Channel Head – MFD- Mutual Funds Company

Channel Head – MFD

Business Development | Sales | Mumbai

Function: Sales – Business Development

Location: Mumbai

Reports To: Head – Business Development

Team Size: 4 (including direct and indirect reports)

About the Role

We are looking for a seasoned business development professional to lead the Mutual Fund Distributor (MFD) . This is a high-visibility, strategic role responsible for driving AUM growth, deepening distributor relationships, and enabling the national sales team across all distribution touchpoints.

The MFD channel is a critical distribution pillar, contributing significantly to overall AUM. The Registered Investment Advisor (RIA) segment is a fast-growing, advisory-led channel that this role will help build and scale.

Key Responsibilities

Channel Strategy & Growth

• Design and drive the end-to-end MFD channel strategy, including empanelment, pricing, and engagement programmes
• Identify and activate new distribution opportunities, including RIA onboarding and non-empanelled distributor segments
  
• Monitor market trends and competitor moves to recommend proactive strategy adjustments

Brokerage & Pricing

• Structure and manage brokerage frameworks balancing distributor competitiveness, regulatory compliance, and AMC profitability
• Negotiate win-win pricing with key distribution partners for fresh inflows across equity, debt, and alternate asset classes

Distributor Engagement & Loyalty

• Manage loyalty programmes designed to deepen MFD engagement and drive incremental market share
• Drive motivation and retention of distributor partners through structured communication, recognition programmes, and product education
• Oversee a contact centre team responsible for outreach across thousands of empanelled MFDs

Sales Enablement

• Provide strategic direction and guidance to the zonal and regional sales teams on channel priorities
• Lead product communication drives, NFO campaigns, SIP mobilisation, and digital asset promotion through the MFD channel
• Deploy and leverage CRM/sales tools to improve distributor productivity and sales outcomes

Cross-functional Collaboration

• Partner with Products, Marketing, Operations, Finance, Analytics, and Digital teams to develop channel-relevant solutions
• Act as the nerve centre bridging internal functions and external distribution partners

• Build and own MIS dashboards including brokerage analytics, SIP leakage tracking, and AUM attribution by distributor segment
• Use data to identify gaps and growth opportunities across the MFD and RIA landscape

Team Leadership

• Lead, develop, and mentor a small high-performance team of Channel Managers and programme executives
• Set clear KPIs and drive accountability while fostering a collaborative, high-trust environment

What Were Looking For

• 10–15 years of experience in business development, channel sales, or distribution management in the asset management / mutual fund / financial services industry
• Deep understanding of the MFD/IFA ecosystem, including regulatory nuances (SEBI, AMFI), distributor motivations, and competitive dynamics
• Demonstrated ability to manage large, diverse distributor networks nationally
• Strong analytical mindset – comfortable with brokerage modelling, AUM attribution, and performance dashboards
• Excellent communication, negotiation, and stakeholder management skills
• Experience with CRM/sales enablement platforms; familiarity with digital distribution tools is a plus
• MBA or equivalent postgraduate qualification preferred

Products & Asset Classes

The role spans the full product suite: Mutual Funds (Equity, Debt, Balanced), Portfolio Management Services (PMS), Alternative Investment Funds (AIF), and Real Estate Investment products.