Director, Client Relationship Expansion

Role Overview

• The Director, Client Relationship Expansion is a senior field practitioner who delivers Mercer Advisors' Client Relationship Expansion programs directly to advisors and Managing Partners across assigned markets.
• The role owns advisor coaching, market activation, and Managing Partner engagement, and supports the program's scale across all three divisions.
• The Director leads full activation cycles independently, embeds in market leadership cadences, and applies the firm's advisor behavior standards in every engagement.
• Approximately 75% of this role is advisor-facing field delivery; 25% is program design, messaging, and strategic initiative support.
• Lead full Relationship Expansion activation cycles in assigned markets — from Managing Partner partnership and practice diagnostic through advisor discovery, pipeline development, and close.
• Serve as the primary field presence across the Relationship Expansion program portfolio, including Workshops, Direct Opportunity Support, and 1:1 and Small Group Activation Coaching.
• Partner with the Senior Director on Market Plans, supporting diagnostic and strategic planning conversations with Managing Partners and Team Leaders.
• Build direct working relationships with Managing Partners and Relationship Managers; embed in their team cadences without requiring Senior Director presence.
• Deliver 1:1 coaching, group education sessions, and office hours across active markets; build advisor confidence and held-away conversation habits through structured, repeated engagement.
• Apply the firm's advisor behavior standards in every coaching engagement, translating program content into practical advisor action.
• Coach advisors on share of wallet dynamics, held-away asset conversations, and opportunity-specific language across Outside Assets, Account Bridge, Excess Cash, and Concentrated Positions.
• Track advisor progress and surface patterns in confidence, objection handling, and pipeline conversion to inform program iteration.
• Contribute to program design, coaching module development, and field messaging — bringing direct field observation to the Senior Director and Program Manager to sharpen materials and approach.
• Participate in weekly pipeline reviews with Managing Partners; provide market-level engagement reporting to the Senior Director.
• Identify friction points in advisor activation and recommend process or content improvements.
• Support onboarding of M&A-integrated advisors into Relationship Expansion programs and advisor behavior standards.

Requirements

• 7–12 years in wealth management, advisor coaching, field enablement, or advisor-facing consulting. Prior experience leading coaching programs or structured advisor development initiatives strongly preferred.
• CFP® or equivalent professional credential preferred. Demonstrated credibility with HNW advisors and firm leadership — not an L&D or training generalist background.
• Strong working knowledge of share of wallet concepts, held-away asset dynamics, and the mechanics of relationship expansion conversations across opportunity types.
• Exceptional verbal communication and facilitation skills. Comfortable leading sessions with experienced advisors, Managing Partners, and Relationship Managers without a script.
• Familiarity with eMoney, Salesforce-adjacent tools, and Aspen preferred. Comfortable with analytics and pipeline tracking tools.
• Thrives in a fast-paced, field-facing role. Moves between strategic program contributions and direct advisor delivery without losing effectiveness in either.
• Willingness to travel to field markets as required for activation engagements.
• Bachelor's degree from an accredited institution 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 plans 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 if 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 provide time for recovery, baby bonding, and enjoying your family time.
• Adoption Assistance Reimbursement Program
• Company Paid Concierge Services for you and your loved ones for the spectrum of caring needs for your aging parents, young children, life’s challenges and more.
• 401(k) Retirement Plan with both Traditional and Roth plans with 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