The Head of High Net Worth (HNW) Sales bridges sales execution, portfolio construction, and strategic alternatives positioning, ensuring HNW advisors receive consistent guidance, scalable frameworks, and repeatable outcomes across both managed and brokerage platforms.
Core Responsibilities (Revenue, Advisor Coverage, and Growth):
Business Development & Advisor Engagement
Drive new and existing advisor growth through sales presentations, discovery, and solutioning tied to production goals.
Managed account proposals: position model/strategy fit, overcome objections, and convert proposals into funded assets.
Alternative investments: increase advisor adoption and client allocations through education, case sourcing, and follow-through to close.
Structured notes: position as return-seeking and risk-managed solutions, partnering with advisors to source opportunities and execute trades.
Lending: originate and grow lending penetration as a core driver of client acquisition, wallet-share expansion, and retention.
Translate complex strategies into advisor- and client-ready sales narratives that support portfolio construction goals and accelerate close rates.
Sales Team Leadership, Specialist Enablement & Campaign Execution
Partner with the Head of Wealth Specialists, setting coverage priorities, activity standards, and consistent commercial messaging across regions.
Design and execute thematic sales campaigns that generate qualified opportunities and drive measurable asset flows, including:
Product-led campaigns (new launches, cross-sell, and adoption)
Market-led campaigns (rate/volatility themes, repositioning, and risk conversations)
Allocation-led campaigns (model shifts, sleeve funding, and rebalance opportunities)
Own reporting cadence for pod activity and outcomes (meetings, pipeline, conversions, asset flows, and lending/notes adoption) and use insights to refine future campaign rollouts.
Advisor Coverage Model & Travel (Territory Growth)
Execute a high-touch coverage model through in-person travel and virtual engagement to grow production, deepen relationships, and move opportunities to close, prioritizing:
High‑impact opportunities
Complex cases
Strategic HNW relationships
Proactive book-of-business reviews to identify segmented client opportunities beyond formal campaigns
Large Case Pipeline, Governance & Cross-Functional Deal Management
Own the large-case intake and governance process, ensuring cases are properly qualified, submitted, and advanced through internal review to support advisor conversion.
Submit cases to the Portfolio Review team for formal analysis with clear objectives, competitive context, and next-step recommendations.
Run a standardized review process that improves cycle time and win rates, including:
Pre‑review submission criteria
Post‑review follow‑up calls
Documented advisor meetings and outcomes
Track review activity, next steps, and outcomes to drive accountability, repeatability, and improved close rates.
Coordinate large-case collaboration with LBS, Advanced Markets, and other partners to assemble case design teams and remove execution friction.
Alternatives Growth Strategy (“Alts Sleeve”) & Adoption
Partner with internal teams to build and scale a holistic “Alternatives Sleeve” framework that increases advisor adoption and client allocations.
Position alternatives as repeatable, intentional portfolio components (not one-off trades), leveraging enterprise capabilities and strategic partners to drive scalable sales outcomes.
Structured Notes: Sales Integration Within the Alts Allocation
Integrate structured notes into the alternatives allocation framework and drive consistent advisor usage through targeted education and case-by-case execution support.
Frame structured notes within a cohesive allocation story alongside private markets, reinforcing when/why to use them and improving conversion in client conversations.
Lending: Go-to-Market Strategy & Origination Growth
Assess the current lending landscape and partner with Product to build and execute a plan that increases penetration, improves referral-to-close process, and scales lending across HNW opportunities.
OCIO/HNW Platform: Build, Launch & Drive Adoption
Partner with Product to assess the current landscape and select/build an OCIO/HNW platform that enables scalable sales across advisory, lending, and alternatives.
Launch the platform in Park Avenue, train advisors on use cases and positioning, and drive measurable adoption through targeted prospecting and case execution.
Go-to-Market Leadership (Marketing + Product) & Sales Performance Management
Lead execution of agreed go-to-market plans with Product and Marketing, ensuring advisor readiness, field enablement, and coordinated sales motions.
Own KPI definition and reporting (pipeline, asset flows, adoption, and revenue where applicable), maintain a forecast cadence, and communicate progress and gaps to senior leadership.
Senior-level experience partnering directly with top financial advisors on complex sales efforts.
Approximately 8–10 years of professional experience, including demonstrated success in territory management and building product sales within a defined market.
Strong ability to work cross-functionally with marketing, product, and sales teams, influencing outcomes and directing work without having formal people management responsibility.
Comfort presenting to senior leadership, developing and managing key performance indicators, and operating in a role with compensation tied directly to sales performance.
Willingness to be New York–based with significant travel expectations, spending the majority of time either in market with advisors or in the office as required.
Understanding of insurance distribution is preferred, along with experience collaborating closely with internal sales leadership and product partners.
Securities licenses such as Series 7, 63, and 65 are preferred but not mandatory; additional credentials like the CIMA designation are considered a strong plus.
Hudson Yards NYC - Hybrid Role - Three days in office when not traveling.
Significant travel required to meet with Advisors in the field.
At Guardian, you’ll have the support and flexibility to achieve your professional and personal goals. Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.
Inspire Well-Being
As part of Guardian’s Purpose – to inspire well-being – we are committed to offering contemporary, supportive, flexible, and inclusive benefits and resources to our colleagues. Explore our company benefits at www.guardianlife.com/careers/corporate/benefits. Benefits apply to full-time eligible employees. Interns are not eligible for most Company benefits.
Equal Employment Opportunity
Guardian is an equal opportunity employer. All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law.
Accommodations
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Visa Sponsorship
Guardian is not currently or in the foreseeable future sponsoring employment visas. In order to be a successful applicant. you must be legally authorized to work in the United States, without the need for employer sponsorship.
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