Wealth State Head B2B Corporate Institutional Channel Partner
Intellectual Capital Hr Consulting
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Job summary
The Wealth Head will lead the B2B Wealth Management team, driving strategy, P&L and revenue growth for corporate and institutional relationships in Mumbai. You will scale partner-driven wealth distribution with IFAs, distributors, and RIAs, collaborating with broking, PMS, and investment-product teams to deliver integrated solutions.
With 15+ years in wealth management and a proven B2B distribution track record, you will shape governance, risk, and performance metrics while building a scalable,
Qualifications
- MBA/PGDM in Finance or related field.
- CFA/ CFP or equivalent qualification desirable.
- NISM certifications preferred for investment advisory/distribution.
Responsibilities
- Lead and scale the B2B Wealth Management vertical with end-to-end responsibility for strategy and P&L.
- Drive revenue growth, AUM/AUA expansion and partner-driven metrics.
- Develop scalable partner-led wealth-distribution models with corporates and institutions.
- Build and mentor a high-performing RM and channel-management team.
- Oversee investment-product distribution and cross-functional collaboration.
Skills
Education
Job description
Wealth Head B2B Corporate, Institutional & Channel Partner Wealth Solutions
Department: Wealth Management
Reports To: Chief Executive Officer / Managing Director
Location: Mumbai
Employment Type: Full-Time | Senior Management
Business Focus: B2B – Corporate, Institutional & Channel Partner Wealth Solutions
About the Organisation
A leading financial services organisation with a strong presence across India's capital markets and wealth-management ecosystem.
The organisation offers a diversified range of financial products and services across wealth management, broking, portfolio management, investment products, institutional solutions and allied financial services.
As part of its growth strategy, the organisation is strengthening its B2B Wealth Management franchise, with a focus on corporate and institutional relationships and partner-led distribution.
Role Summary
The Wealth Head will lead and scale the B2B Wealth Management business, with end-to-end responsibility for strategy, P&L, revenue growth, partner relationships, AUM/AUA expansion and team leadership.
The role will focus primarily on acquiring and developing relationships with corporates, institutions, family offices and wealth-distribution partners, including IFAs, distributors, sub-brokers and RIAs.
The incumbent will work closely with internal businesses such as broking, PMS, investment-product distribution, institutional businesses and merchant banking to create an integrated B2B wealth proposition.
Key Responsibilities
- Define and execute the strategic roadmap for the B2B Wealth Management vertical.
- Own the P&L of the wealth-management business.
- Drive revenue growth, profitability and partner-driven AUM/AUA expansion.
- Develop business plans, revenue targets and growth strategies for the vertical.
- Identify new business opportunities across corporate, institutional and intermediary segments.
- Monitor business performance and take corrective actions to achieve growth and profitability objectives.
- Drive acquisition and deepening of relationships with corporates, institutions and family offices.
- Build and expand relationships with IFAs, distributors, sub-brokers, RIAs and other strategic channel partners.
- Develop a scalable partner-led wealth-distribution model.
- Establish the organisation as a preferred wealth platform for institutional and intermediary relationships.
- Develop strategic alliances and distribution partnerships to expand reach and AUM.
- Build long-term relationships with key clients and partners through consultative engagement.
- Design partner empanelment, engagement and commercial frameworks.
- Develop incentive structures that encourage sustainable partner acquisition and productivity.
- Drive partner activation, productivity, retention and AUM growth.
- Establish clear partner-management processes and performance metrics.
- Identify high-potential partners and develop strategies to increase their contribution.
- Build a strong channel-management culture focused on relationships, service quality and business outcomes.
- Build, mentor and lead a high-performing team of Relationship Managers and Partner/Channel Managers.
- Define team structures, responsibilities, targets and performance metrics.
- Recruit and develop senior talent across B2B wealth and partner distribution.
- Establish a performance-driven culture focused on revenue, AUM growth and relationship deepening.
- Coach teams on client acquisition, investment-product positioning, relationship management and partner engagement.
- Develop succession and leadership capabilities within the wealth-management business.
- Oversee the development and delivery of investment solutions for B2B clients and distribution partners.
- Drive distribution of relevant investment products including:
- Mutual Funds
- PMS
- AIFs
- Equities
- Bonds / Fixed Income
- Structured Products
- Other relevant wealth-management solutions
- Work closely with Product, Research and Investment teams to create differentiated investment propositions.
- Ensure products and solutions are appropriately positioned for corporate, institutional and intermediary audiences.
- Identify emerging investment products and market opportunities that can strengthen the wealth proposition.
- Work closely with PMS, institutional broking, investment-product distribution and merchant-banking teams.
- Develop cross-selling opportunities across the broader financial-services ecosystem.
- Build integrated solutions for corporate, institutional and intermediary clients.
- Leverage internal capabilities to increase wallet share and relationship depth.
- Create collaborative business models that generate incremental revenue and AUM.
- Track market trends and developments across wealth management and capital markets.
- Monitor competitor B2B wealth propositions and channel strategies.
- Identify emerging investment products and evolving client requirements.
- Develop differentiated propositions based on market opportunities.
- Represent the wealth business at relevant industry forums, partner events and client engagements.
- Strengthen relationships and market visibility among institutional and intermediary audiences.
- Ensure partner onboarding and client-engagement processes comply with applicable regulatory requirements.
- Ensure investment-advisory, distribution and portfolio-related processes operate within established regulatory and internal risk frameworks.
- Maintain strong governance across partner relationships and investment-product distribution.
- Work closely with Compliance, Risk and Legal teams on regulatory matters.
- Ensure high standards of integrity, transparency and responsible business conduct.
- Establish and monitor business-performance metrics across the wealth vertical.
- Track:
- Revenue
- AUM/AUA
- New client acquisition
- Partner acquisition
- Partner activation
- Partner productivity
- Revenue per partner
- Client/partner retention
- Cross-sell and wallet share
- Present regular business-performance updates and strategic initiatives to the CEO/MD and senior leadership.
- Use business analytics to identify growth opportunities and performance gaps.
The Wealth Head will be evaluated on:
- Wealth Business Revenue Growth
- P&L / Profitability
- Partner-Driven AUM/AUA Growth
- Corporate & Institutional Client Acquisition
- Family Office Relationship Acquisition
- Active Partner Network Growth
- Partner Productivity
- Partner Activation & Retention
- Revenue per Partner
- Investment-Product Distribution
- Cross-Sell / Wallet Share
- Team Productivity & Performance
Education
- MBA / PGDM in Finance or a related discipline preferred.
- CFA, CFP or equivalent professional qualification will be an advantage.
- Relevant NISM certifications applicable to investment advisory/distribution activities are preferred, as applicable.
Experience
- 15+ years of experience in wealth management, private banking, financial advisory, investment distribution or related financial-services businesses.
- Minimum 5 years of leadership experience in a B2B, institutional or partner-channel environment.
- Proven experience of building and scaling a B2B wealth-management or partner-distribution business.
- Demonstrated track record of delivering AUM and revenue growth.
- Experience in building and managing Relationship Manager and channel/partner-management teams.
Network & Market Relationships
A strong existing network among one or more of the following will be highly desirable:
- Corporates
- Institutions
- Family Offices
- IFAs
- Wealth Distributors
- Sub-Brokers
- RIAs
- Other financial intermediaries
Product Knowledge
Strong understanding of:
- Equities
- Mutual Funds
- PMS
- AIFs
- Fixed Income / Bonds
- Structured Products
- Wealth-management and investment solutions
Regulatory Knowledge
- Strong understanding of applicable SEBI regulations governing investment advisory, PMS, distribution and broking-related activities.
- Ability to operate within regulatory, risk and compliance frameworks.
Key Skills & Leadership Attributes
- Strong business and commercial acumen
- P&L ownership mindset
- Proven B2B wealth-management leadership
- Strong relationship-management capabilities
- Exceptional negotiation and business-development skills
- Strong corporate and institutional orientation
- Ability to build and motivate distributed RM/channel teams
- Strategic thinking combined with strong execution capability
- Strong understanding of investment products and wealth solutions
- Partner-first approach
- High integrity and strong governance orientation
- Ability to build scalable businesses rather than merely manage an existing book
The ideal candidate will be a senior wealth-management leader with a proven B2B distribution track record, capable of building a sizeable wealth franchise through corporate, institutional and intermediary relationships.
The candidate should bring a combination of P&L ownership, AUM growth, strong market relationships, investment-product knowledge, channel-building capability and leadership experience, with the ability to convert an existing network into a scalable and profitable B2B wealth business.
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