Business Development Manager (BDM)

Team: Relationship Managers, Sales Executives and Business Development Executives

1. Role ObjectiveWe are looking for a results-oriented Sales Manager to lead our wealth management sales team and drive sustainable growth in Assets Under Management (AUM), client acquisition, revenue and client relationships.

The candidate will be responsible for managing a team, developing sales strategies, ensuring consistent execution of business plans, and building a strong client-centric sales culture. The primary objective is to grow the company's AUM and revenue by acquiring new clients, increasing investments from existing clients, and improving client retention.

Key Responsibilities.

A.AUM Growth & Business Development

• Drive monthly, quarterly and annual AUM growth targets.
• Acquire new HNI, affluent and retail clients through the sales team.
• Increase investments from existing clients through additional investments, systematic investment plans and portfolio expansion.
• Develop cross-selling and upselling opportunities across mutual funds, equities, PMS, AIFs, fixed income, bonds, structured products, insurance and other suitable financial solutions.
• Develop referral networks and generate business through client references, professional networks, corporate relationships and seminars.
• Build a strong pipeline of prospective clients and monitor conversion at every stage.

B. Sales Team Management

• Lead, supervise and motivate the relationship management and sales team.
• Set individual monthly targets for AUM acquisition, fresh investments, client meetings, prospecting and revenue.
• Conduct daily sales reviews, weekly pipeline meetings and monthly performance reviews.
• Monitor individual productivity, identify performance gaps and implement corrective action plans.
• Accompany team members to important client meetings and assist in converting high-value prospects.
• Train team members in prospecting, client engagement, product knowledge, objection handling, negotiation and closing techniques.
• Build accountability, discipline and a performance-driven work culture.

C. Existing Client Growth & Retention

• Ensure regular engagement with existing clients and identify opportunities to increase their investments.
• Monitor client engagement, investment inflows, redemptions and potential asset outflows.
• Ensure timely follow-ups on investment proposals and pending client decisions.
• Strengthen client relationships through periodic reviews, investment discussions and appropriate financial solutions.
• Coordinate with operations and service teams to resolve client issues affecting business or retention.

D. Business Planning & MIS

• Prepare monthly and quarterly sales plans with clear targets and action steps.
• Track AUM, net inflows, gross inflows, redemptions, new client acquisition, revenue and conversion ratios.
• Maintain an accurate sales pipeline and ensure timely updates in the CRM.
• Submit daily, weekly and monthly MIS reports to management.
• Forecast business performance and highlight shortfalls, opportunities and corrective measures.
• Analyse team and individual performance to improve productivity.

E. Compliance & Product Suitability

• Ensure that sales activities follow applicable SEBI, AMFI, exchange and company requirements.
• Ensure appropriate product suitability, transparent communication of risks and proper documentation.
• Avoid mis-selling, misleading return claims and unsuitable product recommendations.
• Coordinate with compliance and operations teams to ensure adherence to internal processes.

3. Key Performance Indicators (KPIs)Performance will be measured on the basis of:

1. Net AUM growth and fresh investment inflows.
2. New client acquisition, particularly HNI and affluent clients.
3. Additional investments and wallet-share growth from existing clients.
4. Revenue generated from the managed client base.
5. Client retention and reduction in avoidable asset outflows.
6. Number of qualified prospects, meetings and proposals generated.
7. Lead-to-client conversion ratio.
8. Team target achievement and individual productivity.
9. CRM discipline, reporting accuracy and process compliance.

4. Candidate Requirements

• Graduate in commerce, finance, business administration or a related discipline; an MBA or relevant financial qualification is desirable.
• Approximately 5–8 years of experience in financial services sales or wealth management, including at least 2–3 years in a team leadership role.
• Experience in managing HNI relationships, acquiring investment assets and achieving sales targets.
• Strong understanding of mutual funds, equity markets, PMS, AIFs, fixed income and other investment products.
• Demonstrated ability to lead a sales team and deliver measurable business results.
• Excellent communication, negotiation, relationship management and presentation skills.
• Proficiency in CRM systems, Excel, sales MIS and business reporting.

5. Ideal Candidate Profile

The ideal candidate is a hands-on sales leader who does not merely supervise the team but actively drives business, reviews pipelines, joins important client meetings, coaches team members and takes ownership of targets.

The ultimate measure of success is profitable, sustainable AUM growth, stronger client relationships and a consistently productive sales team.