Zonal Head – Retail Sales

Company Overview

TRUST Group is India’s leading institutionalized multi-line & multi-asset financial services platform, offering a range of services including investment banking solutions, capital market services, wealth management, asset management, and advisory. With over 22 years of experience, the group provides solutions across multiple asset classes such as debt, equity, and real estate, emphasizing value-creation beyond transactions. TRUST Mutual Fund, a part of TRUST Group, was founded in October 2019 with a focus on delivering consistent risk-adjusted returns and has rapidly expanded its footprint across 21 locations in India.

Job Summary

The Zonal Head – Retail Sales is responsible for driving retail business growth within the East Zone for TRUST Mutual Fund. This role focuses on strengthening distribution partnerships, leading a high-performing sales team, increasing market penetration, and executing sales strategies effectively to enhance Assets Under Management (AUM), market share, and profitability.

Responsibilities

• Business Growth & Sales Delivery

  • Drive zonal sales strategy in alignment with TRUST Mutual Fund’s overall growth objectives.
  • Achieve AUM, gross sales, net sales, and Systematic Investment Plan (SIP) targets across the retail segment.
  • Strengthen retail footprint across key markets to enhance visibility and penetration.
  • Identify emerging opportunities to expand the investor base and distribution reach.

• Channel Development & Engagement

  • Enhance productivity and activation of the existing distributor network.
  • Build and maintain relationships with channel partners and ensure consistent engagement through meetings, calls, and marketing material dissemination.
  • Analyze the asset allocation of distributors to tailor the approach for focused selling.
  • Drive onboarding and scaling of new distribution partners in strategic locations.

• Team Leadership & Capability Building

  • Set clear performance objectives and enforce execution discipline.
  • Mentor team members to develop strong sales and relationship capabilities.
  • Ensure talent development, retention, and succession planning.

• Market Expansion & Brand Building

  • Participate in investor awareness programs, seminars, and local events to drive category and scheme-level awareness.
  • Support the execution of investor awareness initiatives and promotional campaigns.
  • Collaborate with the marketing team on localized campaigns and New Fund Offer (NFO) launches.
  • Build strong brand recall among distributors and investors.

• Governance, Compliance & Controls

  • Ensure strict adherence to SEBI regulations, AMFI guidelines, and internal compliance policies.
  • Promote ethical selling practices and maintain governance standards across the zone.
  • Monitor audit observations, risk indicators, and ensure timely closure of compliance gaps.

• Stakeholder Collaboration & Reporting

  • Collaborate closely with Product, Marketing, Compliance, and Operations teams.
  • Provide structured feedback on product positioning, competition, and market trends.
  • Present periodic business reviews and actionable insights to senior management.

Qualifications

• Minimum 18 years of experience with Mutual Fund companies managing Mutual Fund Distributor (MFD) / Independent Financial Advisor (IFA) channels.
• At least 10 years of experience in a team management role.
• Mandatory NISM – VA Certification.
• Graduate or MBA in Finance, Marketing, or a related field preferred.
• Strong knowledge of mutual funds, capital markets, and investment products.
• Proven leadership and team development capabilities.
• High business acumen with strong analytical decision-making skills.
• High integrity, compliance mindset, and governance focus.
• Excellent communication, presentation, and problem-solving skills.
• Strong relationship-building and channel management abilities.

Preferred Skills

• Additional certifications or training in financial services or sales management would be beneficial but are not mandatory.

Experience

• Minimum 18 years in relevant experience in mutual funds or financial services, with significant exposure to retail sales and team management.

Environment

• The position is based in Kolkata, working primarily in an office setting with opportunities to engage in field activities for business development.

Salary

• Salary details are not specified.

Growth Opportunities

• Opportunities for career advancement within the organization as the company scales, potentially taking on more senior roles or increased responsibilities in leadership.

Benefits

• Attractive compensation, performance-linked incentives, and recognition for merit, along with best-in-class benefits.