Purpose:

The purpose of the Channel Head is to strategically build incremental market share, drive sales and create new business opportunities in the foreign and private banking and the wealth management space by deepening existing partnerships with them.

Client Overview:

Foreign Banks, Private Banks and Wealth Management.

This entails engaging with them to build incremental market share measured in terms of AUM, Customer Acquisition, Gross and Net Sales in all asset categories (Equity, Debt, Alternates and PMS) and SIP, while being the internal nerve center linking investments, products, legal, finance compliance and sales in order to capture and capitalize the new business opportunities in a changing landscape.

Roles & Responsibilities:

- Writing business proposals to drive the organizational business plans and set up the roadmap for the year. Develop frameworks for engagement plans and deepening of organizational relationships with distribution partners.

- Actively work with the investment management and product teams to ensure that distribution partners have absolute clarity and comfort on different products so as to confidently approve and/or retain the on-boarding of ABSL AMC products on their distribution platforms.

- Negotiate a win-win pricing that is competitive for the distribution partners while at the same time keeping a balance of potential channel conflicts scenarios and AMC profitability.

- Program management and project management to ensure successful launch, track and drive campaigns by effectively coordinating internal and external teams to maximize business output.

- Share guidance with sales team across regions and hierarchy to ensure sales strategy and distribution tie-ups are executed as intended.

- Enthusiastically communicate and defend house views with research and product teams of all assigned relationships for AuM retention and growth, to gain their feedback, and understand their requirements in detail.

- Monitor overall distribution landscape and specific partner performance so as to identify and deliver corrective or improved actions to achieve target sales outcomes.

- Work closely with and drive multiple distribution verticals including retail sales, institutional sales, Alternates (PMS, AIF, RE) and offshore.

Accountability Supporting Actions:

- Develop and drive channel strategy by scanning the environment, interacting with key distribution teams, tracking competitors and identifying trends or areas of opportunity.

- Drive the sales team in a manner that is most suited to ABSL AMCs goals in the near and long term by understanding the nuances, strengths and weaknesses of every distributor in detail and creating a relevant action plan.

- Defines and drives the implementation of the communication plan to distribution partners and internal sales team which includes focusing on certain key product categories from time to time based on Fund house view and exclusive drives executed with distribution partners.

- Identifying and placing the right product with the right channel in a manner that will make sales closures easier for the sales teams across the regions.

- Own and drive the channel targets across all locations, monitoring sales on a daily, weekly, monthly and quarterly basis to track progress towards agreed sales targets with distributors.

- Optimize pricing negotiations with partners by understanding internal revenue sharing structures to negotiate the most optimal pricing strategies.

- Program and Project Management for long-term and short-term opportunities like building capabilities in ETFs, PMS or SIP book building.

- Strengthen and nurture ties with every Banking and wealth management relationship formally and informally.

- Facilitate seamless communication flow between internal and external stakeholders to improve sales productivity.

- Manage, guide, develop and groom the team, overseeing on-boarding, capability development and retention of team members to drive channel productivity.