Head - Institutional Channels - ND & Wealth

Job Description:

We are hiring for a Non-Banking Financial Company (NBFC) focused on Loan Against Investments, enabling retail investors to unlock liquidity against mutual funds, shares, bonds, and ETFs without liquidating their long-term wealth.

Location: Mumbai

Team Size: 7-15 Regional Managers

Role Overview:

As Head of Institutional Channels (ND & Wealth), you will be responsible for building and scaling the institutional distribution business for Forward Wealth's Loan Against Securities (LAS) offering. The role focuses on driving partnerships and business growth through National Distributors (NDs), wealth platforms, brokerages, IFAs, MFDs, family offices, wealth-tech firms, and other capital market ecosystem participants. You will also play a key part in expanding the organisation's digital-first lending approach across institutional and strategic channels. As part of a fast-growing fintech and NBFC platform, the position offers the opportunity to contribute to the development of a technology-led secured lending ecosystem, with a long-term vision of expanding across broader lending and wealth-tech solutions.

Key Responsibilities:

- 1. Build and scale the institutional distribution business for the Loan Against Securities offering across India.

- 2. Drive AUM growth through intermediary-led distribution channels.

- 3. Build and own strategic relationships across National Distributors (NDs), wealth platforms, brokerages, IFAs, MFDs, family offices, and wealth-tech ecosystems.

- 4. Structure and manage high-ticket, crore-level investment and lending transactions end-to-end.

- 5. Expand Forward Wealth's presence within the capital markets and investment distribution ecosystem.

- 6. Manage and mentor a team of 5 to 7 Relationship Managers along with FOS teams - setting targets, reviewing performance, and building capability.

- 7. Partner with Product, Technology, Credit, Risk, Operations, and Compliance teams to expand the digital-first lending approach across institutional and strategic channels.

- 8. Define, track, and report channel metrics including AUM, disbursements, partner activation, and RM productivity.

- 9. Play a key role in shaping a high-growth LAS and secured lending platform from the ground up.

Skills & Requirements:

- 1. 10 to 15 years of experience in wealth distribution, capital markets, institutional partnerships, or secured lending ecosystems.

- 2. Strong existing relationships across National Distributors, wealth platforms, brokerages, IFAs, MFDs, and family offices.

- 3. Proven track record of driving AUM growth through intermediary-led distribution channels.

- 4. Experience handling high-ticket, crore-level investment or lending transactions.

- 5. Working knowledge of Loan Against Securities and capital market products including mutual funds, demat holdings, shares, bonds, and ETFs.

- 6. Demonstrated people leadership, with experience managing Relationship Manager and FOS teams.

- 7. Strong analytical and commercial mindset, with the ability to own channel targets and unit economics.

- 8. Excellent communication, negotiation, and senior stakeholder management skills.

- 9. Startup mindset with the ability to work independently and build processes from scratch; prior NBFC, wealth management, or wealth-tech experience preferred.