Retirement Plan Sales Director (SE Region)

Lincoln Financial•Charlotte, NC

1d•$215,000 - $480,000•Remote

About The Position

As Retirement Sales Director, you will be responsible for driving growth through new retirement plan sponsor acquisition, with a primary focus on mid to large market plans ($50M+ in assets). In this role, you will develop and execute a territory business plan designed to achieve ambitious sales, AUM, and market share goals across your assigned geography. You will serve as a key external representative, building and expanding relationships with retirement plan consultants, advisors, brokers, and plan sponsors. This is a highly consultative, relationship driven sales role that requires deep retirement industry knowledge, disciplined pipeline management, and close collaboration with internal partners to deliver comprehensive retirement solutions and exceptional client outcomes.

Requirements

Minimum of 5+ years of experience in Defined Contribution retirement plan sales and/or relationship management, with direct alignment to the responsibilities of this role
Bachelor’s degree required, or equivalent professional experience (4 additional years of relevant experience in lieu of a degree)
Ability to obtain FINRA Series 6, Series 63, and Life & Health licenses within 120 days of hire
Confident and effective communicator with strong written and verbal communication skills
Demonstrated ability to communicate credibly and knowledgeably with senior leaders, both internally and externally
Strong presentation capabilities with a proven track record of influencing stakeholders at all levels through clear, logical, and well informed discussions
Advanced relationship management skills, including the ability to partner collaboratively with internal teams and build trusted relationships with external clients
Willingness and ability to travel up to 50%

Nice To Haves

Strong working knowledge of ERISA rules and regulatory requirements governing retirement plans

Responsibilities

Lead new retirement plan sponsor acquisition with a focus on plans with $50M+ in assets
Develop and execute a territory and prospecting strategy to meet or exceed annual sales and AUM targets
Identify, qualify, and cultivate prospective plan sponsors through proactive outreach, referrals, networking, and consultant relationships
Manage the full sales cycle, from initial engagement through finalist presentations, pricing, contract negotiation, and close.
Build, maintain, and grow strong relationships with retirement plan consultants, advisors, brokers, and other centers of influence impacting mid to large market plan decisions
Increase territory penetration by strengthening partnerships with influential specialists and consulting firms
Position the organization as a preferred retirement provider through consistent engagement, education, and thought leadership
Conduct needs based discovery with plan sponsors to understand fiduciary objectives, plan design, investments, participant outcomes, and service expectations
Present tailored retirement solutions, including recordkeeping, investments, managed accounts, and financial wellness offerings
Clearly articulate value propositions around fiduciary governance, plan outcomes, fee reasonableness, and participant engagement
Manage a large geographic territory, executing external wholesale sales programs that drive revenue and market share growth
Conduct in person and virtual meetings such as due diligence sessions, consultant updates, one on one meetings, and industry sponsorships
Represent the organization at industry conferences, client events, and networking functions
Maintain accurate pipeline, activity tracking, and forecasting in CRM and sales reporting systems
Forecast sales activity and revenue with discipline, transparency, and accountability
Effectively manage expense budgets to maximize territory coverage and sales impact
Partner closely with internal stakeholders including operations, product, client service, core market counterparts, and consultant relations teams to support opportunities and ensure seamless onboarding and issuance
Ensure sold business is properly processed from point of sale through implementation
Uphold the highest standards of professionalism, ethics, and compliance, adhering to all policies, procedures, and cultural expectations