Regional Head Passive Business

Location: Mumbai

Industry: Asset Management Company (AMC)

Function: Institutional / Passive Business

Role Overview:

We are looking for an experienced Regional Head Passive Business to lead and drive the growth of the Passive Investment Business across the region. The role will focus on expanding the institutional franchise, strengthening relationships with Family Offices, NDs and other institutional investors, and driving AUM through ETFs, Index Funds and other passive investment solutions.

Key Responsibilities:

- Develop and execute the regional business strategy for Passive Products, including ETFs, Index Funds and other passive investment offerings.

- Drive business development across Institutional Sales, Family Offices and NDs, with a strong focus on acquiring and retaining key relationships.

- Build and maintain senior-level relationships with Family Offices, institutional investors, NDs, wealth platforms and other large distribution partners.

- Identify new business opportunities and develop a strong pipeline to achieve AUM and revenue targets.

- Drive adoption and penetration of passive investment products across the institutional ecosystem.

- Work closely with product, investment, marketing and distribution teams to develop effective strategies for increasing passive product flows.

- Track market trends, competitor offerings and investor requirements to identify opportunities for business growth.

- Conduct regular client meetings, product presentations and investment discussions with key institutional stakeholders.

- Manage the complete sales cycle, including lead generation, relationship management, business conversion and ongoing engagement.

- Ensure strong servicing and engagement with existing institutional relationships to drive incremental AUM and repeat business.

- Lead, mentor and guide the regional team to achieve business objectives and strengthen market coverage.

- Prepare and present regular business updates, market insights and regional performance reports to senior management.

Key Requirements:

- 7-12+ years of relevant experience in Institutional Sales / AMC / Mutual Fund industry.

- Strong experience in Passive Business, Institutional Sales and Distribution.

- Proven exposure to Family Offices and NDs is mandatory.

- Strong understanding of ETFs, Index Funds and passive investment products.

- Existing relationships with institutional clients, Family Offices, NDs and large distributors will be an advantage.

- Demonstrated track record of AUM acquisition, business development and revenue generation.

- Experience in team handling and regional business management will be preferred.

- Candidates currently based in Mumbai or with strong Mumbai market exposure will be preferred.