Institutional Sales Director – Growth Market

TIAA

. Drive new retirement plan sales and market-share growth across the nonprofit marketplace .

Posted 10/1/2026full-timeUnited StatesLead💰 $100,000 - $157,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving retirement plan sales and market growth within the nonprofit sector, leveraging strong consultative communication and negotiation skills to build and maintain relationships with intermediaries and clients. Proficient in territory management, pipeline development, and executing sales strategies to achieve asset production and sales goals.

Highest-signal resume keywords

Retirement Plan SalesTerritory ManagementConsultative CommunicationNegotiation SkillsPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ExecutionBusiness DevelopmentProposal DevelopmentRFP ProcessesSales Planning

Soft Skills

Relationship BuildingConsultative SellingStrategic Thinking

Tools & Technologies

CRM SystemsRecordkeeping Platforms

Certifications & Qualifications

Series 6 FINRA RegistrationSeries 7 FINRA RegistrationSeries 63 FINRA RegistrationLife Insurance License

Industry Keywords

Nonprofit MarketplaceTax-Exempt OrganizationsIntermediary RelationshipsAsset ProductionMarket Segmentation

About the role

Key responsibilities & impact

Drive new retirement plan sales and market-share growth across the nonprofit marketplace
Originate, develop, and close retirement plan opportunities across mission-driven and tax-exempt organizations
Sell TIAA’s new retirement plan recordkeeping offering to small and mid-sized institutions
Use TIAA’s core recordkeeping platform when plan complexity or other requirements make it a better fit
Manage direct and intermediary distribution through consultants, RIAs, advisors, aggregators, and other centers of influence
Develop and execute annual territory growth plans
Build and maintain a significant pipeline of qualified opportunities
Achieve asset production and sales goals
Identify and prioritize nonprofit market segments
Maintain pipeline health, RFP activity, finalist opportunities, close rates, assets sold, CRM information, and forecasts
Conduct prospect discovery and identify sponsor priorities and retirement plan objectives
Develop opportunity-specific sales strategies and present TIAA’s value proposition
Coordinate pricing, proposal development, internal approvals, and business acceptance
Lead sponsor and intermediary meetings, RFP processes, proposal processes, and finalist presentations
Negotiate business terms and transition successful sales into implementation
Build intermediary coverage plans and maintain relationships with priority partners
Educate intermediaries on TIAA’s small-market capabilities and recordkeeping solution
Generate referrals and RFP invitations through intermediary relationships
Develop joint prospecting initiatives and support intermediary education and training
Travel extensively within an assigned region to support business development and expand the opportunity base

Requirements

What you’ll need

5+ years of work experience required; 7+ years preferred
University degree preferred
Series 6 or 7 and Series 63 FINRA registrations
Resident-state Life Insurance License required
Non-resident-state Life Insurance License required for states in which the associate is conducting business
Ability to travel extensively within an assigned region
Preparedness for frequent regional travel
Experience with territory management, prospecting, intermediary relationships, sales execution, and pipeline management
Ability to manage a large pipeline of opportunities simultaneously
Skills in business development, consultative communication, negotiation, sales planning, and related sales disciplines

Benefits

Comp & perks

Superior retirement program
Competitive health, wellness, and work life offerings
Financial well-being resources
Learning experiences and development pathways
AI tools and future-focused skills
Incentive programs linked to performance, including annual discretionary incentive programs and non-annual sales incentive plans
Accessibility support for the online application process
Drug-free and smoke-free workplace