Business Development Manager

Role overview

This position is focused on growing alternate asset sales across the assigned zone by enabling the sales team through distributor training and regular joint calls with the retail sales force. The role covers both Portfolio Management Services (PMS) and Alternative Investment Funds (AIF).

Business context

The organization has a widespread distribution setup with a presence in 150 locations nationwide, around 45,000 IFAs, 190 national distributors, and 85 banking partnerships. It also maintains an offshore presence through representative offices in Singapore, Dubai, and Mauritius. The workforce is approximately 1,000 employees, and the customer base is more than 2.5 million customers. Total gross sales are approximately 8.8 lakh crores.

The company offers a broad range of investment solutions, including equity schemes across diversified and sector-specific themes, hybrid funds, debt and treasury products, portfolio advisory services for high-net-worth individuals, and offshore funds for non-resident Indians. Around 176 schemes were being managed as of Dec 2015. The business follows a research-led, long-term investment approach and aims to deliver transparent and ethical service to investors.

A major challenge in this business is balancing growth and profitability in a highly competitive market while keeping pace with constantly changing regulatory expectations. The organization’s strengths include technology adoption, product innovation, a strong research team, a multi-channel distribution model, close regulator engagement through AMFI participation, and a people-management approach built around Satisfaction, Say, Stay, and Strive.

Job challenge and market opportunity

In the current market environment, PMS can add meaningful value because portfolios are concentrated and benchmark-agnostic. Since PMS is a high-margin offering, it can materially support the bottom line. Distribution opportunities span banks, national distributors, and IFAs, while direct selling should also be explored for large family-office-style investors.

Key responsibilities

• Deliver the allocated PMS sales target for the region.
• Onboard and activate targeted channel partners, then work closely with them to achieve revenue goals.
• Share information promptly and consistently with the sales team and distribution partners.
• Increase the number of joint sales calls with retail teams, particularly those involving HNI interactions with PMS representatives.
• Ensure a high standard of service for the sales team, distributors, and investors.
• Support documentation and operational processes in coordination with local operations and customer service teams.
• Coordinate with head office and branch teams to ensure reports, MIS, and other submissions are completed on time.
• Provide regular feedback to head office on the needs of the sales team, distributors, and investors.

Additional information

• Portfolio Management Services are positioned as a value-adding solution in the present market climate.
• The business uses a four-pronged delivery model: company branches and online channels, IFAs, national distributors, and banks.
• The organization emphasizes technology, product innovation, research depth, regulatory alignment, and people engagement.

Terms and conditions

• The company operates in a regulated and competitive environment.
• The role requires coordination across multiple internal teams and external distribution partners.