Future Client Development Manager

Allworth Financial ( ) is an independent investment advisory firm providing full-context wealth planning solutions. The firm brings together investment, tax, retirement, estate, and other financial considerations to help clients evaluate decisions in the context of their whole financial lives. Founded in Sacramento, California, in 1993, Allworth Financial is a high-growth, private equity-backed, multibranch registered investment adviser. Allworth is primarily a fee-based fiduciary advisory firm that emphasizes client well-being and education. The firm continues to expand through acquisitions and organic growth. Allworth is a great place to work and build a career. The firm ranks among the top 15 on Barron’s Top 100 RIA Firms list, has a historical client retention rate of 97%, and is a National Business Research Institute (NBRI) Circle of Excellence Award winner. Learn more at AllworthFinancial.com. The Future Client Development Manager reports to the Director of Future Client Development and is responsible for leading, coaching, and developing a high-performing inside sales team focused on driving organic growth through prospective client engagement, lead qualification, and conversion. As a hands-on sales leader, the Manager oversees the day-to-day performance and development of Future Client Development Associates, Future Client Specialists, and Senior Future Client Specialists. This position carries direct supervisory responsibility for the team, including hiring, onboarding, coaching, performance management, and professional development. The Future Client Development Manager plays a critical role in maximizing the effectiveness of Allworth's national lead generation channels by ensuring prospective clients receive timely, professional, and consultative engagement before being connected with the appropriate financial advisors or business development professionals. Working collaboratively with Sales leadership and cross-functional partners, the Future Client Development Manager: 1.) Drives Sales Performance: Establishes clear expectations, monitors individual and team performance, and implements strategies to improve lead engagement, qualification, appointment setting, and conversion. 2.) Coaches & Develops Sales Talent: Provides consistent, hands-on sales coaching, mentorship, and performance feedback to strengthen selling skills, improve results, and build a culture of accountability. 3.) Leads & Manages the Team: Maintains direct reporting authority over assigned team members, overseeing hiring, onboarding, performance evaluations, professional development, and personnel decisions. 4.) Optimizes Sales Execution: Ensures consistent execution of established sales processes, effective lead management, and a seamless prospective client experience across all lead channels. 5.) Supports Organic Growth: Partners with Sales leadership to identify opportunities to improve productivity, strengthen conversion performance, and scale the Future Client Development function. This position requires a proven sales leader who combines strong consultative selling experience with exceptional coaching, communication, and people-management skills. Successful candidates will demonstrate a track record of achieving sales results, developing high-performing individuals, and creating a positive, accountable, and performance-driven team environment.

DUTIES AND RESPONSIBILITIES

Provide direct leadership and supervision to a team of Future Client Development Associates, Future Client Specialists, and Senior Future Client Specialists. Establish, communicate, and reinforce individual and team sales goals, performance expectations, and productivity standards aligned with Allworth's organic growth objectives. Monitor and manage key sales performance indicators, including outbound activity, lead response times, contact rates, appointment-setting rates, qualification rates, conversion rates, and pipeline progression. Conduct regular individual performance reviews and team performance assessments to identify strengths, development opportunities, and areas requiring corrective action. Hold team members accountable for achieving established performance expectations through consistent feedback, coaching, and structured performance management. Analyze individual and team sales results to identify performance trends, opportunities for improvement, and strategies to increase conversion effectiveness. Partner with Sales leadership to establish sales targets, evaluate capacity, and align staffing resources with lead volume and business growth objectives. Ensure timely and effective engagement of prospective clients across all assigned lead channels. Foster a results-oriented sales culture that emphasizes accountability, collaboration, continuous improvement, and exceptional prospective client service. Serve as the primary escalation point for complex prospective client interactions, sales execution challenges, and team performance matters. Sales Coaching, Training & Talent Development (30%) Deliver consistent, hands-on sales coaching to improve individual and team effectiveness in consultative selling, lead qualification, objection handling, appointment setting, and prospective client conversion. Conduct regular call reviews, live coaching sessions, role-playing exercises, and individual development meetings to reinforce effective sales techniques and identify opportunities for improvement. Evaluate prospective client conversations and provide actionable feedback to strengthen questioning techniques, active listening, value proposition delivery, and overall sales execution. Develop individualized coaching and performance improvement plans to address skill gaps, strengthen capabilities, and support achievement of sales goals. Lead the onboarding and development of new team members, ensuring successful integration into Allworth's sales processes, systems, messaging, and performance expectations. Partner with Senior Future Client Specialists to leverage peer mentorship, reinforce best practices, and support the continued development of less experienced Associates and Specialists. Identify high-potential team members and create opportunities for professional development and career advancement within the Sales organization. Reinforce consistent use of approved sales messaging, consultative selling techniques, and established qualification standards. Develop and maintain a structured coaching cadence that promotes continuous skill development, accountability, and measurable performance improvement. Demonstrate effective sales techniques through practical examples, call participation, and direct engagement when appropriate. Create an environment where team members receive constructive feedback, feel supported in their development, and understand expectations for success. Team Management & Operational Execution (20%) Oversee daily team operations, including workload distribution, lead assignment, outreach priorities, staffing coverage, and adherence to established service-level expectations. Maintain direct reporting authority for assigned team members, including responsibility for hiring, onboarding, performance evaluations, employee development, and disciplinary recommendations or actions consistent with company policy. Partner with Human Resources and Sales leadership on recruitment, staffing decisions, employee relations, and performance management matters. Ensure team members consistently follow established sales processes, CRM documentation requirements, communication standards, and applicable compliance policies. Monitor lead management practices to ensure timely outreach, appropriate follow-up, accurate qualification, and effective transitions to financial advisors and business development professionals. Promote effective collaboration between the Future Client Development team, external sales professionals, financial advisors, and other internal business partners. Oversee the team's use of Salesforce, sales enablement platforms, and communication tools to support efficient sales execution and accurate reporting. Identify and address operational challenges that may negatively impact productivity, conversion, or the prospective client experience. Manage team schedules, attendance, workload capacity, and resource allocation to support business needs and consistent service delivery. Ensure a high standard of professionalism, responsiveness, and prospective client experience across all team interactions. Sales Strategy, Reporting & Continuous Improvement (15%) Partner with the Director of Future Client Development and Chief Business Development Officer to execute sales strategies designed to increase lead conversion, improve productivity, and support Allworth's broader organic growth objectives. Analyze sales performance data, lead quality, prospect engagement trends, and conversion metrics to identify opportunities for improved effectiveness. Prepare and communicate regular performance updates, including key metrics, trends, challenges, and recommended actions. Identify opportunities to refine sales processes, qualification criteria, outreach strategies, and prospective client engagement practices. Collaborate with Sales leadership, Marketing, and other internal partners to improve lead management, prospect segmentation, and conversion outcomes. Support the implementation of new sales technologies, CRM enhancements, training initiatives, and process improvements. Evaluate the effectiveness of sales messaging, scripts, and outreach strategies, recommending adjustments based on performance data and field feedback. Partner with leadership to assess staffing capacity, productivity expectations, and future resource needs as lead volume and sales channels expand. Promote a culture of continuous improvement, innovation, and operational excellence within the Future Client Development team.

EXPERIENCE AND QUALIFICATIONS

Required 5+ years of demonstrated success in sales, business development, or a consultative selling environment, including experience achieving or exceeding measurable sales goals. 2+ years of experience in sales leadership, team management, or a formal sales coaching role. Demonstrated ability to lead, motivate, coach, and develop sales professionals to achieve individual and team performance objectives. Proven track record of improving sales performance through structured coaching, effective performance management, and data-driven decision-making. Strong understanding of consultative selling, outbound prospecting, lead qualification, objection handling, and conversion strategies. Experience managing sales performance metrics, analyzing results, and implementing strategies to improve productivity and conversion. Excellent verbal and written communication skills, with the ability to provide clear direction, constructive feedback, and effective coaching. Strong interpersonal and leadership skills, including the ability to build trust, establish accountability, and motivate individuals with varying levels of experience. Demonstrated ability to manage competing priorities, solve problems, and exercise sound judgment in a fast-paced, performance-driven environment. Proficiency with Salesforce or a comparable CRM platform, including sales activity tracking, pipeline management, and performance reporting. Strong organizational skills, attention to detail, and the ability to manage both strategic priorities and daily operational responsibilities. Ability and willingness to comply with all applicable financial services rules, regulations, and company policies. Preferred 7+ years of successful sales or business development experience, with demonstrated progression into leadership responsibilities. 3+ years of direct people-management experience within an inside sales, outbound sales, or business development organization. Experience leading teams responsible for high-volume outbound calling, lead qualification, appointment setting, or prospective client conversion. Background in financial services, wealth management, Registered Investment Advisors, or other consultative professional services environments. Demonstrated success building or scaling sales teams, implementing structured #J-18808-Ljbffr Allworth Financial