Role Summary
Lead the sales strategy for investment product sales across multiple channels including Affluent Banking, NR, Branch Banking, and other distribution channels. Drive channel adoption, optimize RM-assisted journeys and deliver data-driven insights to enhance product penetration & revenue outcomes.
Key Responsibilities
Channel Sales Strategy & Enablement
- Develop and execute channel-specific sales strategies to accelerate investment product penetration across Affluent, NR, Branch Banking, and allied channels.
- Own annual planning by aligning sales budgets, targets, and growth objectives with channel strategies.
- Negotiate and finalize KRAs within RM SOP frameworks, ensuring alignment between business priorities and frontline execution.
- Lead and manage investment product sales drives, including campaign design, execution governance, and outcome tracking.
- Ensure senior leadership engagement and coverage during key sales initiatives and product strategy updates.
- Drive ongoing sales capability building through structured training, performance coaching, and productivity management of RMs and sales teams.
Data Analytics & Business Intelligence
- Deliver actionable insights to channel heads and leadership teams through robust dashboards, MIS, and performance reports.
- Design and present analytical, insight-led decks for leadership reviews, enabling informed decision-making on sales strategy and product prioritization.
- Leverage customer, RM, and transaction data to identify growth opportunities, underpenetrated segments, and regional trends.
Product Journey & Penetration Enhancement
- Recommend and drive process re-engineering, system enhancements, and automation initiatives to simplify RM-assisted journeys and improve customer conversion.
- Identify friction points in the investment journey and partner with technology, operations, and product teams to deliver scalable solutions.
- Provide product- and region-specific insights to sharpen sales focus and optimize campaign effectiveness.
- Liaise closely with AMCs and external partners to design joint initiatives, training programs, and targeted sales pushes across channels.
Job Requirements
- Postgraduate degree with over 8 years of experience. Would prefer candidates with sales experience in wealth management, retail/channel sales and investment product strategy.
- Strong product knowledge in financial services and investment solutions, with a focus on HNI sales.
- Advanced proficiency in MS Excel/PPT for campaign analysis, productivity tracking, and review preparation.
- Excellent interpersonal skills and stakeholder management capabilities.
- Adaptable and committed to continuous learning and improvement
Job description provided by Kotak Mahindra Bank.
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