Channel Head – MFD
Business Development | Sales | Mumbai
Function: Sales – Business Development
Location: Mumbai
Reports To: Head – Business Development
Team Size: 4 (including direct and indirect reports)
About the Role
We are looking for a seasoned business development professional to lead the Mutual Fund Distributor (MFD) . This is a high-visibility, strategic role responsible for driving AUM growth, deepening distributor relationships, and enabling the national sales team across all distribution touchpoints.
The MFD channel is a critical distribution pillar, contributing significantly to overall AUM. The Registered Investment Advisor (RIA) segment is a fast-growing, advisory-led channel that this role will help build and scale.
Key Responsibilities
Channel Strategy & Growth
- Design and drive the end-to-end MFD channel strategy, including empanelment, pricing, and engagement programmes
- Identify and activate new distribution opportunities, including RIA onboarding and non-empanelled distributor segments
- Monitor market trends and competitor moves to recommend proactive strategy adjustments
Brokerage & Pricing
- Structure and manage brokerage frameworks balancing distributor competitiveness, regulatory compliance, and AMC profitability
- Negotiate win-win pricing with key distribution partners for fresh inflows across equity, debt, and alternate asset classes
Distributor Engagement & Loyalty
- Manage loyalty programmes designed to deepen MFD engagement and drive incremental market share
- Drive motivation and retention of distributor partners through structured communication, recognition programmes, and product education
- Oversee a contact centre team responsible for outreach across thousands of empanelled MFDs
Sales Enablement
- Provide strategic direction and guidance to the zonal and regional sales teams on channel priorities
- Lead product communication drives, NFO campaigns, SIP mobilisation, and digital asset promotion through the MFD channel
- Deploy and leverage CRM/sales tools to improve distributor productivity and sales outcomes
Cross-functional Collaboration
- Partner with Products, Marketing, Operations, Finance, Analytics, and Digital teams to develop channel-relevant solutions
- Act as the nerve centre bridging internal functions and external distribution partners
MIS & Analytics
- Build and own MIS dashboards including brokerage analytics, SIP leakage tracking, and AUM attribution by distributor segment
- Use data to identify gaps and growth opportunities across the MFD and RIA landscape
Team Leadership
- Lead, develop, and mentor a small high-performance team of Channel Managers and programme executives
- Set clear KPIs and drive accountability while fostering a collaborative, high-trust environment
What We're Looking For
- 10–15 years of experience in business development, channel sales, or distribution management in the asset management / mutual fund / financial services industry
- Deep understanding of the MFD/IFA ecosystem, including regulatory nuances (SEBI, AMFI), distributor motivations, and competitive dynamics
- Demonstrated ability to manage large, diverse distributor networks nationally
- Strong analytical mindset – comfortable with brokerage modelling, AUM attribution, and performance dashboards
- Excellent communication, negotiation, and stakeholder management skills
- Experience with CRM/sales enablement platforms; familiarity with digital distribution tools is a plus
- MBA or equivalent postgraduate qualification preferred
Products & Asset Classes
The role spans the full product suite: Mutual Funds (Equity, Debt, Balanced), Portfolio Management Services (PMS), Alternative Investment Funds (AIF), and Real Estate Investment products.
