Head - Asset Sales

Job Title: Head – Asset Sales

Location: Mumbai / Chennai

Function: Business

Reports To: Chief Business Officer

Experience Level: 12–18 years

About Vivriti Group:

Vivriti Group is a pioneer in the Mid-Market Lending space providing tailored debt solutions to mid-sized entities. The group has the following businesses:

• Vivriti Capital Limited, a systematically important NBFC (NBFC ND-SI) regulated by RBI. As on date, Vivriti Capital has disbursed USD 3 billion across 300+ enterprise borrowers and is rated A+ by CRISIL.
• Vivriti Asset Management, subsidiary of Vivriti Capital, is a fund manager to fixed income alternate investment funds (AIFs). As on date, Vivriti Asset Management has across funds, raised commitments of over USD 500 million from 900+ Institutional and private contributors. Vivriti AMC has also made investments of over USD 575 million across 80+ entities.

https://www.youtube.com/watch?v=5rGfHVlRX0A

Position Overview:

We are seeking a seasoned and strategic leader to spearhead the Sales function within our Debt Capital Markets (DCM) division. This role is critical to expanding our fixed income franchise, driving investor engagement, and leading the end-to-end placement of debt instruments across a wide range of investor classes. The ideal candidate will possess a deep understanding of debt products, strong client relationships, and demonstrated success in leading high-performance sales teams.

Key Responsibilities:

1. Leadership & Strategy:

• Define and execute the strategic direction of the DCM sales function aligned with business objectives.
• Lead, mentor, and develop a team of sales professionals covering multiple investor segments (mutual funds, insurers, pension funds, HNIs, family offices, treasuries, etc.).
• Work closely with senior management to align business development, origination, and investor coverage strategies.

2. Investor Relationship Management:

• Build and deepen relationships with a broad spectrum of debt investors—both domestic and offshore.
• Act as the primary point of contact for key institutional investors, ensuring regular engagement and feedback loops.
• Organize roadshows, investor calls, and events to enhance visibility and investor confidence.

3. Product Coverage & Market Development:

• Take ownership of sales and distribution of a wide array of debt instruments:
• Public and privately placed corporate bonds (secured, unsecured)
• Non-convertible debentures (NCDs)
• Structured finance products (ABS, MBS, project finance structures)
• Securitized instruments and credit-enhanced bonds
• ESG/Green bonds and other thematic issuances
• Identify trends, shifts in investor appetite, and white spaces in the market to help design innovative financing solutions.

4. Execution & Syndication Support:

• Collaborate with the origination and structuring teams to advise clients on investor sentiment, pricing guidance, and placement strategies.
• Manage syndication processes and ensure effective book-building and allocation.
• Monitor transaction progress, resolve issues during live deals, and ensure post-deal investor follow-up and compliance.

5. Revenue & Performance Management:

• Own and deliver revenue targets for the DCM sales function.
• Track sales performance, investor penetration, and deal conversion rates using CRM and internal tools.
• Provide periodic updates and MIS reports to management and stakeholders.

6. Regulatory & Compliance Oversight:

• Ensure all sales activities are conducted in full compliance with SEBI, RBI, and other relevant regulations.
• Work with the legal and compliance teams to ensure proper documentation, disclosures, and investor communications.

Key Qualifications & Requirements:

• MBA (Finance), Chartered Accountant, CFA, or equivalent advanced degree in Finance, Economics, or related field.
• 12–18 years of relevant experience in fixed income sales or DCM roles, with a minimum of 5 years in a leadership capacity.
• Deep understanding of debt capital markets, investor behaviour, pricing models, and credit risk assessment.
• Strong relationships with institutional and HNI investors in the debt space.
• Track record of leading large fund-raising transactions (INR and/or foreign currency).

Skills & Competencies:

• Leadership: Proven ability to lead, motivate, and develop high-performing teams.
• Client-Centricity: Ability to understand investor needs and tailor offerings accordingly.
• Market Acumen: In-depth knowledge of fixed income markets, macroeconomic trends, and regulatory landscape.
• Execution Excellence: Demonstrated ability to close complex transactions under tight timelines.
• Communication: Excellent interpersonal, negotiation, and presentation skills.