Director of Advisory Business Strategy & Advisor Enablement

Janney is an award-winning full-service financial services firm committed to understanding our clients' needs and providing advice beyond investments.  We are equally committed to building a diverse workforce and inclusive culture where employees can use their talents to thrive and grow professionally with the firm.

The Director of Advisory Business Strategy & Advisor Enablement is the firm's leading expert on advisory pricing and business mix, responsible for driving the adoption of advice-based relationships and influencing how advisors price and position their business. This senior subject-matter expert helps advisors confidently convert to advisory, price relationships appropriately, and demonstrate the value of ongoing advice — shaping firm-wide approaches and best practices along the way. As the firm's authority on advisory pricing and business mix, this role sets firm-wide pricing philosophy and standards, advises senior leadership on pricing strategy and its impact on firm economics, and is trusted to represent the firm's position in the highest-stakes advisor and recruit situations.

This role partners closely with Growth Consultants, advisors, Revenue Operations, and Advisory Solutions to increase advisory adoption and strengthen pricing discipline across the Private Client Group.

Responsibilities:

• Define and own the firm's advisory pricing philosophy, standards, and reference-pricing framework, and evolve them as the business and competitive landscape change.
• Serve as a trusted advisor to senior leadership on pricing strategy, business-mix shifts, and the economic trade-offs of advisory adoption.
• Act as the firm's final internal authority on complex pricing exceptions and precedent-setting situations, balancing advisor growth with firm economics and risk.
• Represent the firm's pricing and advisory positioning in the most significant recruit and top-team negotiations, where the outcome carries enterprise-level impact.
• Set the standards and playbooks the broader advisory-coaching function operates against, and raise the capability of the team over time.
• Serve as the firm's leading expert on advisory pricing and business mix, setting the point of view and best practices that guide the field.
• Drive adoption of advice-based relationships by influencing advisors and helping them position advisory solutions with confidence.
• Coach advisors on pricing strategy, fee benchmarking, conversion strategy, and articulating the value of ongoing advice.
• Lead high-stakes and complex advisory and pricing conversations, including select top-team and recruit pricing reviews.
• Design and lead advisory cohorts, pricing workshops, and office presentations that build capability at scale.
• Partner with Revenue Operations on advisory targeting, analytics, and program effectiveness.
• Lead and develop the advisory-coaching capability, setting standards and mentoring the Advisory Consultant and act as the escalation point for the most complex situations.
• Shape enterprise strategy by bringing pricing and business-mix insight to leadership forums and coordinate with Advisory Solutions on platform, billing, and execution.

Qualifications:

• Bachelor's degree required; advanced degree or relevant professional designation preferred.
• Fifteen or more years of progressive experience in wealth management or financial services, including a recognized leadership role in advisory pricing, product, or business strategy.
• Recognized subject-matter expertise in advisory pricing and business mix, with the to influence senior advisors and executive leadership alike.
• Recognized as a firm-wide or industry authority on advisory pricing and fee-based business economics.
• Demonstrated ability to influence and advise senior/executive leadership and shape firm-level strategy.
• Demonstrated ability to drive adoption and change behavior across a large, experienced advisor population without direct authority.
• Strong consultative-selling, coaching, and executive-communication skills.
• Sound business acumen and industry expertise, with the ability to navigate complex client and pricing situations.
• Experience setting standards, frameworks, or policy that others operate against.
• Experience designing and leading cohorts, workshops, or enablement programs.
• Series 7 and 66 (or equivalent) preferred.

Key Performance Metrics:

• Advisory AUM %
• Advisory ROA
• Discount to reference price

Why work for us? 

Benefits: Janney believes that its employees are the key to what makes a great company. We believe that a balance between work and non-work activities is essential to superior performance and a positive work atmosphere. We offer a competitive package including Paid Parental Leave, generous Paid Time Off, eligibility for a $2,000 referral bonus, Employee Ownership, and Professional Development Assistance Plan designed to help you make the most of your life at work and at home—today and in the future.  Explore further. 

Janney is an award-winning full-service wealth management firm committed to understanding our clients' needs and providing advice beyond investments. We are equally committed to building a diverse workforce and inclusive culture where employees can use their talents to thrive and grow professionally with the firm. People are our strongest asset. We recognize that when our team members thrive, our firm is more successful. 

Janney is an equal opportunity employer and makes employment decisions on the basis of merit and business needs.