Zonal Head - Acquisition

Key Requirement

Senior sales leader with 18–23 years of experience in sales/business development, preferably in the broking, wealth management or financial services industry, with strong experience in managing large regional teams, driving business profitability and achieving acquisition and revenue.

Job Summary

The Zonal Head – Acquisition will be responsible for driving the overall profitability and productivity of the zone through sustainable customer acquisition and business growth. The role will lead Regional Heads and Sales Managers, improve productivity, identify training needs and ensure effective customer acquisition and activation. The role will also work closely with ICICI Bank teams and other stakeholders to strengthen cross-sell and sourcing opportunities.

Roles and Responsibilities

• Drive zone-level business profitability, productivity and customer acquisition in line with organisational objectives.
• Lead and manage a team of Regional Heads, who will drive direct acquisition through their respective Sales Managers.
• Plan and monitor sales activities to achieve acquisition, productivity and customer activation.
• Guide and motivate Regional Heads and Sales Managers to improve performance and achieve business objectives.
• Review regional/branch performance, identify gaps and implement corrective actions.
• Identify training and capability-building needs and drive interventions to improve team productivity.
• Work closely with ICICI Bank Branch Managers, Regional Heads and Centre Managers to leverage the banks network for customer acquisition.
• Work with Centre Managers of ICICI direct centres, Branch Managers and Regional Head of ICICI Bank groups like Salary account team, Investment Service team for local promotion activities and potential cross sell opportunities for selling ICICI Direct accounts
• Ensure effective coordination with HR and Admin teams for smooth execution of business requirements.
• Seek necessary permissions and support for help-desk, activity and customer acquisition initiatives.
• Monitor market trends and track competition to identify opportunities and respond to changing market dynamics.
• Ensure strong stakeholder management and timely review of business performance across the zone.

Qualification:

• Graduate / MBA from a recognised institution.
• MBA/Postgraduate qualification in Marketing, Sales, Finance or a related discipline will be preferred.

Experience & Skills

Experience

• 18–23 years of relevant experience in Sales, Business Development, Customer Acquisition or Relationship Management.
• Preferably from Stock Broking, Wealth Management, Banking, Financial Services or allied industries.
• Strong experience in leading large, geographically distributed sales teams.
• Experience in managing regional/zonal business targets, productivity and profitability.
• Proven experience in customer acquisition and channel/branch-led sales.

Key Skills

• Sales & Business Development
• Customer Acquisition
• Team & People Leadership
• Business & P&L Orientation
• Sales Productivity Management
• Stakeholder Management
• Cross-functional Collaboration
• Performance Management
• Market & Competition Analysis
• Training & Capability Development