Job Description

Position Summary

The Relationship Manager (RM) is a senior business development and client relationship role responsible for cultivating, converting, and managing Strategic Partners (SPs) and high-net-worth clients for Wilson Hand. This position requires an understanding of private wealth planning, tax-efficient strategies, and legal solutions tailored to affluent individuals and families. The RM represents the WH/Hancock Martin team and serves as the primary liaison between Strategic Partners, their clients, and Wilson Hand's suite of tax mitigation and wealth preservation services.

Relationship Managers leverage their expertise in private wealth law, tax planning, financial planning, and business valuation to identify and engage Strategic Partners and their client base, to partner with WHHM. The RM takes a team approach, guiding clients and partners through the entire transaction lifecycle while maintaining the highest standards of professional service expected in the private wealth industry.

Relationship Managers report directly to the Chief Revenue Officer.

Must live in the Southern California Region which stretches from Santa Barbara to San Diego and includes the states of Arizona, Nevada, Utah, and Hawaii

** YOU WILL NOT BE CONSIDERED FOR THIS POSITION IF YOU LIVE OUTSIDE OF THE REGION SPECIFIED ABOVE**

Requirements

Required Background & Qualifications

Candidates must demonstrate professional expertise and credibility within the private wealth sector, including but not limited to:

Education & Credentials:

● A demonstrated focus on private wealth, tax, or business law

● CPA credential or significant accounting/tax background strongly preferred

● Additional credentials such as CFP, enrolled agent status, or business valuation certifications are valued but not required.

Professional Experience:

● Minimum 7+ years in private wealth management, tax planning, financial planning, or related advisory disciplines

● Demonstrated success in business development and relationship management with high-net-worth individuals and families

● Background in tax strategy development, business succession planning, wealth preservation, or estate planning

● Experience with business brokers, M&A professionals, or transaction intermediaries

● Proven track record of managing complex client relationships and converting prospects into long-term partnerships

● Sales experience targeting or servicing HNWI clientele and strategic business partners

Benefits

Key Responsibilities

1. Develop, Nurture & Manage Relationships – Build and sustain meaningful professional relationships with Strategic Partners and their clients, positioning Wilson Hand as a trusted advisor for sophisticated tax and wealth planning solutions.
   
   
2. Strategic Partner Conversion – Meet with qualified leads generated by the Lead Generation Department and convert prospects into active Strategic Partners through consultative selling and demonstration of expertise.
   
   
3. Client Portfolio Management – Maintain and grow assigned client and SP portfolios with a focus on retention, satisfaction, and expanding service utilization.
   
   
4. Tailored Solution Development – Assess client circumstances and recommend customized private wealth solutions, including core tax strategies, capital gains mitigation, alternative risk planning, and business succession planning.
   
   
5. Identify Upsell & Cross-Sell Opportunities – Actively identify additional opportunities to expand service offerings to existing clients and partners based on their evolving needs.
   
   
6. Client Issue Resolution – Serve as the primary problem-solver and advocate for clients, ensuring all requests and concerns are addressed professionally and promptly.
   
   
7. Strategic Partner Training & Support – Provide comprehensive training, marketing materials, and ongoing support to Strategic Partners regarding Wilson Hand's tax products and service offerings.
   
   
8. Cross-Functional Collaboration – Work closely with support teams, the Regional Director, and technical specialists to ensure seamless execution of client engagements and deal progression.
   
   

9.CRM Management & Reporting – Accurately document all prospect interactions, Strategic Partner information, client profiles, and deal progression activities in Zoho to enable accurate forecasting, reporting, and relationship management.

Expectations

● Conduct 10-15 prospecting meetings per week with Strategic Partner leads via Teams or other scheduled formats, targeting a 50% conversion rate to active partnerships.
● Maintain professional relationships with all onboarded Strategic Partners and prospective leads, demonstrating Wilson Hand's commitment to partnership excellence.
● Enter and maintain comprehensive information on all Strategic Partners, clients, activities, and deal progression in Zoho on a timely basis.
● Provide Strategic Partners with training materials, ongoing education, and resources regarding Wilson Hand's private wealth tax products.
● Represent Wilson Hand professionally and authoritatively in all client and partner interactions, leveraging your expertise to establish credibility and trust.
Maintain confidentiality and adhere to all applicable legal, regulatory, and ethical standards governing private wealth advisory services.

Key Performance Indicators

Client Development:

● Meet with 100 Core Tax leads annually (8/month or 2/week)

● Convert 50 Core Tax clients annually (4/month or 1/week)

● Meet with 125 CGT leads annually (11/month or 3/week)

● Convert 12 CGT clients annually (1/month)

● Meet with 125 ARP leads annually

● Convert 25 ARP clients annually (2/month)

Client Success & Growth:

● Client retention and satisfaction scores

● Product penetration and expansion revenue per client

● Strategic Partner activation and ongoing engagement metrics

● Revenue growth trajectory across assigned client base

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