Regional Head – Retail Sales

Company Overview

TRUST Group is India’s leading institutionalized multi-line and multi-asset financial services platform. With over 22 years of experience, the company offers a comprehensive range of solutions across investment banking, capital markets, wealth management, asset management, and advisory services. TRUST Group manages multiple asset classes including debt, equity, and real estate, emphasizing value creation beyond transactions and a long-term perspective. TRUST Mutual Fund, established in October 2019 and part of the TRUST Group, is committed to delivering consistent risk-adjusted returns through a clear investment mandate and credible process. The firm has a rapidly expanding footprint across 21 locations in India, driven by a dynamic team, a robust distributor network, and a trusted investor base.

Job Summary

The Regional Head – Retail Sales is responsible for driving the retail mutual fund business within the assigned territory, primarily through building and maintaining strong distributor relationships. The role involves expanding market presence, increasing assets under management (AUM), and achieving sales targets by leveraging distribution channels. The position requires strategic planning, team leadership, and stakeholder management to ensure sustainable growth and compliance with regulatory standards.

Responsibilities

• Sales & Business Development

  • Expand market presence by onboarding new distributors and Independent Financial Advisors (IFAs).
  • Promote equity, debt, hybrid, and solution-oriented schemes tailored to investor needs.
  • Develop and implement regional business plans aligned with organizational goals.
  • Identify growth opportunities within existing and new distributor relationships.
  • Monitor market trends and formulate strategies to drive sustainable growth.

• Distributor Relationship Management

  • Build and nurture relationships with key MFDs, national distributors, wealth partners, and intermediaries.
  • Conduct regular meetings, business reviews, and joint client initiatives.
  • Drive activation and productivity of distributor empanelments.
  • Address distributor concerns and provide superior service support.
  • Support distributors with product updates, query resolution, and follow-up.
  • Enhance the company's visibility within the distribution ecosystem.

• Team Leadership & People Management

  • Lead, mentor, and develop a team of 2 Sales Managers.
  • Set performance objectives and monitor achievement.
  • Conduct performance reviews, coaching, and field accompaniment.
  • Foster a high-performance sales culture focused on accountability and execution.
  • Identify training and development needs for team members.

• Business Planning & Market Expansion

  • Formulate territory-specific strategies to increase market penetration.
  • Identify untapped geographies and distributor segments.
  • Organize distributor meets, investor awareness programs, and engagement initiatives.
  • Collaborate with marketing teams to enhance regional brand visibility and lead generation.

• Stakeholder Management

  • Coordinate with Product, Marketing, Operations, RTA, Compliance, and Customer Service teams.
  • Work closely with senior management on planning, forecasts, and growth initiatives.
  • Provide insights on market trends, distributor behavior, and investor sentiment.
  • Support key institutional and strategic distributor relationships.

• Compliance & Governance

  • Ensure adherence to SEBI, AMFI, and internal compliance standards.
  • Promote ethical selling practices.
  • Ensure timely completion of compliance certifications and regulatory training.
  • Monitor sales activities for policy and regulatory compliance.

• Reporting & MIS

  • Analyze sales performance, distributor productivity, and market intelligence.
  • Prepare and present business reviews to senior management.
  • Track key metrics and recommend corrective actions.
  • Maintain accurate sales forecasts and pipeline reports.

Qualifications

• Minimum 15 years of experience managing mutual fund distribution channels (MFD/IFA).
• Mandatory NISM – VA Certification.
• Graduate or MBA in Finance, Marketing, or related fields.
• Strong knowledge of mutual funds, capital markets, and investment products.
• Excellent relationship-building, channel management, and communication skills.
• Proven ability to lead and develop teams.
• Strong problem-solving and presentation skills.

Preferred Skills

• Experience in strategic planning and market expansion.
• Ability to work collaboratively across cross-functional teams.
• Knowledge of regulatory requirements and compliance standards.
• Proficiency in sales analytics and MIS reporting tools.

Experience

• At least 15 years of relevant experience in mutual fund sales, distribution, or related financial services.
• Demonstrated success in managing large distribution networks and achieving sales targets.

Environment

• The role is based in Chandigarh with a team of 2 Sales Managers.
• The work environment involves office-based activities, regular field visits, and distributor engagement.
• The position requires active stakeholder interaction, market visits, and participation in events.

Salary

• Not specified; competitive compensation package aligned with experience and performance.

GrowthOpportunities

• Potential for career advancement within the organization to senior leadership roles.
• Opportunities to lead larger regions or strategic initiatives.
• Exposure to diverse financial products and cross-functional teams.

Benefits

• Attractive performance-linked incentives.
• Comprehensive benefits package (details not specified).
• Opportunities for professional development and training.
• Supportive work environment focused on growth and innovation.