Job Description

Role :

Coverage Head - Wealth Coverage - UAE & International

Location :

Dubai

Role Purpose:

The Coverage Head will directly lead a team of Senior Relationship Managers, Relationship Managers, and Associate Relationship Managers, will be responsible for onboarding, building and managing relationships within UHNW and HNW client segments to drive the growth of

wealth management

business. The role will focus on onboarding NTB clients from

both UAE and international markets

where the bank has a presence, as well as expanding into new regions to acquire cross-border NTB wealth clients. Each Coverage Head to lead a specialized desk focused on key international corridors.



This role involves overseeing the

relationship management team and delivery of tailored wealth management solutions

while ensuring regulatory compliance and alignment with the bank's strategic goals, ensuring high-quality client acquisition, service excellence, and consistent revenue growth from wealth products, FX solutions, and liabilities portfolios.



The primary responsibility will be to achieve key performance metrics such as NTB onboarding, wealth revenues, investment AUMs (NNM), liabilities (CASA/TD/Wakala), FX revenues, and NTW.

Key Accountabilities of the role

Client Acquisition & Relationship Management:

Develop and execute a strategic plan to onboard

UHNW and HNW clients

from targeted international markets. Build a strong referral network and partnerships to source new clients. Leverage existing relationships and market insights to drive revenue growth Identify and capitalize on new market opportunities and create a pipeline of prospective clients to build sustainable growth in wealth management. Collaborate with other internal teams (Investment Advisors) to design and deliver tailored wealth management solutions to UHNW/HNW clients. Acquire and manage a portfolio of UHNW and HNW clients, focusing on growing relationships and providing tailored wealth management solutions. Understand the specific needs of UHNW and HNW clients and provide personalized investment strategies, including equities, bonds, FX, and alternative investment products.

Leadership & Team Management

Lead and mentor a team of Senior RMs/RMs and ARMs responsible for managing and servicing HNW & UHNW clients banking segments. Oversee performance, and ensure the team achieves business goals related to client acquisition, retention, and revenue generation, ensure they meet their individual and team targets. Coach and develop the team, ensuring they are equipped with the right skills and knowledge to deliver exceptional service and meet client needs. Set clear performance goals and KPIs for team members, while driving motivation and fostering a high-performance culture. Drive continuous development, coaching, and training initiatives for the team to ensure effective performance and high standards of client service.

Wealth & Liability Portfolio Growth:

Drive the acquisition of new wealth, focusing on increasing Net New Money (NNM) and NTW. Ensure the Liability portfolio growth, CASA, TD and Wakala. Collaborate with product teams to ensure the appropriate wealth and liability products are available and customized for the needs of UHNW and HNW clients. Source and promote suitable investment products, FX solutions, and other financial instruments to meet the needs of clients. Leverage market insights and product knowledge to ensure that clients are provided with competitive and high-quality financial solutions.

Market Expansion & Strategy Execution:

Focus on expanding the bank's footprint within the UAE market and across international corridors to capture emerging business from aspiring markets. Develop and implement strategies to identify new business opportunities in these regions, working closely with other business units to execute the expansion plan.

Client Servicing:

Oversee the provision of exceptional service to UHNW/HNW clients, ensuring that client expectations are met, and a high level of satisfaction is maintained. Handle complex client queries, escalations, and issues with professionalism, while ensuring that client concerns are resolved promptly and effectively. Build long-term relationships with clients, ensuring high retention rates and the growth of client portfolios.

Market Intelligence & Strategic Direction

Monitor and analyze market trends, competitor activities, and client preferences to inform business strategies and growth plans. Drive the bank's presence in the local and international wealth management markets by implementing strategic initiatives and campaigns. Ensure the team is aligned with the bank's objectives and contribute to the development of the wealth management business strategy.

Risk & Compliance Management

Ensure compliance with relevant regulatory requirements, risk management policies, and internal processes, including KYC and AML standards. Provide guidance to the team on handling client portfolios within the scope of regulatory guidelines.

Collaboration & Stakeholder Management

Build and maintain strong relationships with key stakeholders both within and outside the bank, including senior management, external business partners, and service providers. Work closely with other departments such as wealth products, legal, compliance, and operations to ensure seamless client servicing and the delivery of wealth solutions.

Reporting & Performance Tracking:

Regularly report on the team's performance against key business metrics, including client acquisition, portfolio growth, and product sales. Provide insights to senior management on market trends, client needs, and product performance.

Key Deliverables:

Onboarding NTB UHNW/HNW clients. Growth in wealth revenues and investment AUM Growth in liabilities balances. Increase in FX revenues, Growth in NTW through targeted wealth management solutions.

Specialist Skills / Technical Knowledge Required for this role:

Strong expertise in managing teams and driving wealth management revenue growth leadership and management skills, with the ability to inspire and develop teams to achieve business goals. Strong understanding of wealth management products, and liabilities management. * Excellent communication, negotiation, and interpersonal skills, with the ability to collaborate with senior executives and external partners, with the ability to collaborate across teams and geographies