Market Head - Wealth Management - Banking/Financial Services

Market Head - Wealth Management

Location: MUMBAI | Function: Wealth Management | Reporting to: Regional Head West

About the Role:

We are looking for an accomplished Leader to build and lead the wealth management business for our NBFC in the assigned market.

This is a non-playing leadership role. The individual will be responsible for building a high-performing wealth management franchise rather than operating primarily as an individual Relationship Manager.

The Market Head will own the market P&L - revenue mandate, business growth, client acquisition strategy, team hiring and development, productivity, and overall market performance.

The ideal candidate will have a strong understanding of the HNI/UHNI wealth ecosystem and, more importantly, a demonstrated ability to attract, hire, develop and retain high-performing Wealth Relationship Managers and create a productive business franchise around them.

Key Performance Indicators:

The Market Head will be evaluated primarily on:

• Gross revenue, net revenue, revenue growth, AUM growth, net new money
• Client Acquisition - New HNI/UHNI clients
• Team Building - Number and quality of productive RMs hired
• Team Productivity - Revenue/AUM per RM
• Retention - RM and client retention
• Profitability - Market contribution - profitability
• Market Expansion - New client segments - geographic penetration
• Cross-Sell - Share of wallet and product penetration
• Culture - Performance, compliance and employee engagement

Experience:

• 15+ years of relevant experience in Wealth Management - Private Banking - Affluent Banking - Investment Management - Financial Services.
• Strong leadership experience managing Wealth Relationship Managers and/or a wealth business.
• Demonstrated experience in building teams and delivering business growth.
• Experience within a bank, wealth manager, NBFC, securities/investment firm, PMS/AIF platform or comparable financial-services institution preferred.

Educational Qualification:

• MBA - PGDM - CA - CFA - CFP or equivalent qualification preferred.
• Relevant regulatory certifications as applicable to the role.

Key Responsibilities:

• Own the overall business plan, revenue targets and growth agenda for the assigned market.
• Drive AUM, net new money, revenue, client acquisition and profitability in line with organizational objectives.
• Develop and execute the market strategy for acquiring and retaining HNI/UHNI and affluent clients.
• Build a sustainable revenue engine rather than relying on individual personal production.
• Monitor business performance through clearly defined metrics including: AUM, Net new money, Gross and net revenue, New client acquisition, Client productivity, RM productivity, Revenue per RM, and Client retention.

Team Building & Talent Acquisition:

• Build a high-quality team of Wealth Relationship Managers - Private Bankers - Investment Advisors.
• Leverage an existing professional network to attract proven wealth management talent into the organization.
• Recruit individuals with demonstrable books of business, strong client relationships and the ability to generate sustainable revenue.
• Build the team in accordance with the business plan rather than simply filling vacancies.
• Create a culture of performance, accountability, collaboration and ethical client engagement.
• Develop succession pipelines and identify future business leaders within the team.
• Coach and mentor RMs to improve client acquisition, revenue generation, wallet share and retention.
• Establish the company as a credible wealth management platform within the assigned market.
• Develop relationships with entrepreneurs, business families, HNIs, professionals, CXOs and other affluent client segments.