Regional Passive Sales Manager

The Regional Passive Sales Manager will be responsible for driving sales and market share growth of passive components within a specific geographic region.

The role is responsible for driving the growth of Passive Funds (ETFs and Index Funds) within the assigned zone through focused sales initiatives, distribution enablement, and strong relationship management. The incumbent will serve as the subject matter expert and single point of contact for all Passive Fund-related initiatives, leveraging deep product and market knowledge to strengthen zonal capabilities. In alignment with the organization’s strategic objectives, the role involves leading and supporting the sales force, conducting product trainings and knowledge sessions for distributors, investors, and internal teams, and developing key accounts, including large IFAs and RIAs, to achieve business growth targets.

Key Responsibility Areas
1. Business Development and Sales Enablement
Achieve Passive Fund Sales Targets (Net Sales, SIP count, distributor activation and IAP events) for the assigned zone. Drive business through National & Regional Distributors, Banks, RIAs, Wealth Managers, PMS, PFs Broking Platforms and Family Offices. Develop and execute zonal sales strategies in co-ordination with the central Passive Fund team and local distribution channels. Identify and nurture key accounts and expand penetration across existing and emerging distribution segments. Drive the growth of Passive Funds (ETFs/Index Funds) in the assigned zone through focused sales, distribution enablement and relationship management.

2. Product Expertise and Market Intelligence
Demonstrate strong knowledge of Passive Products (ETFs / Index Funds), market trends and competitor positioning. Provide market feedback and insights to the central product and strategy teams for continuous improvement in product offerings and pricing. Conduct detailed product presentations, webinars and workshops for internal and external stakeholders. Leverage deep product and market knowledge to strengthen the zone’s capabilities in the Passive space. Act as the subject matter expert and single point of contact for all Passive Fund related initiatives and queries for the zone.

3. Training, Awareness and Relationship Management
Conduct regular training and knowledge sessions for distributors, RMs and investors to strengthen understanding of Passive Funds. Build and maintain strong relationships with HNIs, key distributors and institutional partners. Represent the Company in investor meets, industry events and financial fairs to enhance brand visibility in the Passive Fund space.

4. Team Collaboration & Leadership
Guide and support Zonal and Relationship Managers in meeting their Passive Fund targets. Encourage cross functional collaboration with Product, Marketing and Operations Teams to ensure smooth execution of passive business initiatives. Promote a culture of learning, professionalism and ethical conduct consistent with Company values.

5. Governance & Service Excellence
Ensure prompt servicing of investor and distributor requests in coordination with Investor Services and Registrar teams. Maintain compliance with internal processes, regulatory norms and brand standards across all sales activities. Ensure timely collection of funds. Competencies & Attributes Strong analytical and product knowledge of ETFs / Index Funds Excellent communication and presentation skills Proven ability to manage relationships with distributors, banks and wealth partners. Strategic mindset with hands-on sales orientation. Leadership and mentoring ability. Integrity, discipline and a collaborative approach