Institutional Solutions Director

About the role

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.

Key Responsibilities

• 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

Qualifications

• 5+ years of experience in institutional retirement, financial services, relationship management, client consulting, institutional sales, or business development (required)
• 7+ years of institutional retirement, relationship management, sales, consulting, or client-facing leadership experience (preferred)
• Series 7 is required at the time of application
• Series 66 or a combination of Series 63 & 65 is required within 120 days from start date
• Life and Health Insurance License (Resident State) - Multiple Issuers required
• 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 presentations that resulted in new client acquisition, asset growth, or client retention
• Experience coaching associates on executive presence, consultative conversations, relationship expansion, client retention, and business development strategies
• Proven ability to influence behavior change and improve business performance through coaching and development initiatives
• Ability to travel approximately 20%
• University degree preferred
• Sedentary Work physical requirements
• Career Level 9IC

Pay

Base Pay Range: $128,000/yr - $175,000/yr. Actual base salary may vary based upon, but not limited to, relevant experience, time in role, base salary of internal peers, prior performance, business sector, and geographic location. In addition to base salary, the competitive compensation package may include, depending on the role, participation in an incentive program linked to performance (for example, annual discretionary incentive programs, non-annual sales incentive plans, or other non-annual incentive plans).