Zonal Manager PML - North and East

Aditya Birla Capital; Haryana; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

Aditya Birla Capital is seeking a Zonal Manager for Pension Fund Management to drive hunting and revenue growth across North and East India. The role focuses on securing new corporate and institutional business, building senior‑level relationships, and expanding ABSLI's pension fund management footprint in the region.

You will lead the full sales cycle from lead generation to onboarding, develop a strong pipeline, and collaborate with Finance, Investments and Distribution teams to position

Qualifications

• 10–15+ years of B2B/Institutional/Corporate sales experience.
• Proven track record of acquiring large corporate/institutional clients.
• Strong existing corporate network across North and/or East India will be an advantage.

Responsibilities

• Lead new business acquisition for Pension Fund Management in North and East India.
• Identify, prospect and convert corporate, institutional, and large enterprise opportunities.
• 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.
• Develop relationships with CFOs, CHROs, Trustees, and senior management of prospective organizations.
• Deliver zonal targets for new business, AUM and revenue.
• Track market trends and competitor activity to identify opportunities.

Skills

New Business Acquisition

Institutional Sales

Corporate Relationship Management

Negotiation

Market Mapping

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

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

KPI

Success Measure

New Business Acquisition Achievement of zonal new-business target

New Corporate Acquisitions Number & quality of new institutional relationships

Sales Pipeline Healthy and predictable qualified pipeline

Conversion Lead-to-client conversion ratio

Revenue / AUM Growth in revenue and assets under management

Market Penetration Expansion across North & East

Senior Stakeholder Engagement Quality of CFO/CHRO/Trustee relationships

Client Acquisition TAT Efficient prospect-to-onboarding conversion

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