Director - Mass Affluent Advisory Practice

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
Certified Financial Planner™ (CFP®) preferred
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
Compensation & Benefits
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

Work arrangement
No