Vice President Sales And Marketing

Vice President Sales & Marketing Head

Department: Sales, Marketing & Business Development

Reporting To: CEO / Managing Director

1. Position Overview

We are looking for a dynamic, commercially driven, and strategic Vice President Sales & Marketing Head to lead business development, sales, marketing, and revenue growth for our fintech business, with a core focus on Registrar and Transfer Agent (RTA) services and capital market solutions.

The incumbent will be responsible for expanding the company's market presence, acquiring new corporate clients, developing institutional relationships, securing IPO and corporate action mandates, and building sustainable revenue streams across listed and unlisted companies.

The role will also lead the development of new business opportunities in Alternative Investment Funds (AIFs), Mutual Fund servicing, and other technology-enabled financial services. The successful candidate will combine a strong understanding of the Indian capital markets ecosystem with proven sales leadership, commercial acumen, and the ability to build strategic partnerships and high-performing teams.

2. Key Responsibilities

A. Sales Strategy, Business Development & Revenue Growth

• Develop and execute the overall sales and business development strategy in alignment with the company's growth objectives.
• Drive revenue growth and profitability across RTA services, IPO mandates, corporate actions, shareholder servicing, and allied capital market solutions.
• Identify, acquire, and develop relationships with listed companies, unlisted public and private limited companies, SMEs, startups, and prospective issuers.
• Build a strong business pipeline through merchant bankers, investment bankers, law firms, private equity funds, venture capital firms, corporate advisors, and other financial intermediaries.
• Identify new market segments, strategic accounts, and partnership opportunities to accelerate business expansion.
• Establish annual sales targets, revenue budgets, acquisition plans, and business development priorities.
• Own the complete sales cycle, from lead generation and client engagement to proposal submission, commercial negotiation, mandate acquisition, and relationship expansion.
• Drive recurring revenue, cross-selling, and long-term client value through a structured account management strategy.

B. IPO & Capital Market Transaction Business

• Lead business development for RTA and registrar services for Main Board IPOs, SME IPOs, Rights Issues, Qualified Institutions Placements (QIPs), preferential issues, and debt offerings.
• Generate mandates for corporate actions, including buybacks, open offers, delisting, and other capital market transactions, as applicable to the company's service portfolio.
• Develop strong relationships with merchant bankers, investment banks, stock exchanges, depositories, legal advisors, Company Secretaries, and other capital market participants.
• Position the company as a preferred service provider for issuers and transaction intermediaries through differentiated service offerings, operational capabilities, technology, and competitive commercial proposals.
• Coordinate with internal operations, compliance, technology, and transaction teams to support mandate onboarding and successful execution.
• Represent the company at industry conferences, IPO roadshows, capital market forums, networking events, and relevant industry associations.

C. Institutional Sales & Strategic Relationship Management

• Build and maintain senior-level relationships with corporate promoters, CFOs, Company Secretaries, compliance heads, finance leaders, and board-level stakeholders.
• Develop strategic alliances with merchant bankers, investment bankers, law firms, corporate advisors, and financial institutions to generate sustainable business referrals.
• Establish a structured institutional sales and key account management framework.
• Understand client requirements and position appropriate RTA, shareholder servicing, corporate action, and investor servicing solutions.
• Drive client retention, account growth, service diversification, and customer satisfaction.
• Develop a relationship-led business model that generates repeat mandates and long-term strategic partnerships.

D. Sales & Marketing Strategy

• Develop and implement an integrated sales and marketing strategy to strengthen brand visibility and market positioning in the fintech and capital markets ecosystem.
• Create targeted marketing campaigns for listed companies, unlisted companies, SMEs, startups, and potential capital market issuers.
• Develop corporate presentations, service brochures, pitch decks, proposals, commercial offers, and client-specific business solutions.
• Conduct competitor analysis, market mapping, industry research, and opportunity assessment to identify new revenue streams.
• Monitor regulatory developments, market trends, capital market activity, and competitor strategies to refine sales priorities.
• Build a structured lead generation, sales conversion, and customer engagement framework supported by CRM and performance analytics.
• Work with senior management to develop the company's market positioning, value proposition, and brand communication strategy.

E. AIF & Mutual Fund Business Expansion

• Develop a comprehensive business roadmap for entering or expanding into AIF and Mutual Fund servicing opportunities.
• Identify prospective clients among AIF managers, asset management companies, fund houses, wealth management firms, and other eligible financial institutions.
• Evaluate opportunities in investor onboarding, KYC support, investor and unit-holder servicing, transaction processing, record maintenance, reporting, and technology-enabled fund administration, as applicable to the company's capabilities and regulatory permissions.
• Establish strategic partnerships with fund managers, asset managers, custodians, distributors, technology providers, and other relevant industry participants.
• Conduct market assessments covering business potential, competitive landscape, pricing, technology requirements, operational readiness, and regulatory prerequisites.
• Prepare a phased expansion plan with revenue projections, investment requirements, go-to-market strategy, and implementation milestones.
• Work with product, technology, compliance, and operations teams to develop market-ready services and scalable business models.

F. Commercial Management & Profitability

• Own the sales budget, revenue forecast, business pipeline, and profitability objectives for the assigned business verticals.
• Develop pricing strategies for recurring RTA services, IPO mandates, corporate actions, and transaction-based assignments.
• Lead commercial negotiations and finalize pricing, contractual terms, and service agreements within the company's approval framework.
• Monitor client-wise revenue, deal conversion, acquisition costs, margins, and profitability.
• Evaluate the commercial viability of new business opportunities and recommend appropriate pricing and engagement structures.
• Present periodic business performance reviews, forecasts, and strategic recommendations to the CEO and senior management.

G. Product, Technology & Fintech Collaboration

• Work closely with product and technology teams to identify market requirements and develop technology-led RTA and investor servicing solutions.
• Promote digital onboarding, automation, investor self-service platforms, workflow management, analytics, and other relevant fintech capabilities.
• Translate customer feedback and industry developments into product enhancement opportunities and differentiated service offerings.
• Support the development and commercialization of new products and services that improve client experience, operational scalability, and revenue potential.
• Drive collaboration between sales, marketing, operations, compliance, and technology teams to ensure effective service delivery and client onboarding.

H. Leadership & Team Management

• Lead, mentor, and develop the sales, marketing, and business development team.
• Define team structures, sales territories, account ownership, performance targets, and individual growth objectives.
• Establish a disciplined sales management process covering lead tracking, pipeline reviews, conversion ratios, revenue forecasting, and performance reporting.
• Build a high-performance culture focused on accountability, client satisfaction, innovation, and profitable growth.
• Work closely with the CEO and functional heads to align commercial priorities with the company's overall business strategy.

3. Qualifications & Experience

• Graduate or postgraduate qualification in Finance, Commerce, Business Administration, Marketing, or a related discipline.
• MBA in Finance, Marketing, or Business Management preferred.
• 1218+ years of relevant experience in sales, marketing, institutional business development, or revenue leadership within the RTA, capital markets, securities services, financial services, or fintech industry.
• Demonstrated track record of acquiring corporate clients and generating business for RTA services, IPO mandates, corporate actions, or related capital market solutions.
• Established professional network among merchant bankers, investment bankers, corporate issuers, listed companies, and capital market intermediaries.
• Proven experience in managing revenue targets, commercial negotiations, strategic partnerships, and high-value client relationships.
• Exposure to AIF, Mutual Fund, investor servicing, fund administration, or technology-enabled financial services will be an advantage.
• Good understanding of the Indian capital market ecosystem and relevant SEBI, stock exchange, and depository requirements.
• Experience in leading sales teams and working with cross-functional technology, operations, compliance, and product teams.

4. Core Competencies

• Strategic sales leadership and business development.
• Institutional relationship management and network building.
• Revenue ownership, commercial negotiation, and deal closure.
• RTA and capital market transaction expertise.
• Strategic marketing, market positioning, and client acquisition.
• Business planning, forecasting, and profitability management.
• New product commercialization and fintech business expansion.
• Team leadership, performance management, and stakeholder engagement.
• Strong communication, presentation, and executive-level relationship skills.

5. Key Performance Indicators (KPIs)

• Achievement of annual revenue and profitability targets.
• Number and value of new RTA and capital market mandates secured.
• New corporate client acquisition and conversion rate.
• Growth in recurring RTA and shareholder servicing revenues.
• Business generated through merchant bankers and strategic referral partners.
• Growth in IPO, SME IPO, Rights Issue, QIP, debt offering, and corporate action mandates.
• Client retention, satisfaction, and cross-selling revenue.
• Sales pipeline coverage, forecast accuracy, and deal closure efficiency.
• Progress in establishing AIF and Mutual Fund servicing business lines.
• Team productivity and achievement of individual and collective sales targets.

Interested candidates can share their resumes at hr2@bigshareonline.com or DM 7045047404