Job Description:

Job Title: Regional Manager Business Development (Passive)

Business Unit: ABC

Location: Pan India

Reports To: Head Business Development (Passive)

Function: Business Development Passive Business

Department: Passive Business

Designation: Regional Manager Business Development (Passive)

Job Purpose: The role is responsible for driving Passive (ETF & Index) business across all sales channels within the assigned region. The incumbent will focus on increasing passive AUM, expanding distributor networks, executing business strategies, and supporting regional sales teams to achieve business objectives.

Key Responsibilities:

1. Business Development:

- Drive Passive (ETF & Index) sales across the assigned region.

- Coordinate with Regional Heads, Cluster Heads, Branch Managers, and Relationship Managers to execute passive business strategies.

- Conduct training sessions to enhance product knowledge and improve market share.

- Execute product-specific campaigns across all sales channels.

- Position passive investment products through distributors and sales teams.

- Identify and onboard new MFDs, RIAs, National Distributors, and emerging distribution partners.

- Develop strategic alliances and expand distribution through digital and new-age platforms.

- Organize distributor meets, investor awareness programs, and product workshops.

2. AUM Growth:

- Drive incremental AUM through ETFs, Index Funds, and New Fund Offers (NFOs).

- Identify the right product mix based on market conditions.

- Execute scheme-wise campaigns to improve passive AUM.

- Monitor regional market share and business performance.

3. Operational Excellence:

- Coordinate with Operations and Technology teams for smooth ETF transaction execution.

- Establish customized transaction processes for distributors.

- Resolve transaction, brokerage, operational, and process-related issues.

- Collaborate with Operations, Compliance, and Technology teams to improve business processes.

4. Performance Tracking & MIS:

- Maintain accurate and timely MIS and dashboards for regional performance.

- Track AUM, sales, distributor productivity, and campaign performance.

- Identify business gaps using MIS and implement corrective actions.

- Share periodic business reports with senior management.

5. Sales Enablement & Training:

- Conduct product and process training for Relationship Managers and sales teams.

- Improve product proficiency across sales channels.

- Support branches in executing passive business initiatives.

- Build a structured RM support and capability development framework.

Key Challenges:

- Achieving consistent Passive AUM growth across the assigned region.

- Expanding the distributor ecosystem through MFDs, RIAs, National Distributors, and strategic partners.

- Driving product adoption through campaigns and training initiatives.

- Ensuring MIS accuracy, CRM discipline, and timely reporting.

- Supporting branch teams in improving passive business penetration.

- Coordinating effectively with multiple internal departments to ensure smooth business execution.

Principal Accountabilities:

Business Development:

- Execute product-specific sales campaigns across all sales channels.

- Position passive products through distributors and relationship managers.

- Onboard new distributors and provide end-to-end business setup support.

- Develop strategic partnerships to expand distribution reach.

- Explore new distribution opportunities, including digital platforms.

Operational Excellence:

- Coordinate with Operations and Technology teams for seamless ETF deal execution.

- Design distributor-specific transaction processes.

- Resolve operational and transaction-related issues.

- Improve existing operational workflows in coordination with internal teams.

AUM Growth:

- Drive daily incremental AUM growth.

- Execute NFO campaigns.

- Improve scheme-wise AUM through focused sales initiatives.

- Recommend appropriate product mix based on market conditions.

Relationships:

- MIS Team: Daily - Review targets, business performance, and regional MIS

- Operations Team: Daily - Support transaction execution and distributor onboarding

- Compliance Team: As Required - Ensure regulatory compliance and process adherence

- Technology Team: As Required - Resolve platform and operational issues

- Sales Teams: Daily - Drive business growth, campaigns, and product positioning

- Distributors / MFDs / RIAs / Channel Partners: Daily - Business development, onboarding, training, and relationship management

Preferred Candidate Profile:

- Graduate/Postgraduate in Commerce, Finance, Business Management, or related discipline.

- 8-12 years of experience in Mutual Funds, Asset Management, Passive Funds, ETFs, Index Funds, or Capital Markets.

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

- Experience in managing distributor networks, MFDs, RIAs, National Distributors, and branch sales teams.

- Strong business development, relationship management, analytical, and stakeholder management skills