Job Description: Senior Relationship Manager Business Development (B2B Sales)
Location: Kolkata (On-site)
Department: Business Development
Reporting To: CEO - Business Development
Compensation: INR 9 12 LPA (Fixed) + Performance-Based Incentives
Experience: Minimum 2+ years (B2B sales/partner acquisition; financial services preferred)
Role Overview
The Senior Relationship Manager Business Development (B2B) will lead partner acquisition and revenue growth for JRL Capitals B2B division by expanding and managing a high-performing partner/distribution network (financial advisors, agents, boutique firms, channel partners). This role requires strong field execution, partner lifecycle management, and ownership of business targets, while mentoring junior team members and contributing to strategy and process improvements.
Key Responsibilities
1) Partner Acquisition & Market Expansion
- Identify, prospect, and onboard new B2B/channel partners to grow the distribution network in Kolkata and nearby markets.
- Build and manage a strong pipeline through field visits, referrals, events, and local market intelligence.
- Lead partner pitches and negotiations; ensure partners clearly understand JRL Capitals value proposition and product fit.
2) Relationship Management & Partner Growth
- Own partner relationships end-to-end: onboarding, activation, performance reviews, and ongoing engagement.
- Provide training/handholding, pitch support, and best practices to improve partner productivity and conversions.
- Ensure quick resolution of partner queries and escalations; maintain high service standards and retention.
3) Sales Execution, Targets & Reporting
- Drive monthly/quarterly targets for partner acquisition, activation, and revenue.
- Coordinate with Operations/Compliance teams to streamline documentation, onboarding, and payout processes.
- Track performance via reporting dashboards (Excel/Sheets/CRM), analyze funnel metrics, and improve conversion rates.
4) Leadership & Process Ownership
- Support team goals by guiding junior members (if applicable) on field execution, follow-ups, and partner conversions.
- Share market insights with leadership; contribute to campaign ideas, partner programs, and process improvements.
Required Qualifications & Experience
- 25 years of experience in B2B sales / partner management / channel sales / business development (BFSI/wealth/insurance/fintech preferred).
- Proven experience in field sales, cold outreach, partner onboarding, and operating in a target-driven environment.
- Strong exposure to distribution networks (advisors/agents/channel partners) is highly desirable.
- NISM certification (any relevant module) preferred; candidates willing to certify are encouraged.
Skills & Competencies
- Strong communication, negotiation, and relationship-building skills.
- Excellent follow-up discipline and ability to manage objections.
- Analytical approach to market research, segmentation, and funnel tracking.
- Ownership mindset with ability to work independently and drive outcomes.
- Working knowledge of MS Excel/Google Sheets; CRM exposure is a plus.
- Interest/understanding of investments and financial products.
