Regional Business Manager - Emerging Markets Vertical

Overview

This position is focused on driving sales through both direct efforts and leading a team of Business Development Managers (BDMs). The primary objective is to acquire retirement fund business from a diverse range of corporate clients, including multinational corporations (MNCs), Indian companies, banks, and both state and central public sector enterprises within a specific geographical region covering 5-7 states in emerging markets.

Key Responsibilities

• Lead the planning and execution to meet or surpass sales targets related to retirement fund procurement, boosting top-line growth.
• Oversee the identification and mapping of suitable business opportunities, enabling the team to build compelling investment cases.
• Promote cross-selling of additional products such as group fund business, worksite marketing, group term insurance, and facilitate leads for other affiliated entities.
• Mentor and monitor the team to maintain comprehensive client information and robust sales pipelines for sustainable business development.
• Ensure adherence to structured sales management processes, including progressing customers through various sales stages like pipeline building, discovery, advocacy, support, and closure.
• Guide the team in nurturing relationships with key decision-makers, influencers, and stakeholders by understanding their preferences and expectations.
• Manage multifaceted relationships within accounts that may involve multiple contacts and decision-makers.
• Collaborate with senior managers and the investment team to provide comprehensive services such as investment advisory, trust advisory, taxation, and legal support to clients.
• Identify and address training needs by facilitating skill development in sales techniques, market understanding, and soft skills to enhance team effectiveness.
• Maintain awareness of competitive market movements and adjust strategies to secure and expand market share.

Challenges Associated with the Role

• Managing a culturally diverse region with varying decision-making approaches across multiple states.
• Handling intense competition with disruptive sales tactics by rival firms.
• Maintaining team motivation over extended sales cycles, which may span several months or years.
• Securing and sustaining engagement with decision-makers who may resist change.
• Interpreting and meeting unstated client expectations to expedite deliverables.
• Building a versatile team capable of managing sales across key, mega, and PSU segments.
• Contending with market dependencies and sentiments that affect business outcomes.
• Overcoming physical limitations that prevent team presence at all potential business opportunities, which may lead to lost deals.