Key Account Manager

Job Purpose:

Own and grow business from assigned banking partners in the designated market. The role is responsible for managing bank relationships, driving mutual fund sales through branch networks, enabling frontline teams, and delivering AUM and revenue growth through the Banking channel.

Job Responsibilities:

• Promote the complete suite of mutual fund products across mapped banking partners and drive product penetration through branch networks and relationship managers.
• Build and maintain strong relationships with key stakeholders including Cluster Heads, Regional Managers, Branch Managers, Wealth Teams, and Relationship Managers within partner banks.
• Drive business growth through effective engagement, training, and activation of banking channel partners.
• Enable branch and sales teams through regular product presentations, market updates, investor education sessions, and sales support initiatives.
• Identify opportunities for SIP mobilization, lump-sum investments, and AUM acquisition through mapped banking relationships.
• Collaborate with banking partners to acquire Affluent, HNI, and emerging affluent clients and generate incremental business.
• Conduct regular branch visits, joint sales calls, investor meets, and customer engagement programs to enhance business conversion.
• Develop and execute monthly business plans for assigned banking partners to achieve sales, SIP, and AUM targets.
• Track branch-wise and banker-wise business performance, identify gaps, and implement action plans to improve productivity.
• Support banking partners in resolving operational and service-related issues to ensure seamless customer experience.
• Work closely with internal teams including Sales Support, Operations, Product, Marketing, and Compliance to facilitate business growth.
• Monitor competitor activities, market developments, and customer trends to identify new business opportunities.
• Maintain accurate records of meetings, sales activities, business pipelines, and channel engagement through CRM and reporting tools.
• Ensure adherence to regulatory guidelines, bank processes, and internal compliance requirements while driving business.

Key Skills Required:

• Strong understanding of Mutual Funds, Investment Products, and Banking Distribution.
• Excellent relationship management and stakeholder engagement capabilities.
• Strong sales and business development orientation with focus on AUM and SIP growth.
• Ability to influence and motivate banking channel teams.
• Good communication, presentation, and training skills.
• Analytical mindset with the ability to derive insights from business performance data.
• Strong planning, execution, and problem-solving capabilities.
• Proficiency in Microsoft Office and CRM platforms.

Preferred Qualification & Experience:

• Graduate or Postgraduate in Finance, Marketing, Business Management, or related disciplines.
• NISM Certification (Mutual Fund Distributor Module) as applicable.
• 3-8 years of experience in Mutual Fund, Wealth Management, Banking Channel Sales, Insurance, or Financial Services Distribution.
• Prior experience managing Private Banks, PSU Banks, Foreign Banks, or Retail Banking relationships will be preferred.
• Strong market knowledge and existing banking relationships will be an added advantage.

Key Success Metrics (KPIs):

• Net Sales & Gross Sales Achievement
• AUM Growth
• SIP Registration & SIP Book Growth
• Branch/RM Activation
• Productivity of Mapped Banking Partners
• HNI & Affluent Client Acquisition
• Distributor/Partner Engagement Effectiveness
• Compliance & Process Adherence