Director, Client Relationship Expansion

Job Summary:

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.

Essential Job Functions for this role include:

Market Activation & Advisor Engagement

• 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.

Advisor Coaching & Development

• 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.

Program Strategy & Continuous Improvement

• 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.

Knowledge, Skills, and Abilities:

• Experience: 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.


• Credentials: CFP® or equivalent professional credential preferred. Demonstrated credibility with HNW advisors and firm leadership — not an L&D or training generalist background.


• Subject Matter Expertise: Strong working knowledge of share of wallet concepts, held-away asset dynamics, and the mechanics of relationship expansion conversations across opportunity types.


• Communication: Exceptional verbal communication and facilitation skills. Comfortable leading sessions with experienced advisors, Managing Partners, and Relationship Managers without a script.


• Platforms: Familiarity with eMoney, Salesforce-adjacent tools, and Aspen preferred. Comfortable with analytics and pipeline tracking tools.


• Adaptability: Thrives in a fast-paced, field-facing role. Moves between strategic program contributions and direct advisor delivery without losing effectiveness in either.


• Travel: Willingness to travel to field markets as required for activation engagements.


• Education: Bachelor's degree from an accredited institution required.

Work Schedule:

This professional role requires availability during standard business hours of Monday through Friday from 8AM to 5PM.  At times, the role may have early or late hours to meet business tasks and deadlines for external and internal client needs.    

All roles classified as a non-exempt are required to record working time into the timekeeping system daily at the start and end of each workday plus a 30-minute unpaid lunch period.

Working Conditions:

This position may be in a professional office environment or a dedicated home office workspace which is free of interruptions.  Whether position is in a dedicated office space or home office workspace, basic technology needs will be provided to satisfy position requirements.  Routinely sitting and standing for periods of time. No heavy lifting over 10 lbs.