Institutional Sales Director – Growth Market

This is a fully remote position, open to applicants in Illinois, +1 more state.

📋 Description

• Drive the sales of new retirement plans and enhance market share within the nonprofit sector.

• Source, cultivate, and finalize retirement plan opportunities in healthcare, higher education, associations, private education, foundations, cultural institutions, research organizations, and other tax-exempt and mission-driven entities.

• Implement targeted intermediary distribution through retirement plan consultants, Registered Investment Advisors (RIAs), advisors, aggregators, and other influential contacts.

• Create and execute an annual growth strategy for your assigned territory.

• Establish and sustain a robust pipeline of qualified opportunities.

• Meet asset production and sales targets.

• Identify and focus on nonprofit market segments that exhibit the highest growth potential.

• Be accountable for the health of the pipeline, requests for proposals (RFP) activity, finalist opportunities, close rates, and sold assets.

• Keep precise opportunity records and forecasts in the CRM system.

• Conduct prospect discovery to ascertain sponsor priorities and retirement plan goals.

• Formulate opportunity-specific sales strategies and present TIAA's value proposition for small to mid-market.

• Collaborate with internal partners on pricing and proposal development.

• Lead sales meetings with sponsors and intermediaries, manage RFPs, proposal processes, and finalist presentations.

• Negotiate suitable business terms.

• Oversee internal approval and business acceptance procedures.

• Facilitate the transition of successful sales into implementation.

• Develop intermediary coverage plans and engage with priority advisors, consultants, and firms.

• Educate intermediaries on TIAA's small-market capabilities and innovative recordkeeping solutions.

• Generate referrals and RFP invitations through intermediary partnerships.

• Create joint prospecting initiatives and provide support for intermediary education and training.

• Travel extensively within the assigned region to promote business development and broaden the opportunity base.

⛳️ Requirements

• A minimum of 5 years of relevant work experience is required; 7 years is preferred.

• Series 6 or 7 registration and Series 63 registration are mandatory.

• A Life Insurance License (in the Resident State) is required.

• A Life Insurance License (in Non-Resident States where business is conducted) is also required.

• A university degree is preferred.

• Capability to conduct substantial prospecting while managing a large pipeline of opportunities concurrently.

• Experience in territory management, building intermediary relationships, executing sales, managing RFPs, developing proposals, conducting finalist presentations, negotiating, and CRM forecasting.

• Willingness to travel frequently within the region as a core aspect of the role.

• Ability to meet sedentary work physical requirements.

🏝️ Benefits

• Exceptional retirement program.

• Competitive offerings for health, wellness, and work-life balance.

• Support for financial, physical, and emotional well-being.

• Valuable learning experiences and development pathways.

• Access to future-oriented skills and AI tools.

• Performance-linked incentive program, which may include annual discretionary incentives, non-annual sales incentives, or other non-annual incentive plans.