Associate Vice president

About Company:

Scripbox is a leading wealth management company with over 14 years of expertise and more than ₹23,000 crore in assets under management (AUM). We offer a comprehensive suite of wealth management solutions, including Mutual Fund Services (MFS), Registered Investment Advisor (RIA), and Portfolio Management Services (PMS), helping clients achieve their long-term financial goals.

As part of our growth journey, Scripbox has successfully acquired and integrated 10 companies since 2021, expanding our presence across eight office locations. Backed by Series D funding, we continue to scale rapidly, strengthen our wealth management capabilities, and deliver innovative, client-centric investment solutions across India.

Role Overview:

This is a hard-core sales leadership role. As Pod Leader for PMS Acquisition, you own the team's number — qualified meetings, conversions, AUM onboarded — and you own the team itself: hiring, coaching, motivating, performance-managing, and replacing where needed.

You run the pod like a P&L. You manage incentives, capacity, and workload. When the inbound funnel is hot, you make sure no opportunity gets dropped. When it dips, you mobilise the team on old leads and reactivation campaigns rather than wait for marketing to refill the top. You sit close to your RMs through every difficult close, every escalation, and every "let me think about it" — and you call the product and tech teams when a workflow, dashboard, or data point is getting in your team's way.

You are measured on the pod's number. Full stop. Everything else — culture, hiring, coaching, tooling — is in service of that.

Key Responsibilities:

Team Leadership & Daily Performance Management

· Run a tight daily, weekly, and monthly cadence with the RM team — pipeline reviews, deal-level coaching, week-ahead planning, week-back retrospectives.

· Sit in (or listen in) on key RM-prospect conversations; coach in real time and post-call. Translate observations into specific, actionable feedback.

· Set clear individual targets and visible scoreboards. Every RM knows where they stand against the number, every day.

· Be the energy of the pod. High-performing sales teams run on momentum and belief — you create both.

Hiring, Developing & Performance Management

· Own the hiring bar for the pod. Identify gaps proactively, run the panel discipline (EVP, casing, sequencing) defined by the RM org, and bring in closers — not just nice people.

· Build a structured onboarding journey for every new RM — first 30, 60, 90 days, with clear competency milestones.

· Coach RMs against the competency framework (Credibility, Reliability, Client Orientation, Connect, Learning, Collaboration, Business Leadership). Identify where each person sits today and the next stretch zone.

· Hold a high performance bar. Have the hard conversations early. Performance-manage and exit consistent under-performers in a fair, documented, and respectful way — the team's standards depend on it.

P&L, Incentives & Workload Management

· Run the pod's P&L — track revenue, cost-to-acquire, productivity per RM, and incentive payout vs. plan.

· Manage RM workload and capacity actively. Distribute leads to balance ramp, expertise, geography, and conversion track record. Ensure no RM is over- or under-utilised.

· Partner with HR and Finance on incentive plan design and payout cycles. Make sure the structure rewards the behaviours you want — quality of close, AUM landed, retention into the servicing pod — not just volume.

· Forecast accurately. Senior leadership should never be surprised by where the number is landing.

Pipeline & CRM Discipline

· Own the single source of truth on every prospect, every conversation, every commitment. CRM hygiene is non-negotiable.

· Maintain real-time, accurate dashboards for management — funnel health, stage-wise conversion, time-in-stage, win/loss reasons.

· Spot drop-offs and bottlenecks early; intervene before they become misses.

· Run weekly business reviews with the leadership team — confident, data-backed, honest about what's working and what isn't.

Lead Reactivation & Campaign Design

· When fresh lead flow from digital marketing dips, do not wait. Mobilise the team on old, dormant, and lost-but-recoverable leads.

· Design reactivation campaigns — segmentation, hook, sequence, RM ownership — in partnership with the marketing team. Run them, measure them, and double down on what converts.

· Keep every RM productively engaged. Idle time is lost AUM.

Escalations & Senior Closures

· Step into difficult prospect conversations directly when the RM needs air cover, executive presence, or a second opinion. Close in the room when needed.

· Be the first point of escalation for prospect complaints, objections, or process friction. Resolve quickly; learn systemically.

· Personally manage the top-tier strategic accounts where the AUM size or client complexity warrants it.

Product & Tech Partnership

· Be the team's voice into product and tech. Identify the tools, dashboards, automations, and data features that would improve RM productivity — and make the case for them with clarity and ROI.

· Pilot new tools with the pod, gather feedback, and partner on iteration. Set the team up for success with the right infrastructure.

· Codify what works into playbooks — discovery scripts, audit templates, objection handlers, close sequences — so every new RM ramps faster than the last one.

Compliance & Standards

· Uphold Scripbox's advisory principles, SEBI norms, and internal compliance protocols across the pod. Zero tolerance for mis-selling or process shortcuts, regardless of pressure on the number.

· The way the pod hits the number matters as much as whether it hits the number.

Skills:

· 8–12 years in wealth management, private banking, broking, or AMC distribution — with at least 4 years of directly leading a sales/acquisition team (carrying a team number, not just an individual one).

· Deep working knowledge of PMS, AIFs, MFs, structured products, and how each fits different HNI client contexts.

· Demonstrable, specific track record of building and scaling acquisition teams — meaningful AUM moved, conversion rates improved, team productivity unlocked. We will dig in.

· Comfort with numbers — P&L, incentive plans, funnel math, capacity planning. You should be able to read your team's dashboard and tell a story from it without help.

· Executive presence in front of HNI prospects and internal leadership alike. Self-assured, decisive, never brash.

· Willingness and ability to have hard performance conversations. You don't carry passengers.

· High process discipline — CRM rigour, cadence rituals, documentation, follow-through.

Certifications:

NISM Series XXI-A (Portfolio Managers Examination) certified. Active, current, and verifiable.
Good to have - CFA, CFP, or other advanced finance certifications.

What We Offer :

1. Competitive salary with comprehensive benefits, including NPS, gratuity, and performance-based rewards that recognize your skills and contributions.

2. Performance-based variable pay and incentive programs (role-based), along with additional function-specific benefits where applicable.

3. Flexible work policies that support work-life balance while enabling collaboration and productivity.

4. Annual learning and development allowance to support your professional growth, continuous learning, and upskilling.

5. Clear career progression opportunities with exposure to challenging, high-impact work in a collaborative, inclusive, and innovation-driven environment.

6. Comprehensive health benefits.