Regional Head - Wealth Management

Role Purpose:

The Regional Head Wealth Management will be responsible for driving the overall business growth and profitability of the assigned region, managing Wealth Managers / Cluster Heads, acquiring and retaining HNI & UHNI clients, strengthening distribution channels and ensuring achievement of regional revenue and business targets.

Business Development & Strategy:

- Develop and execute the strategic business plan for Wealth Management in the assigned region.

- Drive regional business growth, revenue, market share and profitability.

- Achieve monthly, quarterly and annual business targets.

- Develop cost-effective distribution models to accelerate business growth.

- Expand DSA, referral, corporate and other distribution channels.

- Monitor acquisition cost and improve channel productivity.

- Identify new markets, client segments and business opportunities.

HNI / UHNI Client Management:

- Lead acquisition, retention and relationship management of HNI and UHNI clients.

- Supervise Wealth Managers in acquiring and managing high-value clients.

- Develop strong relationships with clients, family offices, corporates and other affluent segments.

- Participate in key client meetings and support Wealth Managers in closing large opportunities.

- Ensure appropriate customer profiling and solution-based product recommendations.

- Drive customer satisfaction, retention and wallet share.

Investment & Wealth Solutions:

- Promote a comprehensive range of wealth solutions based on client objectives, risk profile and investment horizon.

- Work closely with Investment Product Specialists and research teams.

- Ensure effective cross-selling and penetration across products such as Mutual Funds, PMS, Alternative Investment Funds, Bonds, Fixed Deposits, Insurance / Protection products, NPS, Structured / Alternative investment solutions, and Real Estate.

- Ensure portfolio reviews and appropriate asset allocation for clients.

Team Management:

- Lead and manage Cluster Heads, Wealth Managers and Relationship Managers across the region.

- Recruit, train, mentor and develop high-performing teams.

- Set individual and team targets and monitor performance.

- Conduct regular performance reviews and implement corrective action plans.

- Build a strong talent pipeline and succession plan.

- Control attrition and improve employee productivity.

Performance & MIS:

- Monitor business performance, revenue, productivity and client acquisition metrics.

- Review regional MIS and identify performance gaps.

- Develop business forecasts and action plans.

- Track manpower productivity and optimise team structures.

- Ensure adequate MIS and reporting mechanisms are available across the region.

Risk & Compliance:

- Ensure adherence to regulatory requirements, internal policies and ethical standards.

- Implement effective risk management practices across the region.

- Monitor operational and business risks and take appropriate corrective measures.

- Ensure wealth managers follow appropriate client profiling, suitability and documentation processes.

Key Performance Indicators:

- Regional revenue and profitability

- AUM / business growth

- HNI & UHNI client acquisition

- Client retention and wallet share

- New client acquisition

- Team productivity

- Wealth Manager / RM productivity

- Product penetration and cross-sell

- Market share

- Cost of acquisition

- Customer satisfaction

- Employee retention

- Compliance and portfolio quality

Candidate Profile:

- Graduate / Postgraduate from a reputed institution; MBA/PGDM preferred.

- 10 - 12 years of experience in Wealth Management / Private Banking / Investment Management / Financial Services.

- Strong experience in managing HNI / UHNI clients.

- Proven experience in leading Wealth Managers, RMs, Cluster Heads or regional teams.

- Strong understanding of investment products and financial markets.

- Experience in acquiring and managing affluent client portfolios.

- Strong business development and relationship management skills.

- Ability to build distribution networks and strategic partnerships.

- Excellent leadership, communication, negotiation and presentation skills.

- AMFI / NISM / IRDA certification preferred.