Role Overview:

The role will involve developing strategic partnerships with National Distributors (NDs), wealth platforms, brokerages, IFAs, MFDs, family offices and wealth-tech firms to drive AUM growth and institutional lending business.

The ideal candidate should have strong existing relationships across the wealth and capital markets ecosystem, a proven track record of intermediary-led distribution and experience managing high-value investment and lending transactions.

Key Responsibilities:

- Build and scale the institutional distribution business for Loan Against Securities (LAS) across India.

- Drive AUM growth and disbursements through intermediary-led distribution channels.

- Develop and manage strategic relationships with National Distributors, wealth platforms, brokerages, IFAs, MFDs, family offices and wealth-tech firms.

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

- Lead and mentor a team of 5 - 7 Relationship Managers along with FOS teams.

- Define channel targets, review RM productivity and drive overall business performance.

- Collaborate with Product, Technology, Credit, Risk, Operations and Compliance teams to strengthen digital-first lending solutions.

- Monitor and report key business metrics including AUM, disbursements, partner activation and channel productivity.

- Build institutional distribution processes and contribute to scaling the broader secured lending business.

Skills & Requirements:

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

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

- Proven experience in driving AUM growth through intermediary-led distribution channels.

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

- Working knowledge of Loan Against Securities (LAS), mutual funds, demat holdings, shares, bonds and ETFs.

- Experience managing and leading Relationship Managers and FOS teams.

- Strong commercial acumen, negotiation and senior stakeholder management skills.

- Ability to own business targets, channel economics and institutional partnerships.

- Entrepreneurial mindset with the ability to build and scale distribution processes from scratch.

Preferred Background:

- Candidates from Wealth Management, Wealth-Tech, Capital Markets, NBFC, Fintech and Financial Services organisations with established institutional distribution networks will be preferred.