Head of Growth, Sales

Description

Grimes & Company Wealth Management, LLC is a thriving Registered Investment Advisory firm headquartered in Westborough, Massachusetts with satellite offices and employees strategically located across the U.S. As our firm continues to grow, we are looking to add a Head of Growth to our dynamic and client-focused team. Recently named one of the 2025 Best RIAs to Work For
, this is an exciting opportunity to join a trusted and expanding organization dedicated to helping high-net-worth individuals and families achieve their financial goals.

Reporting to the Chief Operations Officer, the Head of Growth will create the strategy, processes, expectations, tools and accountability required to turn business-development activity into measurable growth.

This is a hands‑on leadership role requiring both strategic thinking and active participation in significant opportunities, advisor coaching, referral partner relationships and pipeline management.

• Develop and execute a comprehensive organic growth strategy aligned with the firm’s long‑term growth objectives.
• Establish clear growth priorities across Custodial Referral Programs (CRP), client referrals, share of wallet, Centers of Influence, events, digital campaigns, other lead‑generation channels, and other leads.
• Translate the strategy into annual and quarterly goals, initiatives, campaigns, and measurable activities.
• Maintain an appropriate balance between near‑term asset gathering and longer‑term relationship development.
• Evaluate emerging organic growth opportunities, including direct‑to‑consumer platforms, strategic partnerships, corporate relationships, professional associations and targeted geographic expansion.
• Ensure organic growth efforts reinforce the firm’s planning‑led, relationship‑focused positioning.

• Directly lead, manage and develop the Regional Director team.
• Establish clear roles, territories, expectations and performance standards for each Regional Director.
• Define the Grimes sales process from lead generation through discovery, advisor, introduction, proposal, follow‑up and close.
• Clarify ownership and responsibilities between Regional Directors and Wealth Managers throughout the prospect journey.
• Coach Regional Directors on pipeline development, branch relationships, Centers of Influence, client discovery, objection handling and closing strategies.
• Conduct regular individual and team pipeline reviews.
• Evaluate capacity, territory coverage and staffing needs as the firm expands into new markets.

• Own the overall strategy and performance of the firm’s performance within the CRP.
• Manage senior relationships with Fidelity, Schwab, Robinhood and other strategic referral partners.
• Establish differentiated strategies for each referral platform, market and branch opportunities.
• Monitor referral volume, lead quality, response time, close rate, average relationship size, sales cycle length and client retention.
• Improve the firm’s position with referral partners by communicating its comprehensive planning, investment, tax, trust, insurance and high‑net‑worth capabilities.

• Partner with Wealth Managers to create practical, measurable organic growth plans.
• Help advisors increase referrals from existing clients, expand share of wallet and build relationships with clients’ family members and professional advisors.
• Establish clear expectations for business‑development activity while allowing flexibility in how individual advisors achieve their goals.
• Develop advisor‑specific opportunity lists using client segmentation, engagement, planning status, outside asset potential and…