Relationship Manager - Direct HNI

Role overview

This position is focused on driving sales growth among high-net-worth and ultra-high-net-worth clients while building long-term advisory relationships. The role requires strong client engagement, regular follow-up on inactive accounts, and a consultative approach to increasing assets under management and net sales.

About the organization

The employer is part of a major financial services group formed in 1994 through a joint venture between the Aditya Birla Group and Sun Life Financial Inc. The business has a large distribution presence across India, along with overseas representative offices in Singapore, Dubai, and Mauritius.

The company serves a large customer base and manages a wide range of investment solutions, including equity, hybrid, debt, and treasury products. It also provides portfolio advisory services for high-net-worth individuals and offshore offerings for non-resident Indians. Its operating style is built around long-term, research-led investing and transparent, ethical service.

Job purpose

The main objective of this role is to meet ambitious sales goals, deepen customer relationships, maintain high service standards, and identify untapped client opportunities.

Job context

The role sits in a highly competitive market where the organization must balance growth and profitability with changing regulatory expectations. Success in this position depends on strong coordination with internal teams and the ability to present complete wealth solutions to affluent clients.

Key challenges

• Grow assets under management and business from current clients while strengthening relationships in a crowded market.
• Build trust and engagement with a new and wider target audience.
• Upsell and cross-sell solutions such as real estate and portfolio management services to existing direct UHNI clients.

Responsibilities

• Identify existing and prospective high-value clients and convert them into business opportunities.
• Plan client coverage and sales activity with a clear strategy.
• Re-engage inactive clients and drive them back to active business.
• Work closely with relevant internal teams to meet business goals.
• Provide complete wealth solution offerings by presenting mutual funds, PMS debt, PMS equity, real estate, and similar products.
• Drive business from HNI customers and strengthen the brand’s presence in the segment.
• Develop customized product combinations based on client needs.
• Maintain strong relationships with current clients and expand the key client base.
• Ensure high business volumes in the assigned location and segment.
• Support compliance with SEBI, AMFI, and internal audit requirements.
• Arrange interactions with fund managers, CEOs, and sales leadership to reinforce client confidence and recall.
• Share timely product updates and relevant information with clients.
• Encourage referrals from clients’ family members and social circles.
• Act as a one-stop wealth advisory contact for investment-related needs.

Key result areas

• Deliver absolute gross sales from equity products.
• Deliver absolute gross sales from debt and liquid products.
• Generate net sales in alternate products.
• Reactivate dormant clients.
• Support client activities, engagement, and relationship-building initiatives.

Compliance and performance expectations

The role requires strict adherence to all regulatory and internal control norms, especially SEBI and AMFI guidelines. The position also works on a variable pay structure with bonus-linked compensation.

Additional information

The company highlights several strengths, including strong technology adoption, product innovation, a research-driven investment approach, a broad distributor network, active regulatory engagement, and a people-focused culture built around satisfaction, say, stay, and strive.

The organization’s distribution model includes direct channels, independent financial advisors, national distributors, and banks. Its product set covers a broad range of mutual fund schemes, portfolio advisory services, and offshore investment solutions.

Any other notes, terms, or job-related conditions mentioned in the source are incorporated above.