We are seeking a senior executive to own the end‑to‑end leads ecosystem for the US Private Bank as volumes and sources scale across multiple channels, including: 1. Paid marketing driven leads; 2. Cold leads identified by marketing and distributed via PBIQ Book Builder; 3. Leads sourced through formal cross‑LOB partnership programs; 4. Workplace Solutions; and 5. the National Client Team. This leader will define the strategy, operating model, and technology roadmap for how leads are captured, scored, routed, and converted—partnering closely with digital, technology, marketing, finance, data and market leadership.
Why This Role Matters
- Creates a single point of accountability and consistency for all our lead generation efforts, turning demand into durable client relationships through data, digital, and disciplined execution.
- Aligns propensity modeling, advisor workflows, practice management, and financial reporting so we consistently capture the full value of our client and prospect ecosystem at scale.
- Establishes firmwide standards and governance for lead definitions, routing, measurement, and attribution, enabling repeatable growth and transparency for senior leaders.
Job Responsibilities
- Enterprise Ownership and Governance
· Own the full lead lifecycle: intake, standardization, qualification, scoring, prioritization, routing, assignment, SLA management, tracking, and outcomes.
· Define and maintain enterprise taxonomy for leads and dispositions; ensure consistent definitions and promotion criteria across platforms and teams.
· Stand up an operating model and governance cadence (monthly/quarterly business reviews) with Digital, Marketing, Finance, D&A, and Market leadership; publish playbooks and SLAs.
· Build an ecosystem that drives adoption and accountability across markets.
- Propensity, Scoring, and Prioritization
· Own the propensity model framework and roadmap in partnership with Business Intelligence: inputs, weights, explainability, thresholds, and ongoing performance management.
· Define routing logic that balances conversion likelihood with advisor capacity, specialty, geography, and client fit; continuously test and refine.
· Establish feedback loops to retrain models based on outcomes, channel quality, and advisor feedback; publish scorecards and win/loss insights.
- Digital & Platform Leadership
· Serve as business owner for lead-related digital capabilities and roadmap; ensure user‑centric tools that enable scalable, consistent, advisor‑friendly lead management.
· Lead development of Leads Connect, in partnership with product and technology.
· Integrate with Connect ecosystem to streamline intake, enrichment, assignment, and follow‑ups; reduce manual work via automation and embedded nudges.
- Cross‑Functional Partnership and Practice Management
· Partner with Marketing to align channel mix, messaging, and qualification criteria with downstream conversion; co‑own lead quality targets and funnel health.
· Partner with Finance on end‑to‑end attribution, revenue recognition frameworks, flows, and return‑on‑spend—establish standardized definitions for sourced vs. influenced.
· Coordinate with a designated leader in JPM Wealth Management to track and optimize leads sent to and received from the broader Chase ecosystem.
· Work with Market Leaders to drive advisor adoption, disposition discipline, and best‑practice playbooks; pilot and scale what works.
- Measurement, Reporting, and Continuous Improvement
· Define north‑star and operational KPIs across the lifecycle: lead quality, assignment latency, contact rates, conversion, cycle time, pipeline health, revenue/flows, etc.
· Build executive‑ready dashboards and monthly/quarterly performance narratives; highlight channel performance, bottlenecks, and next‑best actions.
· Run controlled tests (scoring thresholds, routing strategies, outreach cadences) and implement learnings to increase efficiency and outcomes.
Required Qualifications, Capabilities and Skills:
- Bachelor’s degree or equivalent experience.
- 10+ years in wealth management, financial services, digital product strategy, or adjacent fields with proven ownership of complex cross‑functional programs in a matrixed environment.
- Deep understanding of lead generation, scoring, routing, and conversion frameworks at scale, including governance and attribution.
- Demonstrated ability to influence at senior levels and drive alignment across Digital/Tech, Marketing, Finance, and field leadership.
- Exceptional communication skills—able to translate complex data and strategy into clear operating standards, decisions, and change narratives.
Preferred Qualifications, Capabilities and Skills:
- Experience partnering with digital product and data science teams on propensity models, experimentation, and measurement.
- Familiarity with CRM and lead management platforms, advisor desktop workflows, and client lifecycle analytics.
- Marketing, propensity modeling, or growth analytics background; comfort with A/B testing and causal inference basics.
- Prior leadership experience at Executive Director level; experience leading small central teams and influencing large distributed sales/advisor organizations.