Zonal Manager PML - North and East

Job Description

Job Description

Zonal Manager - Pension Fund Management | Sales & Business Development

Location: North / East India
Function: Pension Fund Management - Sales

Role Purpose

The Zonal Manager - Pension Fund Management will be responsible for driving new business acquisition and revenue growth for the Pension Fund Management business across the North and East regions.

The role is a core hunting and sales leadership position, focused on identifying and converting new corporate, institutional and retirement-solution opportunities, building senior-level relationships and expanding ABSLI's pension fund management franchise across the assigned geography.

Key Responsibilities

1. New Business Acquisition & Hunting

• Own the new business acquisition agenda for Pension Fund Management across North and East India.

• Identify, prospect and convert new corporate, institutional and large enterprise relationships.

• Build a strong pipeline through direct prospecting, market mapping, referrals, industry networks and strategic partnerships.

• Drive the complete sales cycle - lead generation → engagement → solutioning → negotiation → conversion → onboarding.

• Personally lead critical and high-value opportunities and ensure strong closure discipline.

2. Corporate & Institutional Sales

• Develop relationships with CFOs, CHROs, Treasury Heads, Finance Heads, Trustees and senior management of prospective organizations.

• Understand client retirement and pension requirements and position appropriate ABSLI solutions.

• Conduct senior-level business discussions, presentations and commercial negotiations.

• Build a sustainable portfolio of corporate and institutional clients.

3. Market Development - North & East

• Develop a comprehensive market map covering key corporate and institutional prospects across the assigned regions.

• Identify emerging opportunities in retirement benefits, superannuation, gratuity, pension funds and other long-term employee benefit segments.

• Track competitor activity, market trends and regulatory developments and translate them into business opportunities.

• Create a differentiated ABSLI value proposition for prospective clients.

4. Business Strategy & Revenue Growth

• Deliver zonal targets for new business, AUM and revenue.

• Prepare and execute an annual business development strategy for North and East.

• Maintain a healthy opportunity funnel with clear stages, expected closures and revenue potential.

• Review funnel productivity, conversion ratios, ageing and business closures on a regular basis.

5. Relationship & Stakeholder Management

• Build long-term relationships with key decision-makers and influencers within corporate and institutional accounts.

• Collaborate with internal stakeholders across Pension Fund Management, Investments, Operations, Legal, Compliance, Finance and Distribution to ensure seamless client acquisition and onboarding.

• Represent ABSLI at relevant industry forums, corporate meetings and networking platforms.

6. Sales Leadership & Execution

• Demonstrate strong ownership of the sales number and maintain a high-hunting, high-activity culture.

• Develop a robust prospect pipeline rather than relying predominantly on existing relationships or renewals.

• Monitor market coverage, client meetings, proposals, closures and business conversion.

• Provide regular business forecasts and market intelligence to senior leadership.

Ideal Candidate Profile

• 10-15+ years of experience in B2B / Institutional / Corporate Sales, preferably in Pension Fund Management, Retirement Solutions, Asset Management, Insurance, Employee Benefits or Financial Services.

• Strong experience in new business acquisition / hunting is essential.

• Proven track record of acquiring large corporate / institutional clients.

• Strong existing corporate network across North and/or East India will be an advantage.

• Experience in handling CFO / CHRO / Treasury / Trustee-level relationships preferred.

• Strong understanding of pension, retirement, employee benefit or institutional investment products preferred.

• Demonstrated ability to independently manage a large geography and deliver revenue targets.

• Strong commercial acumen, negotiation and stakeholder-management skills.

• High energy, entrepreneurial mindset with a strong hunter orientation.

• Candidates with predominantly relationship-management, servicing or farming-oriented profiles without demonstrated new-business acquisition experience would not be preferred.

Key Success Metrics

Core Competencies

Hunting & New Business Development | Institutional Sales | Corporate Relationship Management | Consultative Selling | Negotiation | Strategic Account Acquisition | Market Mapping | Pipeline Management | Revenue Ownership | Senior Stakeholder Management