Director of Client Engagement

Janney is an award-winning full-service financial services firm committed to understanding our clients' needs and providing advice beyond investments. We are equally committed to building a diverse workforce and inclusive culture where employees can use their talents to thrive and grow professionally with the firm.

Janney Montgomery Scott is a leading wealth management firm serving mass affluent and high-net-worth clients with personalized financial advice, investment management, and holistic planning solutions. With a network of experienced advisors and a commitment to excellence, we help individuals and families build, preserve, and transfer wealth.

Role

We are seeking an experienced, dynamic, and entrepreneurial Director of Client Engagement to build and lead our centralized lead development and prospect conversion process. In this pivotal role, your sole focus is client acquisition. You will play three key roles:

• Run high-quality intro consultations with qualified prospects, translate their needs into a simple planning roadmap, and match them to the best-fit Janney advisor. You are the bridge between marketing/BDR demand and our advisor force—turning intent into advisor-accepted opportunities and great first impressions.
• Manage the Client Engagement Associates whose responsibility is to reach out to inbound leads and schedule qualified meetings
• Provide strategic input impacting the overall Lead Generation and Conversion process, specifically related to top of funnel and nurture opportunities
  
  

With compensation tied directly to closed clients, this role offers uncapped earning potential and significant upside for top performers.

This role requires a strong understanding of the wealth management industry, strength inboth direct prospect selling and a proactive mindset to continuously improve conversion and engagement strategies.

What You Are Good At

• Business Development Mindset –Skilled at consultative sales process including identifying prospect needs, building trust, and matching them to the relevant wealth management services / team.
• Client Service – you are a client-centric communicator with strong communication skills.
• Detail Oriented – possess a high attention to detail and follow-through.
• Getting Results – possess an entrepreneurial drive and are motivated by results and helping clients find the right advisory fit.
• Organization and Time Management – able to complete multiple tasks under frequent time constraints.
  
  

Responsibilities

Lead Pipeline Management

• Owns the full sales cycle, driving qualified prospects through to signed client relationships and ensuring deals are closed, not just handed off.
• Manage a team of Client Acquisition Associates responsible for engaging with and qualifying leads identified through various sources, including digital marketing, pay per lead vendors, and owned media
• Provide strategic input to Marketing team on the content and messaging resonating with target client profiles and identified planning needs
  
  

Lead Engagement & Qualification

• Hold a meaningful introductory meeting with qualified client leads and conduct intro consults to learn more about their goals, needs, timeline, and readiness.
• Communicate the depth of services Janney offers
• Deliver high-touch experiences and personalized follow-ups to drive conversion, including creation and delivery of personalized financial plans
  
  

Advisor Handoff Process

• Assign to right-fit advisor based on needs, complexity, location, capacity, and specialty/practice area (e.g., cash-flow planning, business owners).
• Prepare detailed lead summaries and ensure high-quality handoff to advisors
• Track advisor follow-up and client progression; assist in closing feedback loop
• Maintain advisor trust and accountability by delivering qualified, engaged prospects
  
  

Tracking & Reporting

• Manage lead data in Salesforce, including lead profile, current status, outcomes, tasks, and notes
• Analyze quantitative and qualitative conversion trends and recommend improvements to lead flows and nurture journeys
• Provide regular updates on KPIs such as engagement rate, meeting conversion, and advisor acceptance
  
  

Qualifications And Experience

• Series 7 and 66 (or equivalent) licenses
• CFP® designation strongly preferred
• 5–10 years of experience in wealth management, client service, or business development including direct sales with clients
• Proven experience qualifying and converting leads in a high-trust environment
• Strong understanding of financial planning, investment management, and client psychology
• Proficient with Salesforce and lead management tools
• Comfortable with both strategic planning and hands-on lead engagement
• Client-centric communicator with a strong phone and email presence
• Analytical mindset with an eye for optimizing conversion funnels
• Collaborative leader who works well across marketing, advisor, and operations teams
• High attention to detail, follow-through, and process discipline
• Motivated by results and helping clients find the right advisory fit
  
  

Why work for us?

Benefits: Janney believes that its employees are the key to what makes a great company. Although work makes up a large portion of an employee’s life, we believe that a balance between work and non-work activities is essential to maintain quality performance and a positive work atmosphere. We offer a competitive package including Paid Parental Leave, generous Paid Time Off, eligibility for a $2,000 referral bonus, Employee Ownership, and Professional Development Assistance Plan designed to help you make the most of your life at work and at home—today and in the future. Explore further.

Janney is an award-winning full-service financial services firm committed to understanding our clients' needs and providing advice beyond investments. We are equally committed to building a diverse workforce and inclusive culture where employees can use their talents to thrive and grow professionally with the firm. Fostering a positive workplace experience remains a top priority. We’ve earned the Great Place to Work® certification, which recognizes employers that create an outstanding employee experience. Based entirely on what current employees say about their experience working at Janney, this prestigious recognition underscores our commitment to our people and culture. People are our strongest asset. We recognize that when our team members thrive, our firm is more successful.

Janney is dedicated to promoting and supporting diversity within our workplace. We provide an environment that promotes respect, integrity, teamwork, achievement and acceptance regardless of age, disability, education, gender, gender expression, gender identity, job level, marital status, military status, national origin, parental status, pregnancy, race, religion, sexual orientation, socioeconomic status, or other protected factors. Janney is committed to equal employment opportunities and providing reasonable accommodations to applicants with physical and/or mental disabilities.