Channel Head - NRI

Job Purpose

To conceptualize, build, and scale a differentiated NRI investor ecosystem across domestic, GIFT City, and offshore platforms (e.g., UCITS), by curating a strategic business development agenda that mirrors the firms approach toward DHNI and Family Office segments. The role will own the end-to-end engagement across internal stakeholders (sales, product, marketing, ops, legal) and external partners (distributors, platforms, banks) to drive asset growth, improve investor experience, and build the firms brand dominance in the fast-growing NRI investment landscape.

This is a specialist and evolving role requiring both strategic vision and deep execution capabilities across multiple jurisdictions and product types. The role demands strong coordination between domestic and offshore distribution networks, with a sharp focus on simplifying onboarding, compliance, and tax-related investor concerns.

Key Responsibilities

1. Ecosystem Development & Strategic Planning

• Lead the development of a robust, end-to-end NRI investment ecosystem including onboarding, advisory, product access, servicing, and communication.
• Curate a segment identity for NRIs, in line with the differentiated positioning created for DHNI and Family Office channels.
• Act as a central point of ownership for NRI business strategy, collaborating with leadership and cross-functional teams.

2. Channel & Distribution Enablement

• Coordinate with BD Organised Channels to secure timely product approvals and align on distribution priorities for NRI-specific offerings.
• Engage with BD MFD Channel to empanel key advisors and partners with jurisdictional access to NRI clients.
• Build relationships with international and domestic distributors, IFAs, wealth managers, and banks that cater to the NRI segment.
• Plan and execute a partner activation calendar including product trainings, webinars, distributor meets, and knowledge sessions.

3. Product & Sales Enablement

• Serve as subject matter expert for the firm's suite of NRI-oriented products including:

1. GIFT City funds
2. UCITS products domiciled in Dublin, Mauritius, Singapore
3. Domestic Mutual Funds (select schemes)
4. PMS / AIF platforms

• Conduct training for internal sales teams, distribution partners, and offshore intermediaries to ensure clarity and consistent messaging.
• Work closely with product, marketing, and compliance teams to launch and promote relevant NRI investment solutions.

4. Marketing, Communication & Outreach

• Work with the Marketing & Communication teams to design NRI-specific campaigns, awareness initiatives, and promotional content.
• Plan and execute outreach programs including participation in NRI expos, roadshows, diaspora events, and digital campaigns targeting international investors.
• Develop educational material to simplify tax, regulatory, and onboarding challenges for NRIs.

5. Process, Operations & Compliance Collaboration

• Liaise with operations to design seamless onboarding and servicing journeys addressing key NRI pain points (e.g., KYC, FATCA, tax clarity, redemptions).
• Align with Legal & Compliance teams to stay current on regulatory nuances across key geographies (UAE, UK, US, SEA, etc.).
• Support the setup of a dedicated NRI investor service desk/call centre.

Key Performance Indicators

• AUM growth in NRI-focused schemes (domestic, GIFT, UCITS)
• Number of active NRI distribution relationships onboarded
• Number of NR-focused campaigns/trainings/outreach conducted
• Increase in NRI SIP flows and folio count
• Turnaround time for distributor onboarding and product approvals
• Investor experience scores (post-onboarding NPS)

Qualifications & Experience

• 6-12 years of experience in mutual funds, wealth management, or asset management distribution
• Proven exposure to NRI investor segments and understanding of jurisdictional nuances (esp. GIFT City, UCITS, India-based domestic MF structures)
• Strong network among domestic and offshore distributors and platforms
• Strategic mindset with ability to execute in a cross-functional environment
• Experience working with compliance, legal, and operations teams preferred

Personal Attributes

• Entrepreneurial and self-driven with a bias for action
• Excellent interpersonal and stakeholder management skills
• High levels of adaptability, cultural sensitivity, and problem-solving
• Strong communication, both written and verbal, across internal and external forums