State / Zonal Head Strategic Alliances & Distribution (PMS & AIF)

Location

BKC Mumbai.

Reporting To

Chief Business Officer /President – Asset Management & Alternatives

About the Role

We are seeking an experienced and entrepreneurial leader to drive the strategic alliances and distribution business for our Portfolio Management Services (PMS) and Alternative Investment Funds (AIF). The role will be responsible for developing and managing institutional and intermediary distribution partnerships, driving asset growth, expanding market reach, and positioning the PMS and AIF offerings among wealth management ecosystems.

The ideal candidate will possess deep relationships across private banks, wealth management firms, family offices, MFDs, RIAs, and national distribution platforms, along with strong knowledge of alternative investments and capital markets.

Key Responsibilities

Strategic Alliances & Business Development

- Develop and execute the distribution strategy for PMS and AIF products across India.
- Establish and strengthen strategic partnerships with:
- Private Banks
- Wealth Management Firms
- Family Offices
- Multi-Family Offices (MFOs)
- Independent Financial Advisors (IFAs)
- Registered Investment Advisors (RIAs)
- National and Regional Distributors
- Institutional Channels

- Identify and onboard new distribution partners to expand market penetration and investor reach.
- Negotiate commercial agreements and partnership frameworks with key distribution entities.

Distribution & Asset Gathering

- Drive AUM growth through partner-led acquisition and relationship management.
- Create channel-specific business plans and revenue targets.




- Work closely with distributors to increase product penetration and investor engagement.
- Monitor sales pipelines, conversion ratios, and fundraising activities.
- Lead fundraising initiatives for Category II and Category III AIFs and PMS strategies.

Relationship Management

- Build and maintain senior-level relationships with CXOs, investment heads, and key stakeholders across partner organizations.
- Conduct regular reviews with distribution partners to track performance and identify growth opportunities.
- Act as the primary escalation point for strategic partners.

Product Positioning & Market Intelligence

- Collaborate with investment and product teams to develop market-relevant PMS and AIF offerings.
- Gather market intelligence, competitor insights, and investor feedback.
- Develop positioning strategies and value propositions for various investor segments.
- Support product launches, roadshows, webinars, and investor education initiatives.

Internal Stakeholder Management

- Work closely with Product, Investments, Marketing, Compliance, Operations, and Legal teams.
- Ensure smooth onboarding, execution, and servicing processes for distribution partners.
- Support creation of sales collateral, presentations, and distributor training programs.

Governance & Compliance

- Ensure adherence to SEBI regulations governing PMS and AIF distribution.
- Maintain high standards of conduct, suitability,



and investor protection.
- Oversee distribution governance and partner due diligence processes.

Leadership & Team Management

- Build and lead a high-performing distribution and alliance management team.
- Establish performance metrics and growth plans for team members.
- Foster a culture of collaboration, accountability, and client-centricity.

Key Performance Indicators (KPIs)

- Net Recent AUM Mobilized
- Fundraising Achievements Across PMS & AIF Platforms
- Number and Quality of Strategic Distribution Partnerships
- Revenue Growth from Distribution Channels
- Partner Productivity and Activation Rates
- Geographic Expansion and Market Coverage
- Client Retention and Satisfaction Metrics

Desired Candidate Profile

Education

- MBA / PGDM in Finance, Marketing, or related discipline.
- CFA, CA, CFP, or equivalent qualification preferred.

Experience

- 12–18+ years of experience in Wealth Management, Asset Management, PMS, AIF, Mutual Funds, or Alternative Investments.
- Proven experience in distribution leadership and fundraising.
- Strong network across private banks, wealth platforms, family offices, and institutional channels.
- Demonstrated track record of achieving large-scale AUM mobilization targets.

Knowledge & Skills

- Deep understanding of PMS, AIF, private markets, and capital markets.
- Strong relationship management and negotiation skills.
- Strategic thinking with strong commercial acumen.
- Excellent presentation and communication abilities.
- Understanding of SEBI PMS and AIF regulatory framework.
- Ability to work with senior stakeholders and drive cross-functional collaboration.

📌 Zonal Head Strategic Alliances & Distribution (PMS & AIF) (Mumbai)
🏢 Ecap Equities
📍 Mumbai