Area Head - Wealth Specialist

Job Requirements

Role Title: Area Head – Wealth

Business: Wealth Management

Reporting To: Zonal Head – Wealth

Span of Control: Wealth Specialists within assigned Area

Location: As applicable within Zone

Job Purpose

The Area Head – Wealth is responsible for driving wealth business growth within a defined geography by executing the zonal wealth strategy in close partnership with Branch Banking teams.

The role will own revenue delivery, team performance, branch–wealth integration, customer experience standards, and compliance adherence for the area.

The incumbent acts as the primary on-ground business leader for wealth within geography and as the first-line manager for Wealth Specialists.

Key Roles & Responsibilities

1️⃣ Revenue Ownership & Business Delivery (Area Level)

- Own and deliver wealth revenue targets for the assigned area.
- Drive AUM growth, fee income, portfolio penetration, and customer activation.
- Ensure balanced product mix across mutual funds, PMS, bonds, insurance, LAS and approved wealth products.
- Track weekly and monthly business dashboards; drive corrective interventions to bridge gaps.
- Identify high-potential portfolios and branches for focused wealth deepening.

2️⃣ Branch–Wealth Synergy & Engagement

- Act as the single-point owner for wealth collaboration within the area.
- Partner closely with Cluster / Branch Heads / PBG Team to build joint revenue accountability.
- Institutionalize structured lead generation and referral conversion processes.
- Conduct regular joint sales calls, portfolio reviews, and branch activation programs.
- Embed wealth advisory orientation within branches through regular engagement and business reviews.

3️⃣ Team Leadership & Capability Building

- Lead, mentor, and develop Wealth Specialists in the area.
- Set clear KRAs and drive productivity metrics such as:
- Revenue per IC
- AUM per IC
- Active client base growth
- Cross-sell conversion ratios
- Client portfolio reviews and engagement
- Conduct field visits, joint meetings, and coaching interventions.
- Identify skill gaps and coordinate targeted training programs.

4️⃣ Customer Experience & Advisory Quality

- Ensure consistent and superior wealth advisory experience across branches in the area.
- Support team in handling key HNI relationships and complex investment discussions.
- Drive repeat investments and deepen wallet share from existing customers.
- Ensure quick resolution of escalations and service issues.

5️⃣ Governance, Compliance & Risk Management

- Ensure strict adherence to regulatory and internal compliance frameworks.
- Monitor sales suitability, documentation quality, and audit readiness.
- Maintain zero tolerance for mis-selling or unethical practices.
- Reinforce strong risk awareness and ethical conduct within the team.

6️⃣ Market Development & Business Expansion

- Map local HNI potential and competitive landscape within the area.
- Identify growth opportunities across segments and geographies.
- Drive focused campaigns and product thematic pushes in alignment with zonal strategy.
- Provide market intelligence and feedback to the Zonal Head.

Key Stakeholders

- Zonal Head – Wealth
- Cluster & Branch Heads
- Regional Branch Leadership
- Product & Investment Teams
- Operations, Compliance & Risk

Key Skills & Competencies

- Strong understanding of wealth advisory and product suite
- Proven ability to drive branch-sourced wealth business
- Strong people leadership and coaching skills
- High execution orientation with performance discipline
- Strong stakeholder management and influencing capability
- Customer-first mindset with strong ethical grounding

Experience & Background

- 8–14 years of experience in Wealth Management / Retail Banking
- Prior experience managing advisory or sales teams preferred
- Demonstrated track record of delivering investment AUM and fee growth
- · Exposure to branch-driven wealth sourcing