Relationship Manager - PCG Direct Equities/Wealth Distribution

Relationship Manager - PCG Direct Equities + Wealth Distribution

Product Coverage : Equity Cash & Derivatives, Currency, Commodities, Margin Funding (LAS), PMS, AIFs, Mutual Funds, Fixed Income, Structured Products, Credit Solutions, Alternative Investments, Insurance and other Wealth Distribution Products.

Role Purpose :

To acquire, manage and grow relationships with UHNIs, Family Offices, Entrepreneurs, Corporate Promoters, Large Traders and Professional Investors by delivering integrated Capital Markets and Wealth Management solutions. The role is responsible for driving client acquisition, revenue generation, AUM growth, wallet share expansion and product penetration across both Equity and Wealth businesses while maintaining the highest standards of client service, governance and regulatory compliance.

Key Responsibilities :

Business Development & Revenue Growth :

- Own and deliver assigned revenue, AUM, client acquisition and profitability targets.

- Acquire and onboard UHNI clients, Single & Multi-Family Offices, Entrepreneurs, Corporate Promoters and Large Traders.

- Drive balanced revenue contribution from both Equity and Wealth Distribution businesses.

- Build a sustainable pipeline through networking, referrals, market intelligence and relationship-led prospecting.

- Increase wallet share and deepen existing client relationships through cross-sell and advisory-led engagement.

- Drive growth across Equity, F&O, Currency, Commodities, PMS, AIFs, Mutual Funds, Fixed Income, Structured Products, Alternative Investments and Credit Solutions.

- Maximize client lifetime value through holistic investment and wealth management solutions.

Client Relationship & Advisory :

- Serve as the primary relationship manager for a portfolio of high-value clients.

- Understand client objectives, risk appetite, liquidity requirements and investment preferences.

- Provide research-backed market insights and investment ideas in partnership with Research and Product teams.

- Develop customized portfolio and asset allocation solutions across capital market and wealth products.

- Conduct regular portfolio reviews and proactive engagement to enhance client satisfaction and retention.

- Ensure timely resolution of client queries and deliver superior service experience.

Wealth & Investment Solutions :

- Drive AUM growth through advisory-led wealth conversations.

- Increase penetration of PMS, AIFs, Mutual Funds, Fixed Income, Structured Products, Credit and Alternative Investment offerings.

- Identify opportunities to diversify client portfolios beyond trading and equity-led relationships.

- Collaborate with Product Specialists and Investment Advisory teams to deliver differentiated solutions for sophisticated investors.

- Support clients in portfolio construction, asset allocation and long-term wealth creation strategies.

Capital Markets Business Development :

- Drive client participation across Equity Cash, F&O, Currency and Commodity segments.

- Build strong engagement with active traders, leveraged clients and professional investors.

- Identify opportunities to increase trading volumes, margin funding utilization and client activity.

- Provide market intelligence and investment opportunities aligned to client objectives.

Governance, Risk & Compliance :

- Ensure 100% adherence to regulatory, compliance and internal governance standards.

- Maintain robust client documentation, KYC, suitability assessments and risk disclosures.

- Ensure appropriate product suitability and client risk alignment.

- Monitor portfolio exposures and escalate risks or policy deviations promptly.

- Partner with Risk, Operations, Compliance and Credit teams to ensure seamless client servicing.

Market Intelligence & Self Development :

- Maintain a strong understanding of financial markets, competitive landscape and industry developments.

- Build relationships across market participants, intermediaries and industry influencers.

- Continuously upgrade product, advisory and market knowledge.

- Share market intelligence and best practices with business leadership.

- Participate in internal training and certification programs to strengthen advisory capabilities.

Key Success Metrics :

Financial Metrics :

- Revenue Achievement vs Target

- Wealth Revenue Contribution

- Direct Equities Revenue Contribution

- Distribution Income

- LAS/Credit Book Growth

Client Metrics :

- New Client Acquisition

- Net New Revenue

- AUM Growth

- Wallet Share Expansion

- Client Retention

Product Metrics :

- Cross-Sell Ratio

- Product Penetration

- Alternate Investment Mobilization

- Wealth Product Mix

Governance Metrics :

- Compliance Adherence

- Regulatory Changes Awareness

Ideal Candidate Profile :

- Proven track record of managing UHNI, Family Office, Entrepreneur and Large Trader relationships.

- Strong ability to acquire and grow high-value client relationships through networking and referrals.

- Demonstrated success in both Equities and Wealth Distribution businesses.

- Strong understanding of sophisticated investment products and portfolio construction.

- Existing relationships within the UHNI and Family Office ecosystem preferred.

- Entrepreneurial mindset with strong commercial orientation and client acquisition capability.

Qualifications :

- MBA / CA / CFA / Postgraduate Degree in Finance, Management or related discipline.

- Relevant NISM certifications preferred.

Experience :

- 4 - 12 years of experience in Wealth Management, Private Banking, Capital Markets, Broking or Financial Services.

- Experience managing UHNI, Family Office, Entrepreneur, Promoter or Large Trader relationships.

- Proven track record in client acquisition, revenue generation and cross-selling investment products.

- Exposure to both Capital Markets and Wealth Management products is strongly preferred.

Functional Competencies :

- Capital Markets (Equity, F&O, Currency, Commodities)

- Wealth Management & Portfolio Advisory, Asset Allocation

- PMS, AIF, Alternate Investments & Structured Products

- Client Acquisition & Relationship Management

- Regulatory & Compliance Awareness

- Business Development & Networking

Behavioural Competencies :

- Strong Sales & Commercial Orientation

- Relationship Building & Networking Skills

- High Ownership & Accountability

- Client-Centric Mindset

- Influencing & Negotiation Skills

- Problem Solving & Conflict Resolution

- Communication & Presentation Skills

- Learning Agility & Market Curiosity

- Resilience & Execution Focus