Institutional Sales Director – Growth Market

TIAA is a retirement services and asset management company serving clients seeking financial security. The Institutional Sales Director – Growth Market will drive new retirement plan sales and market-share growth across nonprofit and mission-driven organizations. The role manages territories and pipelines, executes direct sales, leads RFP and proposal processes, and develops intermediary distribution relationships.

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

Requirements:

• 5+ Years Required
• Life Insurance License (Resident State) required
• Life Insurance License (Non-Resident State for states in which associate is conducting business) required
• University (Degree) Preferred
• 7+ Years Preferred