Website:
vantrock.com
Job details:
Company Description Vantrock Real Assets Pvt Ltd, founded in 2019 (previously known as One Space), co-created India’s largest domestic logistics and warehousing platform, scaling it to approximately ₹9,000 crore (USD 1 billion) in AUM across 1,000+ investors and two SEBI-registered Category II AIFs. The firm is now evolving under the VANTROCK brand to build a new kind of integrated real assets platform for India. Vantrock focuses on logistics and industrial infrastructure as the backbone of India’s economic growth, with plans to expand into adjacent real asset sectors. By unifying development, operations, capital management, and technology, the company aims to control the full asset lifecycle and unlock opportunities beyond traditional structures. An AI-first operating model is embedded across sourcing, underwriting, leasing, compliance, reporting, and asset management to reduce friction, speed decisions, and create better outcomes for occupiers, partners, and investors.
Vantrock is building a five-person senior distribution team to raise a ₹2,000 Cr real estate alternatives platform — structured credit and equity/mezzanine, with an adjacency into warehousing and real assets. ₹250 Cr of anchor and sponsor capital is committed. The MD & CIO joins in January. This document sets out the team's operating model, the organisation structure, seven job descriptions, and a compensation architecture benchmarked against the current market rather than against an internal budget
Role Description
Reports to MD & CIO
This is a B2B2C channel-sales team, not an investor-facing sales team.
The team does not primarily carry investor relationships. It carries relationships with the relationship managers inside wealth firms. Most fund houses describe this function as sales, and then hire people who are good at selling to investors. That is the wrong hire for Vantrock. The model here sits one step removed from the investor, and the skill set is correspondingly different. Getting this distinction right at the job-description stage is worth more than anything else in this document.
Stage
Location
Mumbai (MMR)
Reports to
Managing Director & Chief Investment Officer
Direct reports
Four zonal heads (CF-02 to CF-05) and Manager — Product, Content & RM Enablement (CF-
07); dotted line over CF-06
Coverage
National accountability. Personally owns West India, institutional capital, family offices, and
the GIFT City / offshore feeder
1. Role purpose
Own the ₹2,000 Cr capital formation mandate end to end: the distribution strategy, the channel architecture, the team,
the investor franchise and the number. This is the single point of accountability for whether Vantrock's first institutional
fund closes on size and on time.
The role is a builder's role, not a steward's. There is no existing empanelment, no existing investor base and no brand
recognition in the AIF channel. Everything from the first product-committee presentation to the final close depends on
what this person personally constructs in the first three quarters. Candidates who have only ever run an established
distribution machine should be screened out early, however impressive the numbers attached to them.
2. Key responsibilities
Strategy and architecture
• Design the domestic capital-raise strategy across the wealth channel, institutional investors, family offices,
corporate treasuries and the NRI / GIFT City feeder — with an explicit split of the ₹2,000 Cr by channel and by
quarter, reviewed monthly.
• Determine product-market fit by segment: which investor cohort buys real estate structured credit, which buys
equity and mezzanine, and how the two are positioned so that they compete with the market rather than with
each other.
• Own the fund's commercial construct alongside the MD & CIO — minimum ticket, class structure, hurdle, catch-up,
distribution fee, direct plan — and be able to explain to the investment committee what each of those choices does
to saleability in the channel.
• Build the offshore and GIFT City route from Year 2, including feeder structure, placement partners and the NRI
corridors in the Gulf, Singapore and London.
Channel construction
• Personally open and close national empanelment at the top 12–15 wealth platforms — 360 ONE, Nuvama, Anand
Rathi, Motilal Oswal Private Wealth, Julius Baer, Sanctum, Waterfield, Client Associates, ASK Private Wealth,
Avendus, LGT, Centrum, Kotak and equivalents.
• Negotiate distribution economics within SEBI's framework for Category I and II AIFs, under which a maximum of
one third of the distribution fee may be paid upfront and the balance must be paid on an equal trail basis.
• Build the national-accounts relationship layer — product heads, research heads, product committees, and zonal
and regional heads at each platform. These are the people who decide whether an RM is permitted to sell Vantrock
at all; no amount of RM-level goodwill substitutes for it.
• Establish the second tier deliberately and early: regional wealth firms, boutique multi-family offices, RIAs and large
IFAs. They convert faster, are far less crowded, and in a first fund they often carry the raise while the large
platforms are still in committee.Vantrock Investment Management · Capital Formation & Distribution · Confidential · 9
Team leadership
• Recruit, onboard and lead the four zonal heads. Set zone targets, review cadence, territory economics and the
attribution rules for co-sourced tickets before anyone joins, not after the first dispute.
• Run a weekly national pipeline review and a monthly business review with the MD & CIO covering empanelment
status, RM activation, pipeline by stage, and conversion by zone.
• Stay in the field. A distribution head who stops doing joint client calls loses the ability to coach within two quarters
and the ability to forecast within three.
• Build the bench: identify a successor for each zone, and design the analyst and associate layer that will be added
for Fund II.
Investor franchise and investor relations
• Own the investor narrative — why Vantrock, why this asset class, why now, why this team — and enforce its
consistency across every pitchbook, PPM summary, webinar and one-to-one meeting nationally.
• Lead all anchor, institutional and large family-office conversations personally, including the ₹250 Cr sponsor and
anchor relationship.
• Own post-close investor relations: quarterly reporting quality, capital account transparency, the annual investor
day, developer site visits, and above all the standard of communication when something in the portfolio goes
wrong.
• Represent Vantrock at industry forums, at IVCA and equivalent bodies, and in the financial press alongside the MD
& CIO.
Governance and controls
• Ensure every marketing communication, performance figure and return projection is reviewed and approved
before it leaves the building. Mis-selling risk in AIFs sits with the manager, not with the distributor, and this is the
category regulators are watching most closely.
• Maintain the distributor empanelment register, commission schedules, and evidence of suitability at the point of
sale.
• Work with compliance on distributor certification requirements, direct plan administration and the AIF marketing
code.
4. Required qualifications
• 12–18 years in financial services, with at least five years in B2B or B2B2C distribution of PMS, AIF or alternative
products.
• Personal track record of raising ₹300 Cr or more of third-party capital through a wealth-distribution channel.
• Existing, verifiable relationships with wealth-firm product heads and RM teams in North India.
• Deep familiarity with the zone — who the money actually is, which firms genuinely place alternatives, and which
are shopfronts.
• Graduate with MBA, PGDM, CA or CFA or equivalent. NISM certifications as applicable.
• Willingness and appetite to travel twelve to fifteen days a month within the zone.
5. Preferred experience
• Background in real estate, infrastructure or real assets funds. Not mandatory — a strong alternatives channel salesperson from listed equity, private credit, PMS or structured products is an acceptable and often superior hire.
• Prior experience at an AMC alternates desk or at a real estate or warehousing fund manager.
• Has launched a product into the channel from scratch rather than only carrying an established one.
• Established presence in the Delhi NCR wealth community specifically. It is the most competitive and most relationship-gated market in the country, and an outsider will lose two quarters simply getting meetings.
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