Institutional Sales Director – Growth Market

TIAA•Chicago, IL

1d•Remote

About The Position

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 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.

Requirements

University (Degree) Preferred
5+ Years Required; 7+ Years Preferred
FINRA Registrations SRC Indicator: Series 6 or 7; Series 63
Life Insurance License (Resident State) required
Life Insurance License (Non-Resident State for states in which associate is conducting business) required
Extensive travel within an assigned region - Northeast, Mid-Atlantic, South, Midwest, Southwest, or Northwest
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

Responsibilities

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
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
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