Intellectual Capital HR Consulting Pvt. Ltd.
Website:
intellectualcapital.co.in
Company:
https://www.linkedin.com/company/intellectual-capital
Seniority: Executive
Industries: Financial Services
Job details:
Chief Executive Officer – Digital Sales & Wealth (B2B & B2C)
Location: Mumbai
Reporting To: Board of Directors / Managing Director
Function: Executive Leadership / Digital Business
About the Organisation
A leading and established financial services organisation with a strong presence across India's capital markets and wealth management ecosystem.
The organisation offers a broad range of financial products and services spanning retail broking, wealth management, portfolio management, institutional solutions, investment products and allied financial services.
With an established customer and partner network, the organisation is now focused on accelerating its digital growth, strengthening customer engagement and building scalable B2C and B2B distribution channels.
Position Overview
We are seeking an ambitious, innovative and commercially driven Chief Executive Officer – Digital Sales & Wealth to lead the next phase of digital business growth.
The role will have end-to-end responsibility for the organisation's digital revenue, customer acquisition, digital platform growth, wealth expansion and partner-led distribution across both B2C and B2B channels.
The incumbent will own the P&L for the digital business and will be responsible for building a scalable, technology-enabled growth engine covering retail and HNI customers as well as sub-brokers, authorised persons, financial advisors, corporate partners and fintech alliances.
The ideal candidate will combine strong capital-market/wealth-management expertise with digital business leadership, P&L ownership, product orientation and a proven track record of scaling customer and partner ecosystems.
Key Responsibilities
1. Strategic Leadership & P&L Ownership
- Define and execute the overall digital growth strategy across B2B and B2C businesses.
- Own end-to-end P&L responsibility for the digital business.
- Drive revenue growth, profitability, customer acquisition, retention and lifetime value.
- Establish strategies to optimise Customer Acquisition Cost (CAC), Lifetime Value (LTV) and overall unit economics.
- Develop and execute strategies to increase Digital AUM, active customers and trading/investment activity.
- Scale the digital ecosystem across equities, mutual funds, PMS, fixed income, MTF and other relevant investment products.
- Identify new digital revenue streams, business models and market opportunities.
2. B2C Digital Acquisition & Wealth Growth
- Lead digital customer acquisition strategy across retail and HNI segments.
- Drive performance marketing, growth marketing, customer lifecycle management and product-led growth initiatives.
- Build high-conversion digital customer acquisition and onboarding journeys.
- Improve customer activation, engagement, retention and monetisation across digital platforms.
- Develop strategies for cross-selling and up-selling investment and wealth-management products.
- Use customer analytics and behavioural insights to improve conversion and lifetime value.
- Drive continuous optimisation of digital funnels, UI/UX and customer journeys.
3. B2B & Channel Partner Expansion
- Develop and execute the B2B digital distribution strategy.
- Expand and strengthen the network of sub-brokers, authorised persons, independent financial advisors and corporate partners.
- Build scalable B2B2C distribution models and strategic fintech partnerships.
- Identify and develop API-led, embedded and white-label distribution opportunities.
- Drive partner acquisition, activation, productivity and retention.
- Build digital tools, dashboards and analytics capabilities that enable partners to increase customer acquisition and business volumes.
- Develop commercially sustainable partner models aligned with revenue and profitability objectives.
4. Digital Product & Technology Leadership
- Work closely with Technology, Product, Data and Digital teams to align product roadmaps with commercial objectives.
- Translate business requirements into scalable digital products and customer journeys.
- Leverage AI/ML, automation, CRM triggers, data analytics and personalised financial content to improve customer engagement.
- Identify opportunities to automate sales, service, onboarding and relationship-management processes.
- Drive continuous improvement in platform performance, usability, conversion and customer experience.
- Champion a data-driven culture across the digital business.
5. Business Analytics & Performance Management
- Establish a robust digital business performance-management framework.
- Track acquisition, activation, engagement, retention, conversion, AUM and revenue metrics.
- Monitor CAC, LTV, revenue per customer and channel profitability.
- Develop dashboards and MIS for management and Board-level reviews.
- Use data-driven insights to identify performance gaps and growth opportunities.
- Establish clear targets and accountability across digital sales, partnerships and growth teams.
6. Governance, Risk & Compliance
- Ensure all digital business activities operate within applicable regulatory and compliance frameworks.
- Maintain strong governance across customer onboarding, KYC, data privacy and digital transactions.
- Ensure adherence to applicable SEBI, exchange, depository and other regulatory requirements.
- Work closely with Compliance, Risk and Legal teams to ensure responsible and sustainable digital growth.
- Build a culture of strong governance and regulatory discipline across the digital organisation.
Key Performance Indicators
The successful candidate will be measured on:
- Digital AUM Growth
- Active Customer Base Growth
- Digital Revenue Growth
- B2B Partner Network Expansion
- Active Partner / AP / IFA Growth
- Fintech & API Partnerships
- Customer Acquisition Cost (CAC)
- Customer Lifetime Value (LTV)
- CAC-to-LTV Economics
- Digital Customer Conversion Rates
- Customer Activation & Retention
- Monthly Active Users (MAU)
- Digital Platform Engagement
- Overall Digital Business Profitability
Candidate Profile
Experience
- 10+ years of overall experience in capital markets, stockbroking, fintech, wealth management, investment platforms or allied financial services.
- Significant experience in senior business leadership, preferably in a P&L-owning role.
- Experience as a Business Head, CEO, Chief Growth Officer, Head of Digital Sales, Digital Business Head or equivalent leadership position.
Leadership & Business Track Record
- Demonstrated success in scaling digital businesses and revenue.
- Proven experience managing both B2C digital acquisition and B2B/channel-led distribution.
- Strong understanding of customer acquisition, digital funnels, engagement, retention and monetisation.
- Experience building and managing high-performing cross-functional teams.
- Strong commercial orientation with the ability to translate technology and digital capabilities into measurable business outcomes.
Domain Expertise
- Strong understanding of Indian capital markets and wealth-management products.
- Good understanding of equities, mutual funds, PMS, fixed income, MTF and related investment products.
- Strong knowledge of B2B distribution models including sub-brokers, authorised persons, IFAs and corporate partnerships.
- Familiarity with fintech partnerships, APIs, digital platforms and technology-enabled distribution.
- Strong understanding of applicable regulatory frameworks governing broking, wealth distribution, digital onboarding and customer data.
Digital & Technology Orientation
- Strong understanding of digital customer acquisition and conversion funnels.
- Familiarity with UI/UX, CRM, marketing automation, analytics and digital product development.
- Ability to work effectively with Product, Technology, Data and Digital teams.
- Exposure to AI/ML, automation and personalised digital engagement will be advantageous.
Education
- MBA / PGDM from a reputed business school, CA, or an equivalent qualification in finance, business, technology or a quantitative discipline.
Ideal Leadership Attributes
- Entrepreneurial and growth-oriented mindset
- Strong P&L and commercial acumen
- Customer-centric approach
- Data-driven decision making
- Strong understanding of digital business models
- Ability to build and scale teams
- Strategic thinking combined with execution orientation
- Strong stakeholder and Board-management skills
- High level of integrity and regulatory discipline
Why This Opportunity
This is a high-impact leadership opportunity for a senior financial-services professional to build and scale a large digital business spanning B2C customers, HNI wealth, B2B distribution and fintech partnerships, with direct ownership of growth, profitability, technology-enabled distribution and customer experience.
Click on Apply to know more.