About the role

Retail Sales Lead

Role Details

Fixed Income, Mutual Funds, FDs, Alternates & Insurance

AVP / VP | Altifi by Northern Arc

Level: AVP / VP

Location: Bangalore

Reports to: Senior Vice President – Retail Sales

Team Size: 7-10 Relationship Managers (to be managed)

Employment Type: Full-Time

About Altifi

Altifi is a digital wealth platform built as a bonds-first investment destination for self-directed investors. Backed by Northern Arc Capital Limited, Altifi combines institutional-grade financial products with a modern, intuitive digital experience. As we scale distribution, this role is central to building our client franchise across retail, mass affluent, and HNI segments.

Role Overview

The Retail Sales Lead will own Altifi's client acquisition, revenue generation, and relationship management across all retail investor segments – and serve as the anchor for the firm's distribution presence. The role carries a dual mandate: building and leading a team of Relationship Managers, while also managing a personal book of high-value client relationships.

This is a player-coach role. The ideal candidate will bring deep product knowledge across fixed income, mutual funds, fixed deposits, alternates, and insurance – combined with the leadership instinct to recruit, develop, and drive a sales team. The role reports to the SVP, Retail Sales.

Key Responsibilities

Personal Book – Client Acquisition & Revenue
- Build and manage a personal portfolio of retail, mass affluent, and HNI clients across the country.
- Drive new client acquisition through referrals, partnerships, community networks, and direct outreach.
- Own end-to-end client relationships – from onboarding and KYC to investment advisory and portfolio reviews.
- Deliver revenue targets through cross-product distribution: fixed income (primary focus), mutual funds, fixed deposits, alternates, and insurance.
- Provide clients with goal-based, needs-led investment recommendations aligned to risk profile and investment horizon.
- Ensure high levels of client satisfaction, repeat investment, and referral generation.
Fixed Income Distribution (Primary Mandate)
- Lead client conversations on fixed income products – bonds (primary and secondary market), debentures, and structured fixed income instruments.
- Communicate yield, duration, credit risk, and liquidity trade-offs clearly and confidently to clients across segments.
- Stay current on fixed income market dynamics, credit events, and interest rate movements to guide client portfolio positioning.
- Drive bond and NCD distribution with both new and existing clients, meeting product-level targets alongside overall revenue goals.
Multi-Product Distribution
- Distribute mutual funds (SIPs and lump sum), fixed deposits, and insurance products in alignment with client financial plans.
- Engage clients on alternate investment products – PMS, AIFs, and structured products – where appropriate to client profile.
- Maintain necessary certifications and regulatory compliance across all distributed product categories (AMFI, IRDAI as applicable).
- Use the Altifi platform & capabilities to generate product illustrations, portfolio views, and transaction support for clients.
Team Leadership & Development
- Manage a team of 7–10 Relationship Managers.
- Set individual revenue and activity targets for each RM; conduct regular performance reviews and pipeline discussions.
- Coach RMs on product knowledge, sales conversations, client handling, and compliance standards.
- Foster a high-performance, client-first culture within the team.
- Identify capability gaps and work with the SVP to address training and development needs.
Compliance & Operations
- Ensure all sales activity is conducted in full compliance with SEBI, AMFI, RBI, and IRDAI guidelines as applicable.
- Maintain complete and accurate documentation for all client relationships, KYC records, and transaction trails.
- Adhere to Altifi's internal suitability framework – ensuring every product recommendation is appropriate to the client's profile and documented accordingly.
- Liaise with operations, compliance, and technology teams to resolve client queries and ensure smooth transaction execution.
Platform Feedback & Customer Journey Enhancement
- Continuously monitor and evaluate platform capabilities in line with evolving customer needs, market trends, and competitive benchmarks.
- Actively gather customer feedback and on-ground insights to identify gaps, friction points, and opportunities for product and experience improvement.
- Work closely with retail sales head, product, technology, and operations teams to influence and prioritize platform enhancements.
- Ensure customer journeys are regularly updated, optimized, and benchmarked against industry best practices to deliver a seamless and intuitive experience.
- Track completion metrics and user engagement to improve conversion rates and overall client experience on the platform.

Candidate Profile

Experience & Qualifications

5–7+ years of experience in retail wealth management, private banking, or financial product distribution.
Demonstrated track record of revenue generation and client acquisition across retail, mass affluent, and/or HNI segments.
Strong product knowledge across fixed income, mutual funds, fixed deposits, PMS/AIFs, and life/health insurance.
Prior experience managing or mentoring a team of relationship managers is strongly preferred.
CFP, CWM, or equivalent wealth management certification is an advantage. AMFI/IRDAI certifications are required.
Established client network and relationships is a significant differentiator.

Competencies

Client-first mindset – builds trust through advice quality and consistency, not product pushing.
Commercially driven – owns revenue outcomes and holds self and team accountable to targets.
Fixed income fluency – can articulate bond mechanics, credit risk, and yield constructs with confidence across client profiles.
Strong communicator – able to simplify complex financial products for investors with varying levels of financial literacy.
Team leader – capable of setting direction, coaching for growth, and maintaining team morale through performance cycles.
Platform-native – comfortable using digital tools, CRM systems, and the Altifi platform to manage pipeline and client interactions.

Differentiating Factors

Prior experience in a bonds-first or fixed income-led wealth firm (e.g., bond distribution platforms, debt-focused NBFCs, private credit focussed wealth managers).
Existing HNI or mass affluent client relationships that can be transitioned.
Ability to operate across the full product spectrum – from vanilla FDs to complex alternates – in a single client conversation.

Indicators of Success

Within 12 months, the Retail Sales Lead will be evaluated on the following outcomes:

Revenue targets met or exceeded across fixed income, mutual funds, and ancillary product categories.
Personal book of active, invested clients established and growing through referrals and repeat investments.
RM team fully onboarded, ramped, and performing against individual targets.
Altifi's brand visibility and distribution presence meaningfully established in the market.
Client satisfaction and retention metrics that reflect the quality of advice and service delivered.

Why This Role

Altifi is backed by Northern Arc Capital – a listed, institutional-grade financial services group. The product suite is deep, the credit work is rigorous, and the regulatory foundation is solid. What we are building on top of that – a modern, digital wealth platform – is what makes this role genuinely interesting.

The Retail Sales Lead will be one of the first feet on the ground in a market that matters. You will have the mandate to build – your book, your team, and Altifi's client franchise. This is not a role for someone looking to manage relationships quietly. It is a role for someone who wants to build something that lasts.

AVP / VP Retail Sales Lead Fixed Income, Mutual Funds, FDs, Alternates & Insurance