Head - Sales - Alternative Investment Fund

Position: Head of Sales Alternative Investment Funds (AIF)

Location: Mumbai

Total Experience: 15-20 Yrs

10-15 years in financial services, with a minimum of 6-8 years in AIF/PMS/wealth distribution.

Role Purpose:

To lead and scale the sales function for the organization's AIF and PMS offerings, driving AUM growth through distributor networks, family offices, HNI/UHNI relationships, and institutional channels, while building a high-performing sales team and strengthening the firm's positioning in the alternatives space.

Key Responsibilities:

Business Development & AUM Growth:

- Own and deliver AUM mobilization targets across AIF and PMS products.

- Build and expand distribution relationships with IFAs, MFDs, private banks, wealth management firms, and family offices.

- Drive direct HNI/UHNI acquisition and deepen existing client relationships.

- Identify and develop new client segments, geographies, and channel partnerships.

Team Leadership:

- Recruit, train, and manage a regional/national sales team, including RMs and channel partners.

- Set individual and team targets; monitor performance against AUM, revenue, and activity metrics.

- Build a strong sales culture with clear accountability and career progression paths.

Product & Market Strategy:

- Work closely with the fund management/investment team to translate product strategy into sales narratives.

- Provide market feedback to shape new fund launches, product positioning, and PPM structuring.

- Stay current on competitive landscape, regulatory changes (SEBI AIF/PMS regulations), and industry trends.

Stakeholder & Channel Management:

- Represent the firm at industry forums, distributor meets, and client events.

- Coordinate with compliance, operations, and legal teams to ensure smooth onboarding and regulatory adherence.

- Manage key institutional and family office relationships directly.

Reporting & Governance:

- Present periodic business reviews to senior management/board on sales pipeline, conversions, and AUM trends.

- Ensure adherence to KYC, suitability, and regulatory sales practices across the team.

Required Qualifications:

- MBA/PGDM from a reputed institute; CFA/CWM/NISM certifications preferred.

- 10+ years in financial services, with proven track record in AIF/PMS sales or HNI wealth distribution.

- Demonstrated experience managing distributor and channel partner networks.

- Strong understanding of SEBI AIF/PMS regulatory framework.

- Existing relationships with IFAs, family offices, and private banking channels is a strong plus.

Key Skills:

- Strong leadership and team-building capability.

- Excellent relationship management and consultative selling skills.

- Sound understanding of alternative investment products and market cycles.

- Data-driven approach to pipeline and performance management.

- Strong communication and stakeholder management skills.