Head of High Net Worth Sales

Guardian Life Insurance•New York, NY

1d•Hybrid

About The Position

The Head of High Net Worth (HNW) Sales bridges sales execution, portfolio construction, and strategic alternatives positioning, ensuring HNW advisors receive consistent guidance, scalable frameworks, and repeatable outcomes across both managed and brokerage platforms. This role involves driving new and existing advisor growth through sales presentations, discovery, and solutioning tied to production goals. Key responsibilities include positioning managed account proposals, increasing advisor adoption of alternative investments, positioning structured notes, and originating/growing lending penetration. The role requires translating complex strategies into advisor- and client-ready sales narratives, partnering with sales leadership to set coverage priorities and campaign execution, and owning reporting for pod activity and outcomes. Additionally, it involves executing a high-touch coverage model through travel and virtual engagement, managing the large-case intake and governance process, and coordinating with internal teams for deal management. The role also focuses on building and scaling a holistic "Alternatives Sleeve" framework, integrating structured notes into the alternatives allocation, developing and executing a go-to-market strategy for lending, and building/launching an OCIO/HNW platform. Leadership in go-to-market strategy with Marketing and Product, sales performance management, KPI definition, and reporting to senior leadership are also key aspects of this position.

Requirements

Senior-level experience partnering directly with top financial advisors on complex sales efforts.
Approximately 8–10 years of professional experience, including demonstrated success in territory management and building product sales within a defined market.
Strong ability to work cross-functionally with marketing, product, and sales teams, influencing outcomes and directing work without having formal people management responsibility.
Comfort presenting to senior leadership, developing and managing key performance indicators, and operating in a role with compensation tied directly to sales performance.
Willingness to be New York–based with significant travel expectations, spending the majority of time either in market with advisors or in the office as required.
Must be legally authorized to work in the United States, without the need for employer sponsorship.

Nice To Haves

Understanding of insurance distribution is preferred.
Experience collaborating closely with internal sales leadership and product partners.
Securities licenses such as Series 7, 63, and 65 are preferred but not mandatory.
Additional credentials like the CIMA designation are considered a strong plus.

Responsibilities

Drive new and existing advisor growth through sales presentations, discovery, and solutioning tied to production goals.
Position model/strategy fit for managed account proposals, overcome objections, and convert proposals into funded assets.
Increase advisor adoption and client allocations for alternative investments through education, case sourcing, and follow-through to close.
Position structured notes as return-seeking and risk-managed solutions, partnering with advisors to source opportunities and execute trades.
Originate and grow lending penetration as a core driver of client acquisition, wallet-share expansion, and retention.
Translate complex strategies into advisor- and client-ready sales narratives that support portfolio construction goals and accelerate close rates.
Partner with the Head of Wealth Specialists, setting coverage priorities, activity standards, and consistent commercial messaging across regions.
Design and execute thematic sales campaigns that generate qualified opportunities and drive measurable asset flows.
Own reporting cadence for pod activity and outcomes (meetings, pipeline, conversions, asset flows, and lending/notes adoption) and use insights to refine future campaign rollouts.
Execute a high-touch coverage model through in-person travel and virtual engagement to grow production, deepen relationships, and move opportunities to close.
Own the large-case intake and governance process, ensuring cases are properly qualified, submitted, and advanced through internal review to support advisor conversion.
Submit cases to the Portfolio Review team for formal analysis with clear objectives, competitive context, and next-step recommendations.
Run a standardized review process that improves cycle time and win rates.
Coordinate large-case collaboration with LBS, Advanced Markets, and other partners to assemble case design teams and remove execution friction.
Partner with internal teams to build and scale a holistic “Alternatives Sleeve” framework that increases advisor adoption and client allocations.
Integrate structured notes into the alternatives allocation framework and drive consistent advisor usage through targeted education and case-by-case execution support.
Assess the current lending landscape and partner with Product to build and execute a plan that increases penetration, improves referral-to-close process, and scales lending across HNW opportunities.
Partner with Product to assess the current landscape and select/build an OCIO/HNW platform that enables scalable sales across advisory, lending, and alternatives.
Launch the platform in Park Avenue, train advisors on use cases and positioning, and drive measurable adoption through targeted prospecting and case execution.
Lead execution of agreed go-to-market plans with Product and Marketing, ensuring advisor readiness, field enablement, and coordinated sales motions.
Own KPI definition and reporting (pipeline, asset flows, adoption, and revenue where applicable), maintain a forecast cadence, and communicate progress and gaps to senior leadership.