Director of New Client Engagement

Director of New Client Engagement

Summary

We are seeking a Director of New Client Engagement to join our team. The DNCE’s primary responsibility is creating and executing a business development strategy that results in new relationships that deliver new opportunities with High Net Worth Individual (“HNWI”) clients to the firm. This position is responsible for the implementation and execution of our defined sales process from sourcing new leads to lead qualification to successfully closing new HNWI client business. The DNCE, utilizing an extensive existing network of qualified individuals, will lead the Business Development team in the lead generation and lead qualification process to achieve our goal for Discovery Meetings. This individual will collaborate with the Financial Planning and Operations teams to execute Capabilities Meetings and establish new relationships to the firm. The DNCE will also effectively engage the new relationship to work with the lead Relationship Manager who will deliver comprehensive financial plans, investment advice and insurance solutions based on understanding client needs that lead to a successful close of the HNWI. This position reports to the President and is responsible for working with the Chief Operating Officer and Operations Director to ensure all compliance criteria are met.

Key Responsibilities

• Attain new HNWI and sales goals each year with a primary focus on our Business Transition Blueprint pillar offering.
• Forecast sales results and recommend a sales team growth plan for us to implement as goals are met.
• Utilize their established and extensive network of influential business and community leaders to create new qualified opportunities.
• Effectively lead the Business Development team and determine clear roles and structure for the future.
• Train and support Business Development team members, encourage their growth to increase success, and hold them accountable for results.
• Recruit and interview new candidates to add to the team as we grow.
• Increase effectiveness and nurturing of qualified opportunities by simplifying and streamlining the team’s verbal and written communications with HNWIs. Help to improve overall presentation skills on the team through training.
• Lead and contribute to the team’s Sales Playbook project.
• Manage all steps in the our Sales Process and ensure they are constantly running. Ensure that all information is entered into Redtail. Maintain all customer data, sales activity, and accurate monthly forecasts in Redtail.
• Develop pipeline of business utilizing your personal network, referral partners, lead generation services, and existing lead lists from company marketing
• Build key partner and prospect network via LinkedIn and direct communications
• Target and develop new leads based on ideal fit for our services. This includes developing, nurturing, and closing new relationships through the following:
  • Overseeing the execution of marketing initiatives including emails, campaigns, and social media posts
  • Conducting workshops or seminars
  • Actively networking in groups that have our ideal prospects in attendance
  • Attending community events to build brand awareness and grow contacts
  • Gathering competitive data and understanding demographic changes in the targeted market
  • Finding strategic ways to connect with other key prospects and networks to find new business
• Ensure the lead generation program we utilize is running effectively and exceeding industry and firm goals.
• Conduct effective Discovery Meetings with prospective clients to identify needs, complete Financial Scorecard, and analyze results
• Use our selling materials to design and deliver high-impact presentations that show our unique differentiators. Know our Whole Picture unique abilities and know how to communicate that effectively.
• Create value propositions that meet the prospective client’s needs and then ensure a smooth handoff to Operations to successfully onboard new HNWI clients
• Attend weekly company meetings and give updates on Sales Scorecard, Issues and assigned tasks to support the team.
• Manage the Business Development Department budget.
• Support the Vision and Mission of our company and represent the company with integrity.

Qualifications and Professional Experience

• BA/BS Degree (business or finance is preferred)
• 10 years of successful sales experience closing relationships in financial field required
• Current FINRA Series 65 or 66 preferred
• Current life and health license or ability to obtain in 6 months
• Existing client book transferrable within 2 years is preferred
• Extensive and established network of influential business and community leaders
• Excellent verbal and written communication skills
• Excellent persuasion and sales abilities
• Excellent telephone and video conference skills
• Process-oriented including a demonstrated track record of following a sales process
• Demonstrated record of quota attainment
• Strong analytical skills – financial analysis and forecasting
• Collaborative, team-oriented, and works well cross-functionally and across team
• Desire to work in an environment that rewards results and loyalty and maintains high ethical standards
• Self-starter and focused on self-development
• Outgoing personality who can develop a network of referral partners and new client prospects to facilitate growth
• Empathetic, relational, relentless, creative, teachable, goal-oriented
• Computer skills including Microsoft PowerPoint, Excel, Word, Outlook, Webex or Zoom, Redtail or CRM equivalent.

We Offer

• Competitive Base Salary
• Company Bonus Plan
• Sales Incentive Plan
• Health, Dental, LTD, Insurances
• 401(k) Profit Sharing Retirement Plan
• Equity Participation Plan

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.

Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.