Role Summary
The Chief Sales Officer is responsible for driving revenue growth, market penetration, and customer acquisition across all business lines — chit funds, insurance broking, mutual fund distribution, and credit solutions. The CSO builds and leads a high-performing, multi-vertical sales organization, sets the group's sales strategy, and works closely with product, operations,compliance, and business heads to ensure sustainable, compliant growth.
Key Responsibilities
Strategy & Leadership
• Define and execute the group-wide sales strategy, annual sales plans, and revenue targets across all four verticals.
• Build, lead, and mentor a multi-layered sales organization — regional/branch sales heads, team leaders, and frontline
sales/relationship managers.
• Design incentive structures, sales contests, and performance management frameworks to drive productivity.
• Represent the sales function on the group leadership team and report performance to the MD/CEO and Board.
Vertical-Specific Sales Ownership
• Chit Funds: Drive new subscriber enrolment, group formation, and branch-level collections targets.
• Insurance Broking: Grow life, health, and general insurance policy sales; strengthen insurer partnerships and
persistency.
• Mutual Fund Distribution: Expand AUM, SIP book, and client folios; deepen advisor/RM-led distribution.
• Credit Solutions: Drive loan sourcing and disbursement volumes while maintaining sound portfolio quality.
Cross-Sell & Customer Lifecycle
• Build cross-sell and up-sell pathways across the four verticals to maximize customer lifetime value.
• Establish a unified customer database and referral system across business lines.
• Champion customer experience, retention, and Net Promoter Score improvement initiatives.
Market & Channel Development
• Identify new markets, branches, and channel partnerships (agents, DSAs, brokers, digital channels) for expansion.
• Track competitor activity, pricing, and market trends to keep company's offerings competitive.
• Drive digital and tele-sales channel growth alongside traditional field sales.
Governance, Compliance & Reporting
• Ensure all sales practices comply with applicable regulatory requirements (chit fund regulations, IRDAI,
SEBI/AMFI, RBI/NBFC guidelines as relevant).
• Own accurate sales MIS, forecasting, and pipeline reporting to leadership.
• Partner with Risk and Compliance teams to balance growth with responsible business practices.
Key Result Areas (KRAs)
• Revenue and volume growth across each business vertical vs. plan
• New customer acquisition and cross-sell ratio
• Sales team productivity, attrition, and capability building
• Channel and branch network expansion
• Portfolio quality and compliance adherence (credit and insurance verticals)
Candidate Requirements
Experience & Qualifications
• 12–18+ years of progressive sales leadership experience in BFSI/financial services, ideally spanning multiple
product lines (chit funds, insurance, mutual funds, or lending).
• Proven track record of leading large, geographically distributed sales teams and delivering revenue growth.
• MBA or equivalent postgraduate qualification in Sales, Marketing, or Finance preferred.
• Relevant certifications (e.g., IRDAI, AMFI/NISM) an advantage.
Skills & Attributes
• Strong strategic and analytical orientation, balanced with hands-on field sales leadership.
• Excellent stakeholder management, negotiation, and communication skills.
• Ability to operate across diverse regulatory environments and product complexities.
• High integrity and a compliance-first mindset given the trust-based nature of chit funds, insurance, and lending.
• Data-driven decision-making with comfort using CRM and sales MIS tools.
