Commercial Director leading client negotiations and shaping strategy at Target. Overseeing commercial governance and mentoring a capable team in a hybrid work environment.
About the role
- Managing Director of Referral Programs at Cetera designing, launching, and scaling firm‑wide referral and lead‑generation strategies. Collaborating across business lines to ensure consistent, compliant client experiences.
Responsibilities
- Define and own the Referral Utility vision and strategy, including objectives, scope, and success metrics.
- Build and implement the referral framework, integrating with existing channels and programs.
- Partner with Growth, Marketing, and business leaders to align lead generation, referral velocity, and campaigns.
- Develop strategies to increase referrals from CPA affiliates, professional networks, and bank partnerships.
- Activate referral opportunities within Cetera’s retirement plan participant base.
- Coordinate with Operations, Compliance, and Service teams to ensure smooth execution and regulatory adherence.
- Design incentive structures and goal-setting frameworks to drive adoption and performance.
- Track and report referral metrics through Quarterly Business Reviews; analyze performance and optimize.
- Serve as subject matter expert on referral best practices, compliance, and scalability.
- Drive measurable growth in qualified leads, conversion rates, and AUA/AUM inflows.
- Oversee CRM reporting and ensure data integrity, transparency, and timely dashboards.
- Lead and develop a high-performing team; coach advisors on referral best practices.
- Foster a culture of accountability, collaboration, and client impact consistent with One Cetera values.
- Champion inclusion, challenge processes, and leverage data-driven decision-making to improve efficiency.
- Ensure risk controls, governance, and compliance throughout the referral lifecycle.
- Allocate resources effectively and mobilize organizational capabilities to deliver the full range of Cetera solutions.
Requirements
- 15+ years of leadership in wealth management, private banking, or broader financial services.
- Proven success building and scaling referral or client acquisition programs in complex, multi‑channel environments.
- Experience leveraging large networks, strategic partnerships, and cross‑business synergies to drive growth.
- Strong executive presence; ability to influence senior stakeholders across diverse business lines.
- Deep understanding of client segments, advisor platforms (broker‑dealer and RIA), and applicable regulatory frameworks.
- Exceptional leadership, communication, and cross‑functional collaboration skills.
Benefits
- Inclusive health, dental, vision and life insurance plans built to support diverse lifestyles, offer preventative care, and protect against hardship.
- Easy access to mental health benefits to meet our team members and their families where they are.
- 20 plus days of paid time off (PTO), paid holidays, and 2 paid wellness days to give our employees the time they need to stay close with their loved ones, recharge, and give back to their communities.
- 401(k) Savings plan with a generous company contribution (up to 5%), and access to a financial professional to offer our employees the opportunity to plan-ahead for a strong financial future well beyond their working years.
- Paid parental leave to support all team members with birth, adoption, and foster.
- Health Savings and Flexible Spending Account options to help you save money on healthcare, daycare, commuting, and more.
- Employee Assistance Program (EAP), LifeLock, Pet Insurance and more.
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