Institutional Sales Director – Growth Market

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.

Key Responsibilities and Duties Territory & 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 CRMSupport 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 Experience5+ Years Required; 7+ Years PreferredFINRA RegistrationsSRC 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 Level8

ICThis 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 -…