Chief Practice Development Officer

Position Summary:

Responsible for the development and execution of the overall business development strategy for the firm by leading and developing the Managing Director (MD) team. Acts in a player/coach capacity. Responsible for the firm’s Business Development activities and results through regular coaching of the MD’s on the Sales Game process and the Oxford Way. Leads the firm’s marketing team, which is responsible for the firm’s marketing plan including collateral and digital marketing, proposal development and events. Member of the Senior Leadership Team.

Duties & Responsibilities:

Business Development Leadership

• Responsible for the development and leadership of the Managing Directors to drive business development on a sustainable growth trajectory.
• Manage and lead the MD team to maximize market penetration, acquire new clients through COI networking and referrals from existing clients to and drive growth and profitability on the Road to $100B.
• Creates, implements and updates an individual Business Development program with KPIs for each MD monitoring their prospective activities, pipeline, market assignments, activity, business development goals and tracking. Sets sales targets, supporting the sales team and delivering on strategies to grow transactions, revenue and EBIT.
• Establishes monthly scheduled one-on-one coaching sessions with MDs. For MDs who have less than five years’ experience with the firm conducts weekly to bi-monthly coaching. Participates in joint calls with MDs as needed.
• Holds MD’s accountable for Business Development activities and results. Assists MDs to close business.
• Mentors and coaches on the effective transfer of clients and retaining clients at risk.
• Participates in the recruiting and interviewing of new MDs.
• Conducts sales training monthly with new MDs.
• Assists in implementation techniques with clients and advisors.
• Champions the learning, adoption and administration of OFG’s Sales Game Program and Oxford Way.

Management of Business Development function

• Manages one Sr Executive Coordinator and Practice Management Specialist.
• Represents MDs and Business Development objectives in appropriate management, councils, committees, forums and working groups such as Chair of the Value Council, member of Senior Leadership Team, and Joint MD Forum Chair.
• Proactive leadership of the Business Development area (e.g. develops and presents new ideas for reporting or metrics and recommends more efficient or effective processes that leads the thinking of MDs, etc.).
• Responsible for agenda development, facilitation and scheduling of monthly Joint MD Meetings and annual Practice Management Retreat.
• Participates in all market team meetings and works with Market Team Leads to coordinate agendas.
• Establishes annual sales goals and Business Development metrics by MD.
• Provide regular communication to CEO, Senior Leadership, Board of Directors and Partners on state of Business Development and key metrics.

Player/Coach

• Leads client engagements and delivers effective and appropriate advice for 3-4 clients.
• Proactively communicates, educates and builds consensus with clients, their families and advisors about techniques appropriate to consider understanding the family’s goals/objectives, time frames and risk tolerance and assists in the implementation of planning techniques with client and advisors.
• Effectively prepares for quarterly clients meetings including development of agendas and action items.
  

Marketing Team

• Provides strategic leadership to Marketing department with regards to processes and development of proposals and discussion guides for business development efforts.
• In conjunction with Director, Marketing & Communications, coordinates and manages Oxford’s marketing plans and budget.
• Provides oversight of the development of all marketing materials including collateral and digital marketing.
• Oversee marketing events to ensure value and alignment with strategic business development plans.
• Performs other duties as assigned.

Qualifications:

• College degree in Business or related field with additional professional designation such as JD, CFP, CFA, etc.
• Minimum of ten years’ experience in financial services industry with direct client responsibility
• Proven experience as a coach in the financial services industry leading a team’s practice and the Business Development to build that practice
• Must have a strong working knowledge of investment consulting and high net worth planning techniques
• Prior experience in a client facing advisor role.
• Experience in utilizing Salesforce to track prospects and maintain client data
• Must have a professional demeanor with the utmost respect for confidential matters
• Must be able to work independently and in a team environment
• Must have excellent written and verbal communication skills with strong interpersonal skills
• Must be detail oriented with excellent organizational skills
• Must have ability to multi-task and work in a high stress, fast paced environment
• Must have strong work ethic with a positive attitude

Working Conditions:

• Approximately 40-50% travel to market offices
• Travels regularly to 7 offices and 2 travel markets
• Moderate periods of sitting utilizing a computer

Oxford Financial Group, Ltd.™

Oxford Financial Group, Ltd. is the premier multi-family office in the Midwest. Oxford was ranked in the Financial Advisor 2022 RIA Ranking, the Investment News 2022 Top Fee-Only RIAs list and the Caproasia list of 2020 Top 10 Largest Multi-Family Offices in the World.

Oxford is one of the largest independent RIA firms in the country with oversight of approximately $31.53 billion in assets under advisement* (which includes assets under management). Oxford has 20 Managing Directors in seven market offices who serve over 700 family and institutional clients in 35 states.**

*As of 12.31.2021
**As of 3.15.2023
Read the disclaimers OFG-2303-10