Associate Vice President – PMS Sales & Wealth Management

Job Title: Associate Vice President – PMS Acquisition

Location: Bangalore

Certifications: NISM Series XXI-A – Portfolio Managers Examination certification (active, current, and verifiable).

Experience:

• 8-12 years of experience in wealth management, private banking, broking, AMC distribution, or financial services.
• Minimum 4 years of experience leading and managing sales or client acquisition teams.
• Experience handling HNI and UHNI clients and managing complex investment conversations.
• Strong understanding of PMS, AIFs, Mutual Funds, and structured investment products.

About the Role:

We are seeking a high-performing Associate Vice President – PMS Acquisition to lead and scale our PMS acquisition sales team. This is a hands-on sales leadership position with end-to-end accountability for the pod's business targets, team performance, client acquisition, and AUM onboarding. The successful candidate will bring a solid background in wealth management, private banking, or financial services, along with demonstrated experience building and leading high-performing sales teams. As the Pod Leader, you will manage the entire acquisition funnel—from qualified meetings and prospect engagement to conversions and AUM onboarding. You will be responsible for developing a strong sales culture, enhancing team productivity, overseeing business performance, and ensuring consistent achievement of revenue and AUM targets. We are looking for a commercially driven, data-oriented leader who is hands-on with sales closures and capable of building a high-performance team.

Key Responsibilities:

1. Sales Leadership & Team Performance:

• Lead the PMS acquisition team and drive achievement of business targets, conversions, and AUM onboarding.
• Set up daily, weekly, and monthly performance reviews, pipeline discussions, and sales planning.
• Track individual RM performance using defined KPIs and performance scorecards.
• Coach team members on prospect engagement, objection handling, negotiation, and deal closures.
• Foster a high-performance sales culture through motivation, accountability, and continuous feedback.

2. Team Building & Talent Development:

• Oversee recruitment, selection, onboarding, and development of Relationship Managers.
• Create structured 30-60-90-day onboarding and performance development plans.
• Assess capability gaps and deliver focused coaching to improve individual productivity.
• Conduct ongoing performance evaluations and manage underperformance through structured improvement plans.
• Build a strong talent pipeline to enable business growth and team expansion.

3. Business & P&L Management:

• Own pod performance, including AUM acquisition, revenue, productivity, and cost of acquisition.
• Drive incentive planning, team productivity, and resource allocation.
• Monitor lead distribution and RM capacity to ensure optimal utilization.
• Review business forecasts and provide timely, accurate performance updates to senior leadership.
• Collaborate with HR and Finance on incentive structures and performance-linked rewards.

4. Sales Pipeline & CRM Management:

• Maintain strong CRM discipline and ensure accurate tracking of prospect interactions and sales opportunities.
• Oversee funnel performance, conversion ratios, sales cycle timelines, and drop-offs.
• Create and maintain dashboards to track business performance and pipeline health.
• Run regular business reviews and identify opportunities to improve conversion efficiency.

5. Lead Management & Business Growth:

• Increase lead conversion through effective prospect engagement and follow-up strategies.
• Design reactivation campaigns for dormant, old, and previously lost leads.
• Partner with marketing teams to improve lead quality, engagement, and conversion rates.
• Ensure consistent sales productivity through effective lead allocation and pipeline management.

6. Strategic Client Engagement & Deal Closures:

• Join high-value client meetings and support RMs in complex sales closures.
• Handle senior-level prospect escalations and resolve client concerns effectively.
• Develop relationships with HNI and UHNI prospects to support strategic AUM acquisition.
• Conduct consultative sales discussions while keeping a strong focus on client suitability and trust.

7. Cross-functional Collaboration:

• Work closely with Product, Technology, Marketing, HR, Finance, and Operations teams.
• Detect process gaps and recommend improvements to enhance sales productivity.
• Drive adoption of CRM tools, dashboards, automation, and sales enablement initiatives.
• Create sales playbooks, objection-handling frameworks, and best-practice documentation.

8. Compliance & Governance:

• Ensure adherence to advisory principles, SEBI regulations, and internal compliance policies.
• Maintain high standards of transparency, documentation, and ethical sales practices.
• Ensure client suitability and prevent mis-selling or non-compliant sales practices.

Required Skills & Experience:

• 8-12 years of experience in wealth management, private banking, broking, AMC distribution, or financial services.
• Minimum 4 years of experience leading and managing sales or client acquisition teams.
• Proven track record of achieving business targets and driving significant AUM acquisition.
• Strong understanding of PMS, AIFs, Mutual Funds, and structured investment products.
• Experience handling HNI and UHNI clients and managing complex investment conversations.
• Strong understanding of sales funnel management, conversion metrics, revenue forecasting, and P&L management.
• Proven capability to hire, develop, motivate, and manage high-performing sales teams.
• Strong negotiation, objection-handling, stakeholder management, and closure skills.
• Excellent analytical, communication, and leadership abilities.
• Strong CRM discipline and experience using sales dashboards and performance metrics.
• Ability to work in a high-performance, target-driven environment.

Certifications:

Mandatory:

- NISM Series XXI-A – Portfolio Managers Examination certification (active, current, and verifiable).

Preferred:

• CFA (Chartered Financial Analyst)
• CFP (Certified Financial Planner)
• Other relevant advanced finance or investment certifications.