Wealth Management National Sales Director

Capital Group•New York, NY

5d•$200,000

About The Position

Capital Group seeks to hire a sophisticated, accomplished sales leader to lead the growth and development of the Cross-Channel sales team. The successful candidate will leverage a combination of advanced analytics and deep sales experience to develop territory growth strategies; build a high performing team of experienced, digitally savvy wholesalers; and consistently deliver exceptional sales results. This leader will have a strong knowledge of various asset classes/investment products and, ideally, experience working with a range of retail distribution channels. The right candidate will possess top of the line leadership skills and the ability to execute and ensure sustainable high performance through recruiting, coaching, and developing a sales team attuned to Capital’s culture and focused on company objectives. This role will report to the Head of the Advisor Sold Group and will have seven Divisional Manager direct reports. The Wealth Management National Sales Director will interact directly with other Field Sales NSMs (RP, FC/RIA, as well as the NSM for Hybrid/Virtual Sales Teams, the NSM for the ETF and SMA specialists, and the NSM for RSO). Additionally, this role may represent the Advisor Sold Group in various NACG subcommittees such as the NOC and other operating committees. The core responsibilities will include leading our Cross-Channel teams, instituting a culture consistent with Capital's Core Values, partnering with our external sales teams to deliver exceptional sales and service to our advisors, creating a durable and lasting sales strategy, continuously evolving our go-to market strategy to meet the needs of the changing advisor landscape and developing, training, and recruiting the next generation of sales talent for the Advisor Sold Group.

Requirements

10+ years of external sales experience with a proven track record of success to help build a firm connection between the Advisor Group.
Influential communication and executive presentation skills on broad and challenging topics
Organizational agility and the ability to navigate the organization beyond the Cross-Channel team.
Understand the nuances of how to best accomplish things in different areas within Capital.
Successful experience in leading large-scale teams.
Effectively leverage EQ in building strong relationships with Senior Business Leaders and associates across Capital.
Strategic agility and the ability to think broadly and forward about where the business needs to be in the future.
Skilled with change management and have the vision to identify and execute on changes that need to be made.
Demonstrate vision and purpose and are able to bring associates along with change in a way to incorporate their input, ensure their understanding of the journey ahead (and why), and in a way that keeps them engaged.
Know how to manage ambiguity and complexity and have the ability to sustain, change and/or evolve business practices within a complex business where there is often a lack of clarity or precedence.

Responsibilities

Oversee the Division Managers and sales teams responsible for client acquisition and retention.
Provide strategic direction to the Division Managers and advisor teams, ensuring alignment with overall organizational objectives.
Develop and execute a comprehensive national sales strategy for the Cross-Channel team to align with the LTSP, and lead the cross-functional Cross-Channel leadership team.
Strategize the approach to establish new business with key COIs, strategic partnerships or target segments and enable the sales leadership team to drive day-to-day interactions that identify growth of long-term business relationships.
Drive sales innovation by providing sales thought leadership and promoting innovative ways to continuously improve business results and introduce new ways of interacting with clients that create a competitive advantage.
Champion and promote new business initiatives and influence acceptance of change.
Model sales and leadership behaviors through daily presence with Regional Office Sales Leadership and associates.
Set the tone and ensure Capital’s philosophy is reflected throughout the team through constant modeling and support of core beliefs.
Develop a strategic business plan for the Cross-Channel team based on organizational needs and industry trends.
Pursue innovation and change to maximize opportunities in an ever-changing internal and external environment.
Establish and monitor key performance indicators (KPIs) to evaluate the effectiveness of sales strategies and drive advisor accountability to performance and activity expectations through the Divisional Managers.
Drive productivity gains via improvements in technology, sales process and business processes.
Partner with internal Capital Group market research teams to conduct regular analysis to identify emerging trends, opportunities, and potential risks.
Ensure that all sales activities comply with regulatory requirements and industry standards, partnering closely with legal and compliance teams to mitigate risks and uphold ethical business practices.
Set the tone in business groups and ensure Capital’s philosophy is reflected throughout the organization through constant modeling and support of our core values and beliefs.
Establish clear performance expectations for the Divisional Managers and ensure effective performance management of each team member.
Interview and assess candidates for Director and Senior Manager positions.
Lead and support the talent development effort, ensuring appropriate bench strength and succession plans for key roles.