The Institutional Sales Director - Growth Market will be responsible for driving new retirement plan sales and market-share growth across the nonprofit marketplace. This is a high-volume institutional sales role focused on originating, developing, and closing retirement plan opportunities across healthcare, higher education, associations, private education, foundations, cultural institutions, research organizations, and other tax-exempt and mission-driven organizations. The primary go-to-market solution for this segment will be TIAA's new retirement plan recordkeeping offering that provides a scalable, modern, and competitive administrative solution for small to mid-sized institutions.
The Director will also have access to TIAA's core recordkeeping platform for opportunities where plan complexity, product requirements, participant needs, investment structure, or other considerations make the core platform a better fit. The role will combine direct and focused intermediary distribution, including retirement plan consultants, RIAs, advisors, aggregators, and other centers of influence. Success will require disciplined territory management, significant prospecting activity, strong intermediary relationships, efficient sales execution, and the ability to manage a large pipeline of opportunities simultaneously.
Key Responsibilities and DutiesTerritory & Pipeline Management- Develop and execute an annual territory growth plan
- Build and maintain a significant pipeline of qualified opportunities
- Achieve asset production and sales goals
- Identify and prioritize nonprofit market segments with the greatest growth potential and strongest right-to-win
- Maintain accountability for pipeline health, RFP activity, finalist opportunities, close rates, and assets sold
- Maintain accurate opportunity information and forecasts in CRM
- Support broader efforts to expand TIAA's presence beyond traditional higher-education relationships
Direct Sales Execution- Conduct prospect discovery and identify sponsor priorities and retirement plan objectives
- Develop opportunity-specific sales strategies
- Present TIAA's small/mid-market value proposition to prospects and sponsors
- Coordinate pricing and proposal development with internal partners
- Lead sponsor and intermediary sales meetings
- Manage RFP and proposal processes; lead finalist presentations
- Negotiate appropriate business terms
- Coordinate internal approval and business acceptance processes
- Transition successful sales into implementation
Intermediary Distribution Strategy- Build a defined intermediary coverage plan across the assigned territory
- Identify and segment high-producing advisors, consultants, and firms by opportunity potential
- Establish and maintain regular engagement with priority intermediary partners
- Educate intermediaries on TIAA's small-market capabilities and modern recordkeeping solution
- Generate referrals and RFP invitations through intermediary relationships
- Develop joint prospecting initiatives with intermediary partners
- Participate in advisor and consultant meetings and support intermediary education/training
- Maintain disciplined follow-up and ongoing relationship management with intermediary partners
Educational Requirements- University (Degree) Preferred
Work Experience- 5+ Years Required; 7+ Years Preferred
FINRA Registrations- SRC Indicator: Series 6 or 7; Series 63
Licenses and Certifications- Life Insurance License (Resident State) required
- Life Insurance License (Non-Resident State for states in which associate is conducting business) required
Physical Requirements- Physical Requirements: Sedentary Work
Career Level8IC
This role requires extensive travel within an assigned region - Northeast, Mid-Atlantic, South, Midwest, Southwest, or Northwest - to support business development and expand our opportunity base. Candidates should be prepared for frequent regional travel as a core function of this position.Related Skills
Business Acumen, Business Development, Commercial Mindset, Consultative Communication, Customer Insights, Deals Strategy, Influence, Market/Industry Dynamics, Negotiation, Practice Management Strategy, Sales, Sales Planning, Story Telling
Anticipated Posting End Date:Base Pay Range: $100,000/yr - $157,000/yr
Actual base salary may vary based upon, but not limited to, relevant experience, time in role, base salary of internal peers, prior performance, business sector, and geographic location. In addition to base salary, the competitive compensation package may include, depending on the role, participation in an incentive program linked to performance (for example, annual discretionary incentive programs, non-annual sales incentive plans, or other non-annual incentive plans).
Benefits and Total RewardsThe organization is committed to making financial well-being possible for its clients, and is equally committed to the well-being of our associates. That's why we offer a comprehensive Total Rewards package designed to make a positive difference in the lives of our associates and their loved ones. Our benefits include a superior retirement program and highly competitive health, wellness and work life offerings that can help you achieve and maintain your best possible physical, emotional and financial well-being. To learn more about your benefits, please review our Benefits Summary.
