The RoleReporting to the Head of Internal Sales, the Head of Advisor Consultant Performance owns day-to-day desk execution, productivity, and performance management for Advisor Consultants beyond their first year on the desk. This role owns the proof: the daily coaching, call reviews, productivity, observed behaviors, and performance evidence that demonstrate whether Advisor Consultants are executing at a high level and ready for greater responsibility. The role also leads desk-wide execution and adoption of initiatives focused on CRM/data usage, coverage alignment, process improvement, and strategic priorities.
We'll trust you to:- Lead and manage the Advisor Consultant desk, providing day-to-day leadership and establishing clear expectations around sales performance, productivity, activity, territory management, and overall execution.
- Own desk-level performance, using CRM, activity, productivity, output, and performance data to identify trends, gaps, risks, and opportunities and drive appropriate actions.
- Establish a consistent operating rhythm across the desk, including one-on-ones, performance reviews, call reviews, pipeline discussions, coaching, and accountability.
- Translate Internal Sales priorities into clear expectations, measurable actions, disciplined execution, and consistent message/activity standards.
- Monitor CRM, activity, productivity, output, and performance data to identify trends, gaps, risks, and opportunities; recommend actions and reinforce high-quality follow-up.
- Support coverage alignment, territory management, Regional Manager partnership, client inquiries, sales execution, and prioritization of high-value opportunities.
- Partner with CRM, CIS, Technology, the Head of Internal Sales, the Head of Advisor Consultant Development, Business Development Specialists, External Sales, Client Services, and other stakeholders to improve desk efficiency and drive adoption of tools, data, and process improvements.
- Serve as a visible desk leader and model a collaborative, inclusive, accountable culture focused on coaching, execution, innovation, and continuous improvement.
You'll need to have:- SIE, Series 7 and 66, nice to have Series 24 or willing to attain
- 8-12 years of firm or relevant industry experience, with demonstrated success in an Advisor Consultant, Internal Sales, sales management, or related client-facing leadership role.
- Proven experience leading and managing sales professionals and driving individual and team performance
- Strong understanding of markets, the firm, the industry, sales process, CRM/activity data, coverage alignment, and Advisor Consultant responsibilities.
- Ability to use sales, CRM, activity, productivity, and performance data to evaluate desk performance, identify opportunities, and drive disciplined execution.
- Excellent judgment, courage to make difficult decisions, and ability to manage ambiguity, prioritize effectively, and drive disciplined execution amid changing needs.
- Ability to motivate, coach, influence, and hold others accountable while maintaining trust, credibility, empathy, and strong communication/feedback skills.
- Commitment to inclusive leadership, talent development, collaboration, intellectual curiosity, continuous improvement, and a high-performance desk culture.
Compensation Information: Annual base salary for this role is $145,000- $180,000. Salary is estimated for this role. Actual pay may be different.
Discretionary Bonus: Role may be eligible to receive an annual discretionary bonus. Discretionary bonuses are determined by several factors including, but not limited to, firm, team, and individual performance.
Benefits: Lord Abbett is committed to offering a competitive total rewards package to all eligible employees. Offerings include competitive total compensation, retirement plans, competitive health and well-being plans. To learn more about what we offer, please visit Careers | Lord Abbett
