Client Acquisition Team Lead

Bonanza Portfolio; New Delhi; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Bonanza Portfolio in New Delhi seeks a Client Acquisition Leader to drive growth in stock broking by acquiring new retail and HNI clients. You will build and manage a network of Sales Associates / APs, execute campaigns, and ensure regulatory compliance.

The role demands strong leadership, channel sales experience, and the ability to track MIS metrics, coach teams, and deliver revenue against targets in a fast-paced financial services environment.

Qualifications

• MBA or postgraduate in finance/management with relevant experience in stock broking.
• 5+ years in stock broking/financial services with client acquisition exposure.
• Proven ability to recruit, onboard and manage sales partners and APs.

Responsibilities

• Acquire new trading and demat accounts for Retail & HNI clients.
• Recruit and onboard Sales Associates, sub-brokers, and partners.
• Set targets, monitor KPIs, and drive revenue growth.
• Build strong partner networks and engagement.
• Lead marketing campaigns, seminars and digital lead gen.
• Ensure compliance with KYC, SEBI rules and audit readiness.
• Provide coaching and develop a high-performance sales culture.

Skills

Stock broking & markets

Client acquisition

Channel sales & partnerships

Leadership & mentoring

MIS reporting

Education

MBA or postgraduate in finance/management

Tools

CRM software

MS Excel

MIS dashboards

Job description

Job Description: Client Acquisition Leader (Stock Broking & Sales Associate Expansion)

Position Title:

Client Acquisition Leader

Department:

Sales / Business Development

Role Objective

To drive growth in the stock broking business by acquiring new retail and HNI clients, while simultaneously expanding and managing a network of Sales Associates / Authorized Persons (APs).

Key Responsibilities

1. Client Acquisition (Retail & HNI)

• Develop and execute strategies to acquire new trading and demat accounts.
• Drive acquisition through Marketing/Sales activities, offline campaigns, referrals, and partnerships.
• Build and maintain relationships with HNI/UHNI clients for equity, derivatives, and investment products.
• Monitor conversion ratios and optimize lead generation funnels.
• Ensure onboarding quality and compliance with KYC and regulatory norms.

2. Sales Associate / Authorized Person Expansion

• Identify, recruit, and onboard Sales Associates, Sub-brokers, and channel partners.
• Develop attractive business propositions for partners (revenue sharing, support, tools).
• Train and support associates on products, platforms, and compliance requirements.
• Drive productivity and revenue generation from the partner network.
• Maintain strong engagement and retention of associates.

3. Revenue & Target Management

• Achieve monthly, quarterly, and annual acquisition and revenue targets.
• Monitor key metrics such as:
• Number of new accounts opened
• Active clients
• Average revenue per client (ARPU)
• Partner productivity
• Prepare MIS reports and dashboards for senior management.

4. Team Leadership

• Lead and manage a team of acquisition managers / relationship managers.
• Set targets, track performance, and provide regular coaching.
• Drive a high-performance, sales-driven culture.

5. Marketing & Campaigns

• Conduct seminars, investor awareness programs, and partner meets.
• Utilize digital marketing, social media, and lead-generation platforms.

6. Compliance & Risk Management

• Ensure all acquisition activities comply with regulatory guidelines (SEBI / Exchanges).
• Maintain proper documentation and audit readiness.
• Monitor partner activities to avoid mis-selling or compliance breaches.

Key Skills & Competencies

• Strong understanding of stock broking, capital markets, and trading products.
• Proven experience in client acquisition and channel sales.
• Excellent networking and relationship-building skills.
• Leadership and team management capability.
• Analytical mindset with strong MIS/reporting skills.
• High negotiation and persuasion ability.

Qualification & Experience

• Graduate / Postgraduate (MBA preferred).
• 510 years of experience in stock broking / financial services.
• Prior experience in handling Sales Associates / Authorized Persons preferred.
• NISM certifications .

KPIs / Success Metrics

• Number of new client acquisitions
• Activation rate of clients
• Revenue generated from new clients
• Number and productivity of Sales Associates
• Retention of partners and clients

Preferred Background

• Experience in broking houses, wealth management firms, or fintech platforms.
• Strong network of IFAs, sub-brokers, or financial distributors.