Director of New Client Development

The Director, New Client Development is responsible for leading, developing, and managing a team of Regional Vice Presidents (RVPs) focused on driving organic growth through new client acquisition and strategic expansion of existing client relationships. This leader is accountable for elevating sales performance by implementing disciplined coaching, performance management, pipeline oversight, and execution of a consistent sales methodology.

This is a highly visible, hands-on leadership role requiring a proven ability to build high-performing sales teams, leverage data-driven insights, and drive measurable business results. The Director will partner closely with senior sales leadership to ensure consistent execution of sales strategy, talent development, and organizational growth objectives.

• Directly lead and manage a team of Regional Vice Presidents responsible for new client acquisition and business development.
• Foster a culture of accountability, collaboration, and high performance.
• Establish clear performance expectations and hold team members accountable to established sales metrics and activity standards.
• Partner with senior leadership on performance evaluations, succession planning, and personnel decisions.
• Develop and retain top-performing sales talent through ongoing mentorship and coaching.

• Provide consistent, hands-on coaching to improve sales strategy, client engagement, and overall conversion rates.
• Reinforce adherence to established sales methodologies, best practices, and consultative selling processes.
• Analyze performance metrics to identify coaching opportunities and implement individualized development plans.
• Increase overall team productivity through continuous skill development and performance optimization.

• Lead execution of the organization’s onboarding and training program for newly hired Regional Vice Presidents.
• Ensure new team members successfully complete onboarding milestones and achieve expected productivity benchmarks.
• Continuously evaluate onboarding effectiveness and recommend enhancements that improve speed-to-productivity and long-term success.

• Lead weekly team meetings focused on pipeline management, sales strategy, accountability, and best practices.
• Conduct recurring one-on-one pipeline and opportunity reviews with each Regional Vice President.
• Observe a minimum of one client or prospect meeting per Regional Vice President each week to provide real-time coaching and developmental feedback.
• Maintain visibility into overall pipeline health, forecasting accuracy, sales activity, and business development initiatives.

• Monitor individual and team performance against established KPIs and organizational objectives.
• Utilize CRM and reporting tools to analyze sales performance and identify trends.
• Provide regular reporting, insights, and strategic recommendations to senior leadership.
• Drive continuous improvement through data analysis, performance management, and operational discipline.

• Bachelor’s degree in Business, Finance, Economics, or a related discipline (or equivalent professional experience).
• Minimum of seven (7) years of experience within the financial services industry.
• Minimum of five (5) years of progressive sales leadership experience managing high-performing business development teams.

• Exceptional leadership, coaching, and talent development capabilities.
• Strong strategic thinking, problem-solving, and decision-making skills.
• Outstanding verbal, written, and interpersonal communication skills.
• Proven ability to influence, motivate, and inspire sales professionals.
• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Advanced proficiency with Microsoft Office Suite.
• Working knowledge of CRM platforms and sales reporting tools.