Senior Relationship Manager - Institutional Sales channel

Industry Type : Financial Services

Department : Sales & Business Development

Employment Type : Full Time, Permanent

Role Category : Retail & B2C Sales

Job Purpose :

To lead and execute regional sales and business development strategies aligned with corporate goals. This role focuses on managing and expanding relationships with Institutional clients, HNIs, and UHNIs, increasing regional Assets Under Management (AUM), and improving Share of Wallet (SOW) through proactive engagement and operational excellence.

Key Responsibility Areas :

• Sales Strategy & Execution :
• Develop and implement sales plans for the region to achieve AUM and SOW targets.
• Align regional strategy with overall organizational goals and product focus.
• Client Management :
• Manage relationships with HNIs, UHNIs, family businesses, and large corporates with a high-touch, personalized service model.
• Understand client investment needs and deliver tailored solutions across mutual fund products (Debt, Equity, Arbitrage, Passive Funds, etc.).
• Institutional & Channel Partner Management :
• Drive growth through institutional clients and national distributors in the region.
• Collaborate with channel partners to devise joint strategies and resolve operational issues.
• Sales & Revenue Growth :
• Acquire new clients while strengthening relationships with existing ones.
• Leverage industry networks for lead generation and market intelligence.
• Ensure channel partners meet their individual and collective KRAs.
• Product & Operations Liaison :
• Work with internal teams (Fund Management, Products, Operations, Registrars) to enhance service delivery and provide value-added services.
• Act as a bridge between client expectations and internal capabilities.
• Risk & Compliance :
• Uphold high operational integrity and ensure compliance with all regulatory and internal policies.
• Maintain high service standards and manage operational risks.
• Leadership & Team Development :
• Demonstrate leadership qualities, mentor junior team members, and foster a high-performance culture.
• Take initiative in personal and professional development.
• Performance Monitoring :
• Track PAN activation, ensure channel activity, and monitor client engagement metrics.
• Analyze performance data and provide actionable insights.
Candidate Profile :
• Education :
• UG : Any Graduate
• PG : Any Postgraduate
• Preferred Skills & Attributes :
• Strong knowledge of the debt market and mutual fund products
• Proven ability in institutional and retail (B2C) sales
• Exceptional relationship management and client servicing skills
• Strong negotiation and networking abilities
• Capability to handle both acquisition ('hunting') and relationship management ('farming') roles
• Understanding of institutional business models and operations

Skills Required

Operational Risk, Networking, Institutional Sales, Relationship Building, Market Intelligence, Sow, Value Added Services