Managing Director, AS Relationship Management

Your Opportunity

Managing Director, AS Relationship Management

At Charles Schwab, our purpose is to champion every client’s goals with passion and integrity. Advisor Services is the leading provider of custodial, operational, and trading support for independent fee-based investment advisors. Advisor Services’ Institutional Group (IG) serves established, scaled independent RIAs requiring a high-touch service model, strong operational partnership, and disciplined risk management to support complex day-to-day needs.

Reporting to the Institutional Group Managing Director, the Managing Director (MD) of Relationship Management will provide leadership, sales management and coaching to Relationship Managers and foster a culture of continuous improvement and accountability. 

This role can be based in Chicago, Minneapolis, Detroit, Cleveland, St. Louis, Kansas City.

Key Outcomes:

• Deliver growth outcomes with IG firms (retention, net new flows, deeper relationships, and adoption of priority capabilities.
• Run the IG operating rhythm (account planning, portfolio reviews, and escalation governance) and track performance to targets.
• Drive IG coverage strategy, account plans, and service model priorities for mid-to-large RIAs.
• Lead a team of relationship managers to improve advisor satisfaction, productivity, quality, and resiliency.
• Own escalations and exceptions; balance advisor experience, risk, and policy.
• Ensure audit-ready, compliant execution across IG processes in partnership with Risk and Compliance.
• Convert advisor feedback into tools, policies, and service improvements; influence roadmaps to address recurring issues.
• Align product, digital, service, operations, trading, and risk/compliance partners to deliver at institutional scale.

What you have

Required Skills & Key Experiences:

• Demonstrated expertise in all aspects of the RIA industry, including technology, operations, practice management, compliance, and fee structures.
• Minimum of 5 years of financial services industry and experience leading a relationship function in an environment of similar scale and complexity.
• Deep understanding of Schwab Advisor Services’ sales process and the competitive landscape.
• Experience building a leadership bench through coaching, delegation, and succession planning.
• Demonstrated ability to attract, hire, and onboard top talent, including defining role expectations, calibrating talent decisions, and building diverse, high-performing teams.
• Proven performance management capability, including setting clear goals, establishing accountability, delivering timely feedback, and addressing performance issues effectively.
• Demonstrated change leadership, including driving adoption of new processes, tools, and operating rhythms while maintaining team engagement and client outcomes.
• Track record of building a strong team culture (engagement, inclusion, and continuous improvement) and improving retention through development and recognition.
• Demonstrated ability to deliver excellent client service, anticipate and resolve problems, and work independently.
• General management background, including familiarity with human resources policies related to management.
• Outstanding presentation and negotiation skills; ability to think on your feet, solve problems, listen, persuade, and develop win/win solutions.
• Represent Schwab’s values and vision with executive presence, demonstrating superior communication, interpersonal, and listening skills.
• Bachelor’s degree or equivalent work-related experience required.
• Active and valid FINRA Series 7 & 63 licenses required.
• Active and valid FINRA Series 24 license required (may be obtained as a condition of employment).