & Client Servicing

• Maintain strong relationships with top-tier distributors and key accounts
• Ensure superior service delivery and resolution of distributor concerns
• Conduct regular business review meetings with distribution partners
• Work closely with operations and compliance teams to ensure smooth onboarding and transactions
• Act as an escalation point for critical client and distributor issues

Compliance & Risk Management

• Ensure all sales activities comply with SEBI regulations and internal policies
• Maintain accurate documentation and reporting as per regulatory requirements
• Promote ethical sales practices and adherence to industry standards
• Work with compliance team to ensure distributor due diligence and KYC processes

Required Qualifications

Education & Certifications

• MBA in Finance, Marketing, or related field from a reputed institution

Experience

• 10-15 years of experience in financial services sales, with at least 5 years in PMS/AIF distribution
• Minimum 4-5 years in a leadership role managing sales teams
• Proven track record of achieving sales targets and building AUM through B2B channels
• Strong network of IFAs, MFDs, wealth managers, and financial advisors in the zone
• Deep understanding of alternative investments, portfolio management strategies, and wealth management landscape

Preferred Qualifications

• Experience with leading asset management companies, PMS providers, or AIF houses
• Established relationships with top distribution houses and national distributors
• Experience in handling HNI and UHNI client segments through distributors
• Knowledge of digital distribution platforms and fintech partnerships

Skills & Competencies

Technical Skills

• In-depth knowledge of PMS and AIF products, structures, and regulations
• Understanding of SEBI guidelines for PMS and AIF operations
• Strong financial acumen and investment product knowledge
• Proficiency in CRM systems and sales analytics tools
• Excellent presentation and proposal development skills

Leadership & Interpersonal Skills

• Proven ability to lead, motivate, and develop high-performing teams
• Exceptional relationship-building and networking capabilities
• Strong negotiation and deal-closing skills
• Strategic thinking with ability to translate strategy into execution
• Excellent communication skills (verbal and written)
• Ability to influence and engage stakeholders at all levels

Personal Attributes

• Results-driven with entrepreneurial mindset
• Self-motivated with high energy and initiative
• Ability to work in a fast-paced, target-driven environment
• Strong business ethics and integrity
• Willingness to travel extensively within the zone

Reporting Structure

Reports to: CEO

Key Performance Indicators (KPIs)

• Zonal sales targets and AUM growth
• Number of active distributors and new distributor onboarding
• Market share in the zone
• Team productivity and performance metrics
• Distributor satisfaction scores
• Product mix and diversification across PMS and AIF offerings