Job Description:
HNI Vertical Strategy & Ownership
- Own and lead the HNI Vertical at a national level, including strategy, revenue, profitability, and growth outcomes across broking and wealth offerings.
- Define the HNI client segmentation framework (HNI & UHNI) and acquisition roadmap aligned to business objectives.
HNI & UHNI Client Acquisition
- Drive national acquisition strategies for HNI and Ultra-HNI clients (investable surplus 1 Cr+), with a primary focus on broking activation (equity, derivatives, commodities) to maximize brokerage revenues.
Wealth Cross-Sell & Wallet Share Expansion
- Lead cross-selling of HNI-focused wealth solutions including mutual funds, PMS, AIFs, fixed income, structured products, and insurance to deepen relationships and enhance lifetime value.
HNI Team Build-Out & Scale-Up
- Build, recruit, and scale a specialized HNI sales and relationship management team (Relationship Managers, Acquisition Managers) across metros (Mumbai, Delhi-NCR, Bengaluru, Kolkata, Chennai, Hyderabad, Pune, Ahmedabad) and select Tier-A cities.
- Attract and retain senior talent with strong HNI/UHNI client networks and market credibility.
Sales Governance & Productivity Management
- Set and drive national HNI sales targets, productivity benchmarks, and revenue KPIs.
- Monitor performance rigorously, coach teams, and implement best practices to deliver consistent growth.
Capability Building & Sales Enablement
- Design and deploy HNI-specific training programs, sales tools, and advisory frameworks to strengthen product expertise, client engagement, and market insights.
HNI Lead Generation & Ecosystem Development
- Build a scalable HNI lead generation ecosystem through referrals, client advocacy programs, digital outreach, curated events, strategic partnerships, research-driven engagement, and data analytics.
Matrix Collaboration & Regional Integration
- Work closely with regional heads, branch managers, and functional teams in a matrix environment to ensure alignment of HNI strategies and seamless execution across locations.
Compliance, Risk & Governance
- Ensure the HNI vertical operates in full compliance with SEBI regulations, internal risk policies, and ethical standards, maintaining a strong client-first culture.
Qualifications & Experience
- 20 + years of experience leading HNI/UHNI businesses within broking, wealth management, or private banking.
- Proven experience in setting up or scaling an HNI vertical at a national or large regional level.
- Strong expertise across broking products and HNI-focused wealth solutions, with a demonstrated cross-sell track record.
- Track record of building high-performing HNI teams across multiple geographies.
- Deep, established relationships with HNIs, UHNIs, and key market influencers in metro and Tier-A cities.
