Zonal Manager PML - North and East

Job DescriptionZonal 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 ResponsibilitiesIdeal Candidate ProfileKey Success Metrics

• 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.
• 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.
• KPISuccess 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