Director - Mass Affluent Advisory Practice

Harrison Gray Search; United States; Hybrid; USD 250,000 - 300,000; Full time

Benefits offered by this job

Medical, Dental, Vision

HSA/FSA

Life/AD&D

Disability insurance

401(k) match

Generous PTO

Parental leave

Summer hours

Job summary

Harrison Gray Search is partnering with a nationally recognized fee-only wealth advisor to appoint a Director who will lead the Mass-Affluent Advisory Practice. This role owns the performance, development, and engagement of a nationwide team of Financial Advisors serving mass-affluent clients.

The Director reports to the National Director of Advisory and collaborates with senior leadership to scale service standards, optimize ROI, and drive strategic growth across remote and in-person settings,

Qualifications

• Bachelor’s degree in a related field required; MBA preferred.
• Minimum 5 years of leadership experience in financial services or wealth management.
• Series 65 designation required.

Responsibilities

• Lead, coach, and develop a high-performing team of Advisors serving the mass-affluent client segment.
• Drive strategic execution of the mass-affluent advisory initiative, ensuring scalable, high-quality service and achievement of KPIs.
• Oversee client segmentation and transitions, ensuring optimal service alignment as client assets and needs evolve.
• Collaborate cross-functionally to optimize processes, support business development, and enhance client experience.
• Report on performance and ROI at the executive level, using analytics to inform decisions and achieve financial targets.

Skills

Leadership

Team management

Strategic thinking

Communication

Education

Bachelor’s degree in related field

Tools

MS Office

Financial planning software

CRM systems

Job description

TITLE: Director, Mass-Affluent Advisory Practice

REPORTS TO: National Director, Advisory

LOCATION: Remote or hybrid, US-based

COMPENSATION: $250,000–$300,000 base, commensurate with experience

TRAVEL: Up to 25%

STATUS: Exempt

Harrison Gray Search is partnering with a nationally recognized, fee-only, majority employee-owned RIA to identify a Director to lead its Mass-Affluent Advisory Practice. Our client operates one of the more sophisticated scaled advisory programs in the industry, delivering standardized, high-quality wealth management to a growing base of mass-affluent clients through a nationwide team of dedicated advisors. This role owns the performance, development, and engagement of that advisor team and reports directly to the National Director of Advisory.

Position Summary

The Director drives the performance, development, and engagement of a nationwide team of Financial Advisors serving the firm's mass-affluent clients. This leader champions the firm's service standards, accelerates the growth of the mass-affluent advisory program, and leverages data-driven insights to optimize team capacity, ROI, and strategic decision-making. Success in this role requires expertise in client segmentation, leadership across remote and in-person settings, and effective collaboration with senior advisory leadership, regional leadership, and firm executives.

Primary Responsibilities

• Lead, coach, and develop a high-performing team of Advisors serving the mass-affluent client segment
• Drive strategic execution of the mass-affluent advisory initiative, ensuring scalable, high-quality service and achievement of KPIs
• Oversee client segmentation and transitions, ensuring optimal service alignment as client assets and needs evolve
• Collaborate cross-functionally to optimize processes, support business development, and enhance client experience
• Report on performance and ROI at the executive level, using analytics to inform decisions and achieve financial targets

Detailed Responsibilities

• Set clear expectations and hold Advisors accountable to responsibilities and service standards
• Conduct regular team meetings, one-on-ones, and performance reviews (remote and in-person)
• Ensure clients are appropriately serviced or transitioned as asset levels and needs evolve
• Partner with regional leadership and senior advisory leadership for seamless client transitions
• Champion the delivery of high-quality, standardized advice and service, leveraging technology and templated workflows
• Ensure adherence to service guidelines, the firm's investment philosophy, code of ethics, and regulatory standards
• Collaborate with operations and support teams to streamline processes and enhance the client experience
• Lead ongoing rollout and adoption of the mass-affluent advisory initiative, identifying opportunities for growth and service enhancement
• Participate in strategic planning and leadership discussions as a member of senior advisory leadership
• Support Advisors in business development, referral generation, and new client acquisition
• Track, analyze, and report on key performance outcomes (e.g., client retention, Net New Revenue, Annual Review %, Advisor meeting volume, referral conversations %)
• Drive continuous improvement in KPIs to ensure the ongoing success and growth of the initiative
• Oversee ROI, ensuring financial targets are met and resources are allocated effectively
• Provide executive-level updates and insights to senior leadership
• Collaborate annually with senior advisory leadership to establish and achieve target goals
• Leverage analytics to inform recommendations on client segmentation, service delivery, and financial performance
• Travel up to 25% for leadership, team building, and client transition activities

Qualifications

Education

• Bachelor's degree in a related field required; MBA or advanced degree preferred

Experience

• Minimum 5 years of leadership experience in financial services, wealth management, or a similar industry
• Demonstrated expertise in client segmentation, team leadership, and process optimization
• Proficiency in MS Office Suite, financial planning software, and CRMs

Designations/Certifications

• Series 65 required

Other

• Willingness to travel up to 25%

Core Competencies

• Strategic thinking and execution
• Cross-functional collaboration
• Communication and influence
• Analytical and problem-solving skills
• Leadership and coaching
• Attention to detail and process orientation
• Professionalism and integrity
• Financial acumen and experience managing P&L responsibilities
• Base salary of $250,000 - $300,000, commensurate with experience
• Annual team-based incentive/bonus opportunity
• Equity ownership opportunity following demonstrated performance in the role
• Comprehensive medical, dental, and vision coverage effective day one
• HSA/FSA options, company-paid life, AD&D, and disability
• 401(k) with company match (Roth and Traditional)
• Generous PTO, at least 10 paid holidays, parental leave, summer hours

Why This Opportunity

• Established, well-capitalized firm operating at meaningful scale with a differentiated mass-affluent advisory model
• Direct visibility to senior advisory leadership and firm executives
• Majority employee-owned firm with meaningful long-term equity upside for team members who perform
• Values-driven, collaborative culture with an integrated advisory, tax, and planning model