Channel Head - Business Development - Organized Wealth

ROLE OVERVIEW:

We are looking for a strategic and commercially driven Channel Head - Business Development to grow the Organized Wealth channel by strengthening relationships with private banks, foreign banks and wealth management partners. The role will lead channel strategy, drive AUM and sales growth, expand customer acquisition, and build strong partnerships across Equity, Debt, Alternatives and PMS.

KEY RESPONSIBILITIES:

• Develop and execute the channel business plan to grow AUM, gross and net sales, SIP business and customer acquisition across assigned distribution partners.
• Build, deepen and manage senior-level relationships with private banks, foreign banks and wealth management institutions.
• Identify growth opportunities by analysing partner performance, market trends, competitor activity and distributor-specific business potential.
• Partner with investment, research and product teams to communicate fund-house views, showcase product performance and support product approvals and platform onboarding.
• Lead commercial discussions and negotiate competitive, sustainable pricing and revenue-sharing arrangements while protecting AMC profitability.
• Design and drive joint campaigns, product-focused initiatives and strategic projects with distribution partners to improve business outcomes.
• Coordinate with regional sales teams to align channel priorities, support regional targets and monitor performance through regular business reviews.
• Work across Retail, Institutional Sales, Alternatives (PMS/AIF/RE) and Offshore teams to identify cross-channel opportunities.
• Maintain strong engagement with partner research, product and central sales teams to improve product visibility, recommendations and AUM retention.
• Lead, coach and develop the team, establish clear performance expectations and drive accountability and productivity.

KEY SUCCESS MEASURES:

• Growth in AUM, gross sales, net sales, SIPs and customer acquisition.
• Strength and depth of strategic banking and wealth-management partnerships.
• Partner activation, product approvals, campaign effectiveness and sales productivity.
• Profitable commercial arrangements and achievement of channel-wide targets.

IDEAL CANDIDATE PROFILE:

• Relevant experience in the Asset Management / Mutual Fund industry, with strong exposure to organized wealth and distribution partnerships.
• Established relationships with private banks, foreign banks and wealth management platforms.
• Demonstrated capability in channel business development, sales strategy, AUM growth and senior stakeholder management.
• Strong commercial negotiation, analytical, communication and cross-functional project management skills.
• Experience leading teams and influencing regional sales stakeholders to deliver business targets.