Director, Client Relationship Expansion

This is a fully remote position, open to applicants in United States.

📋 Description

• The Director of Client Relationship Expansion serves as a senior field expert who implements Mercer Advisors' Client Relationship Expansion programs directly to advisors and Managing Partners across designated markets.

• This role encompasses advisor coaching, market activation, and Managing Partner engagement, facilitating the program's growth across all three divisions.

• The Director manages complete activation cycles independently, integrates into market leadership routines, and applies the firm's advisor behavior standards in all interactions. Approximately 75% of this position involves advisor-facing field delivery, with the remaining 25% dedicated to program design, messaging, and strategic initiative support.

• Oversee full Relationship Expansion activation cycles in assigned markets—ranging from Managing Partner collaboration and practice diagnostics to advisor discovery, pipeline development, and closure.

• Act as the primary field representative for the Relationship Expansion program portfolio, which includes Workshops, Direct Opportunity Support, and 1:1 and Small Group Activation Coaching.

• Collaborate with the Senior Director on Market Plans, assisting in diagnostic and strategic planning discussions with Managing Partners and Team Leaders.

• Establish direct working relationships with Managing Partners and Relationship Managers; integrate into their team routines without necessitating Senior Director presence.

• Provide 1:1 coaching, group educational sessions, and office hours across active markets; enhance advisor confidence and engagement habits through structured, repeated interactions.

• Implement the firm's advisor behavior standards in every coaching session, translating program content into actionable steps for advisors.

• Guide advisors on share of wallet dynamics, held-away asset discussions, and opportunity-specific language related to Outside Assets, Account Bridge, Excess Cash, and Concentrated Positions.

• Monitor advisor progress and identify trends in confidence, objection management, and pipeline conversion to inform program adjustments.

• Contribute to program design, coaching module creation, and field messaging—providing direct field insights to the Senior Director and Program Manager to refine materials and strategies.

• Participate in weekly pipeline reviews with Managing Partners; deliver market-level engagement reports to the Senior Director.

• Identify challenges in advisor activation and suggest process or content enhancements.

• Assist in the onboarding of M&A-integrated advisors into Relationship Expansion programs and the firm's advisor behavior standards.

⛳️ Requirements

• 7–12 years of experience in wealth management, advisor coaching, field enablement, or advisor-facing consulting. Previous experience in leading coaching programs or structured advisor development initiatives is highly preferred.

• CFP® or equivalent professional credential is preferred. Proven credibility with HNW advisors and firm leadership—this role requires more than just a generalist background in L&D or training.

• Strong understanding of share of wallet concepts, held-away asset dynamics, and the mechanics of relationship expansion conversations across various opportunity types.

• Outstanding verbal communication and facilitation skills. Comfortable leading sessions with seasoned advisors, Managing Partners, and Relationship Managers without a script.

• Familiarity with eMoney, Salesforce-adjacent tools, and Aspen is preferred. Comfortable utilizing analytics and pipeline tracking tools.

• Thrives in a dynamic, field-facing role. Able to transition between strategic program contributions and direct advisor engagement without losing effectiveness in either area.

• Willingness to travel to field markets as necessary for activation engagements.

• Bachelor's degree from an accredited institution is required.

🏝️ Benefits

• Company Paid Basic Life & AD&D Insurance

• Company Paid Short-Term and Long-Term Disability Insurance

• Supplemental Life & AD&D; Short-Term Disability; Accident; Critical Illness; and Hospital Indemnity Insurance

• Three Cigna medical plan offerings, including two High Deductible Health Plans and a Traditional Co-Pay medical plan.

• Kaiser Medical plans available in California

• Health Savings Account (HSA) with company contributions for those enrolled in either HDHP medical plan.

• Two comprehensive Dental Plans

• Vision Insurance Plan

• Dependent Care Savings Account for child and dependent care.

• 14 Company Paid Holidays, including a full week off at Thanksgiving.

• Generous paid time off program for vacation and sick days.

• Employee Assistance Plan

• Family Medical Leave

• Paid Parental Leave (8 weeks)

• Maternity benefits utilizing company-paid STD, any supplemental STD, plus Parental Leave (8 weeks) to allow for recovery, baby bonding, and family time.

• Adoption Assistance Reimbursement Program

• Company Paid Concierge Services for you and your loved ones to assist with caring needs for your aging parents, young children, life’s challenges, and more.

• 401(k) Retirement Plan with both Traditional and Roth plans, including a per pay period match as well as an after-tax option

• Pet Insurance

• Personalized financial planning and guidance from Mercer Advisors professionals, offered at preferred employee pricing.