Institutional Solutions Director

Hybrid Flex

Charlotte Main 8500 Carnegie Blvd

3965 Dallas Parkway Frisco, TX 75034

Full time

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The Institutional Solutions Director is responsible for accelerating the performance, capability, and professional development of client-facing associates across Retirement Solutions. This role combines deep institutional sales, relationship management, and client consulting experience with expertise in coaching, training, and performance enablement. Through structured onboarding, training, coaching, observation, assessment, and development programs, this role enables associates to achieve higher levels of effectiveness and speed-to-proficiency while supporting key strategic initiatives across the enterprise.

Drawing upon firsthand experience leading institutional client relationships, finalist presentations, and competitive sales pursuits, the Institutional Solutions Director serves as a trusted advisor and coach to client-facing professionals and leaders.

• Leverage firsthand institutional sales and relationship management experience to coach associates on managing complex client relationships, navigating client decision-making processes, and creating long-term growth opportunities
• Provide individual and team coaching focused on relationship management, consultative selling, client retention, business development, executive presence, presentation skills, territory management, and practice management
• Partner with business leaders to assess capability gaps and design targeted development strategies that improve productivity, effectiveness, client satisfaction, and business results
• Facilitate training programs, academies, leadership forums, workshops, role plays, and development sessions aligned with strategic business priorities
• Conduct observations, role plays, coaching sessions, calibration reviews, and performance assessments to reinforce standards and identify development opportunities
• Coach associates on preparing for and delivering finalist presentations, client reviews, renewal presentations, executive meetings, and high-stakes business development opportunities
• Partner with relationship managers and sales professionals to strengthen RFP, RFI, due diligence, and proposal response capabilities by sharing best practices, messaging strategies, and lessons learned from institutional sales experience
• Collaborate across Sales, Product, Marketing, Operations, Human Resources, Compliance, and Learning & Development to ensure alignment between business priorities and enablement strategies

• University (Degree) Preferred

• 5+ Years Required; 7+ Years Preferred

• SRC Indicator:
  Series 7;
  Series 63;
  Series 65;
  Series 66

• Life and Health Insurance License (Resident State) - Multiple Issuers required

• Physical Requirements:
  
  Sedentary Work

9IC

• 5+ years of experience in institutional retirement, financial services, relationship management, client consulting, institutional sales, or business development
• Series 7 is required at the time of application

• 7+ years of institutional retirement, relationship management, sales, consulting, or client-facing leadership experience
• Series 66 or a combination of series 63 & 65 is required within 120 days from start date
• Demonstrated experience managing institutional client relationships and serving as a trusted advisor to plan sponsors, consultants, and organizational decision-makers
• Experience leading or participating in institutional sales pursuits, finalist presentations, prospect meetings, client reviews, and retention discussions
• Experience supporting RFPs, RFIs, due diligence requests, and complex proposal processes.
• Exceptional presentation, facilitation, communication, and executive influence skills
• Ability to partner effectively with senior leaders and drive adoption of strategic initiatives
• Experience as a Relationship Manager, Senior Relationship Manager, Field Consulting Director, Institutional Sales Executive, Consultant Relations Professional, or similar client-facing leadership role
• Demonstrated success leading finalist…