DRChoksey FinServ - HOD - Retail/MF Sales/CEO - Wealth Management

Role & Designation - HOD - Retail / Mutual Fund Sales | CEO - Wealth Management SBU

Job Overview:

- Responsible for building and leading the Wealth Management SBU with primary focus on retail and mutual fund distribution.

- The role will drive P&L, build multi channel distribution, deepen partner relationships, and ensure robust governance and client suitability standards. This is a strategic leadership position managing sales, product, advisory, and operations teams across locations.

Roles & Responsibilities:

- Own the P&L of the Wealth Management SBU - drive AUM growth, revenue, and profitability.

- Define and execute the retail & mutual fund sales strategy across channels (direct, branch, online, partners).

- Build, lead, and mentor high-performing sales and relationship management teams.

- Develop and implement client acquisition, activation, cross-sell, and retention plans.

- Establish and monitor sales processes, RM productivity metrics, and performance dashboards.

- Strengthen relationships with AMCs, distributors, and other ecosystem partners.

- Ensure robust client profiling, risk assessment, and product suitability frameworks.

- Drive digital adoption and automation in sales, onboarding, and servicing journeys.

- Oversee compliance with regulatory guidelines (SEBI, AMFI, RBI where applicable) and internal risk policies.

- Collaborate with Research, Product, Operations, and Marketing for integrated business delivery.

- Represent the SBU in management and Board forums, presenting business plans and performance.

- Identify new product / segment opportunities (HNIs, mass affluent, NRI, etc.) and expansion geographies.

Skills Required:

1. Domain Skills:

- Strong understanding of wealth management, mutual funds, and retail investment products.

- Deep knowledge of advisory and distribution models in the Indian MF/WM space.

- Familiarity with regulatory framework (SEBI regulations, AMFI guidelines, suitability norms).

- Experience in handling HNI / mass affluent client segments.

- Understanding of AUM drivers, trail vs upfront, and MF revenue dynamics.

2. Technical Skills:

- Proficiency in sales analytics, portfolio analytics, and CRM tools.

- Ability to interpret financial statements, business MIS, and P&L.

- Comfort with digital platforms: online investment journeys, API integrations, and fintech partnerships.

- Advanced Excel / BI skills for forecasting, pipeline tracking, and performance management.

- Working knowledge of KYC/AML systems and transaction processing platforms.

3. Managerial Skills:

- Strategic planning and execution with strong commercial acumen.

- Leadership of large, multi-location sales teams.

- Stakeholder management (internal leadership, regulators, partners, and clients).

- Strong communication, negotiation, and presentation abilities.

- Change management and capability-building mindset.

Qualifications:

- MBA/PGDM in Finance/Marketing or equivalent from a reputed institute preferred.

- NISM certifications relevant to MF distribution / investment advisory (as per regulatory requirement).

- 15-20+ years of experience in wealth management / mutual fund distribution with at least 5+ years in a senior leadership / P&L role.