Director sales

Intellectual Capital HR Consulting Pvt. Ltd. · Mumbai metropolitan region, India

Location: Mumbai (BKC)

Department: B2B Sales & Distribution

Reports To: CEO

Experience: 12+ years in B2B financial product sales / distribution leadership

Compensation: Competitive fixed component plus performance-linked incentives, along with ESOPs. A meaningful portion of total compensation is variable and linked to AUM/revenue delivery.

About the Organisation

A SEBI-registered quantitative investment advisory and PMS house running a substantial and fast-growing AUM base. The firm combines quantitative models with behavioural finance inputs to build data-driven portfolios across the wealth spectrum.

Role Overview

Own and scale the institutional and intermediary business across India. This is a leadership mandate, not an individual contributor seat - you will build the B2B distribution franchise for the firm's PMS, AIF and quantitative strategies, carry the AUM number for the channel, and work alongside the CEO on go-to-market strategy.

The ideal candidate brings a proven record of building and exceeding large AUM/revenue targets, deep relationships across IFAs, RIAs, family offices and wealth managers, and the credibility to represent a quant-driven house in front of institutional allocators and distribution heads.

Key Responsibilities

Business Development & Growth

• Own the institutional and channel AUM target end to end, with full accountability for the distribution P&L
• Drive AUM growth through partnerships with national distributors, RIAs, IFAs, MFDs, family offices and wealth management firms
• Identify, onboard and nurture scalable B2B relationships across India
• Manage the full sales lifecycle from lead generation and pitching through to closure and ongoing engagement
• Align sales efforts with marketing, research and product teams

Leadership & Team Building

• Build, mentor and scale the institutional and channel sales team as the franchise grows
• Set coverage models, territory design, productivity benchmarks and incentive structures
• Act as senior escalation point for key partner and institutional relationships

Client Relationship Management

• Serve as trusted advisor to channel partners and institutional clients
• Run product presentations, investment discussions and performance reviews to strengthen retention
• Maintain a deep read on client needs and market trends to position products effectively

Strategy & Market Intelligence

• Partner with the CEO on distribution strategy, pricing and positioning
• Track pipeline, sales metrics and performance data to drive decisions
• Gather market intelligence to refine go-to-market

Compliance & Brand Representation

• Ensure all sales and client interactions are fully SEBI-compliant
• Represent the firm at industry forums, conferences and partner events

What We're Looking For

• 12+ years in B2B financial product sales (PMS, AIF, Mutual Funds or Investment Advisory), including time in a leadership or channel-head capacity
• Demonstrated success building large-scale AUM through institutional and distributor networks
• Strong existing network across IFA, RIA, family office and wealth management ecosystems
• Experience owning a distribution number; ideally leading a sales team
• Excellent communication, presentation and negotiation skills with CXO-level stakeholders
• Deep understanding of capital markets, portfolio management and investment products; comfort with quantitative strategies a strong plus
• MBA (Finance/Marketing), CFA, CA, CFP or equivalent preferred
• NISM certifications mandatory

What's On Offer

• Direct reporting into the CEO in a high-visibility leadership role
• ESOPs and benefits aligned to franchise growth
• Ownership of the full distribution charter at a growing quant-driven PMS platform