Chief Sales Officer

Role Summary The Chief Sales Officer is responsible for driving revenue growth, market penetration, and customer acquisition across all business lines — chit funds, insurance broking, mutual fund distribution, and credit solutions. The CSO builds and leads a high-performing, multi-vertical sales organization, sets the group's sales strategy, and works closely with product, operations,compliance, and business heads to ensure sustainable, compliant growth. Key Responsibilities Strategy & Leadership • Define and execute the group-wide sales strategy, annual sales plans, and revenue targets across all four verticals. • Build, lead, and mentor a multi-layered sales organization — regional/branch sales heads, team leaders, and frontline sales/relationship managers. • Design incentive structures, sales contests, and performance management frameworks to drive productivity. • Represent the sales function on the group leadership team and report performance to the MD/CEO and Board. Vertical-Specific Sales Ownership • Chit Funds: Drive new subscriber enrolment, group formation, and branch-level collections targets. • Insurance Broking: Grow life, health, and general insurance policy sales; strengthen insurer partnerships and persistency. • Mutual Fund Distribution: Expand AUM, SIP book, and client folios; deepen advisor/RM-led distribution. • Credit Solutions: Drive loan sourcing and disbursement volumes while maintaining sound portfolio quality. Cross-Sell & Customer Lifecycle • Build cross-sell and up-sell pathways across the four verticals to maximize customer lifetime value. • Establish a unified customer database and referral system across business lines. • Champion customer experience, retention, and Net Promoter Score improvement initiatives. Market & Channel Development • Identify new markets, branches, and channel partnerships (agents, DSAs, brokers, digital channels) for expansion. • Track competitor activity, pricing, and market trends to keep company's offerings competitive. • Drive digital and tele-sales channel growth alongside traditional field sales. Governance, Compliance & Reporting • Ensure all sales practices comply with applicable regulatory requirements (chit fund regulations, IRDAI, SEBI/AMFI, RBI/NBFC guidelines as relevant). • Own accurate sales MIS, forecasting, and pipeline reporting to leadership. • Partner with Risk and Compliance teams to balance growth with responsible business practices. Key Result Areas (KRAs) • Revenue and volume growth across each business vertical vs. plan • New customer acquisition and cross-sell ratio • Sales team productivity, attrition, and capability building • Channel and branch network expansion • Portfolio quality and compliance adherence (credit and insurance verticals) Candidate Requirements Experience & Qualifications • 12–18+ years of progressive sales leadership experience in BFSI/financial services, ideally spanning multiple product lines (chit funds, insurance, mutual funds, or lending). • Proven track record of leading large, geographically distributed sales teams and delivering revenue growth. • MBA or equivalent postgraduate qualification in Sales, Marketing, or Finance preferred. • Relevant certifications (e.g., IRDAI, AMFI/NISM) an advantage. Skills & Attributes • Strong strategic and analytical orientation, balanced with hands-on field sales leadership. • Excellent stakeholder management, negotiation, and communication skills. • Ability to operate across diverse regulatory environments and product complexities. • High integrity and a compliance-first mindset given the trust-based nature of chit funds, insurance, and lending. • Data-driven decision-making with comfort using CRM and sales MIS tools.