Internal Sales Leader - Retirement Plan Services

About the role

The Internal Sales Leader leads the internal sales representatives supporting Retirement Plan Recordkeeping and Equity Compensation & Stock Plan Services. This is a working‑leader role that combines people leadership, coaching, performance accountability, and team development with direct ownership of business development and sales execution. The role builds a high‑performing, consultative internal sales function that generates qualified opportunities, strengthens advisor and consultant referral channels, and advances integrated workplace‑services opportunities in partnership with field sales and cross‑functional teams.

Responsibilities

• Lead, coach, and develop internal sales representatives across the retirement plan and equity compensation disciplines, establishing clear expectations for activity, quality, collaboration, and results.
• Create role clarity, operating rhythms, development plans, and performance standards that enable consistent execution while recognizing the specialized expertise required for each market.
• Provide frequent coaching through call reviews, pipeline reviews, deal strategy sessions, role‑play, and field observation; translate feedback into specific development actions.
• Build product, industry, competitive, and consultative‑selling capability across the team and encourage cross‑training that supports integrated workplace‑services conversations.
• Foster an inclusive, accountable, and collaborative culture that rewards initiative, sound judgment, client focus, and partnership across functions.
• Support recruiting, onboarding, talent development, succession planning, workload allocation, and performance management for the internal sales team.
• Maintain a personal portfolio of priority prospects, referral partners, or strategic opportunities while balancing day‑to‑day leadership responsibilities.
• Conduct outbound business development, discovery, lead qualification, and follow‑up across retirement plan recordkeeping and/or equity compensation opportunities based on business need.
• Lead or participate in prospect presentations, discovery meetings, finalist meetings, industry events, and complex deal‑strategy discussions.
• Personally model disciplined Salesforce usage, strong call planning, accurate forecasting, timely follow‑through, and high‑quality opportunity documentation.
• Step into high‑value or complex opportunities to remove barriers, align stakeholders, and accelerate progress through the sales cycle.
• Translate annual business objectives into team‑level prospecting, pipeline, territory, and conversion strategies in partnership with sales leadership.
• Establish and monitor performance measures, including meetings generated, qualified opportunities, proposal activity, pipeline value, forecast quality, conversion, and closed sales.
• Lead recurring pipeline and forecast reviews; challenge assumptions, identify gaps, prioritize actions, and ensure opportunities meet qualification and strategic‑fit standards.
• Use market, activity, funnel, and competitive insights to refine campaigns, allocate resources, and improve productivity and sales outcomes.
• Ensure appropriate coverage and coordination across territories, market segments, field sales partners, advisors, consultants, and strategic referral channels.