Head of Client Acquisition

Role Summary

Purpose

Commercial Kpis

• Qualified leads generated
• Meetings arranged with Relationship Managers
• Prospect-to-client conversion rate
• New clients acquired

• Net New Assets Under Management

• Introducer productivity
• Referral programme effectiveness

Operational Kpis

• Lead response times
• Qualification completion rates
• CRM data quality
• Pipeline conversion ratios
• SLA adherence

Strategic Kpis

• Acquisition channel diversification
• Partnership development
• Acquisition cost efficiency
• Growth of acquisition pipeline

Acquisition Strategy & Business Development

• Define and execute the Bank's client acquisition strategy across priority affluent and HNW segments.
• Build a scalable acquisition model aligned with Private Banking growth targets.
• Identify new acquisition channels and business development opportunities.
• Monitor market trends, competitor activity and acquisition practices to refine strategy.

Referral & Partnership Management

• Develop referral programmes for clients, employees and business partners.
• Build, onboard and manage introducer and strategic partner relationships.
• Develop acquisition opportunities within the Al-Futtaim Group ecosystem.
• Negotiate commercial arrangements with approved introducers and referral sources.
• Establish governance and oversight standards for referral activity.

Acquisition Campaigns

• Oversee acquisition campaigns across all approved channels.
• Coordinate activities with Marketing and external agencies.
• Ensure consistency of client acquisition messaging.
• Approve campaign priorities and acquisition initiatives.
• Monitor campaign effectiveness and return on investment.

Lead Management & Conversion

• Own end-to-end acquisition funnel management from lead origination to conversion tracking.
• Define qualification criteria, lead scoring and routing methodologies.
• Establish RM allocation frameworks and monitor pipeline progression.
• Remove execution bottlenecks affecting conversion performance.
• Support Relationship Managers in maximizing conversion outcomes.

Reporting & Analytics

• Define acquisition KPIs and reporting standards.
• Review acquisition performance on a weekly and monthly basis.
• Analyze lead quality, channel effectiveness and acquisition costs.
• Monitor client acquisition economics and return on investment.
• Present acquisition performance reports to Executive Management.

Governance & Control

• Ensure acquisition activities comply with UAE regulatory requirements.
• Establish clear acquisition policies, procedures and service standards.
• Oversee CRM governance, data quality and reporting accuracy.
• Ensure client information is handled in accordance with information security requirements.
• Support Internal Audit, Compliance and Risk reviews as required.

Strategic Projects

• Support EIBx growth initiatives.
• Participate in product launches and acquisition-related projects.
• Contribute to enhancements of CRM, marketing automation and lead management capabilities.
• Support implementation of future acquisition operating model enhancements.

Management Responsibilities

• Lead and develop the Client Acquisition Office.
• Manage the Client Acquisition Specialist.
• Establish team objectives and performance standards.
• Drive a culture of accountability, professionalism and client focus.
• Foster collaboration across Private Banking, Marketing, Operations and Technology.
• Ensure disciplined execution of acquisition activities.

Qualifications

• Bachelor's Degree in Business Administration, Finance, Marketing, Economics or related discipline.
• MBA or professional banking qualification preferred.
• Professional certifications in Wealth Management, Digital Marketing, Business Development or Sales Leadership are advantageous.

Experience

• Minimum 10 years of experience in Private Banking, Wealth Management, Retail Banking or Financial Services.
• Proven track record in client acquisition and business development.
• Experience managing acquisition channels, introducers and partnerships.
• Strong understanding of affluent and HNW client segments.
• Experience within UAE financial services highly preferred.
• Previous leadership experience preferred.