Managing Director - Head of East Region Institutional Sales

About the Role

The Institutional Business Development Professional is responsible for new client development and retention within the institutional marketplace. This role facilitates direct sales to sophisticated institutional buyers who understand complex investment products, leading institutional sales strategy and execution across the East Region. The Head of East Region Institutional Sales reports to the Head of Americas and serves as a senior member of the Americas leadership team, driving revenue growth, deepening client relationships, and delivering investment and retirement solutions to institutional clients, including pension plans, endowments, foundations, consultants, and other sophisticated institutional buyers.

Responsibilities

• Develop and execute the East Region institutional sales strategy aligned to Americas priorities, revenue goals, client needs, and market opportunities.
• Own regional sales goals, pipeline development, and revenue outcomes across assigned institutional client segments and territories.
• Lead, coach, and develop a high-performing regional sales team, including establishing priorities, managing performance, supporting career development, and ensuring strong execution discipline.
• Provide management and team oversight, including resource planning, territory coverage, client assignment, talent development, and coordination across sales and relationship management teams.
• Develop and execute effective sales correspondence campaigns to qualified leads for all investment solutions.
• Conduct needs analysis and provide potential solutions, leveraging all resources of the firm (people and technology) to strengthen relationships.
• Convey advanced investment knowledge through direct sales calls, meetings, and formal presentations to build and maintain strong relationships with plan sponsors and their consultants.
• Cross-sell the firm's products and services to existing clients where appropriate.
• Consult on critical client accounts, exceeding client service expectations through proactive and ongoing communication.
• Build and maintain senior-level relationships with institutional clients, prospects, consultants, and intermediaries to identify needs and position relevant investment, retirement, and risk management solutions.
• Partner with product, investment, client portfolio management, consultant relations, legal, compliance, and operations teams to tailor solutions for client objectives and ensure a high-quality client experience.
• Represent the firm externally as a senior institutional sales leader, strengthening market presence and advancing the firm’s credibility with key clients and industry partners.
• Maintain strong visibility into market trends, competitive positioning, client demand, and regulatory considerations impacting institutional investors.
• Monitor and communicate key performance metrics and operational challenges to management to quantify and articulate the business impact of business development initiatives or issues.

Leadership Expectations

• Set a clear regional vision and operating rhythm that enables disciplined execution against sales, client, and team objectives.
• Create an inclusive, accountable, and collaborative team culture focused on client outcomes, innovation, and commercial impact.
• Coach team members on strategic account planning, executive-level client engagement, solution positioning, and effective pipeline management.
• Work across the Americas leadership team to share market insights, remove barriers, and align resources against the highest-value opportunities.

Requirements

• Minimum of 8+ years of institutional sales, relationship management, or investment distribution experience, preferably serving large pension plans, endowments, foundations, consultants, insurers, or other institutional investors.
• FINRA Registrations: Series 7 and 63.
• Experience leading teams, managing senior talent, and building scalable sales disciplines across a region or business segment.
• Deep understanding of institutional client needs, investment solutions, retirement markets, consultant dynamics, and competitive positioning.

Preferred Qualifications

• 10+ years of institutional sales, relationship management, or investment distribution experience, serving large pension plans, endowments, foundations, consultants, insurers, or other institutional investors.
• Strong commercial judgment with a record of meeting or exceeding sales, revenue, and client growth targets.
• Executive presence and credibility with senior client decision-makers, consultants, internal stakeholders, and cross-functional leadership teams.
• Strong communication, negotiation, coaching, and influencing skills.
• Ability to operate strategically while maintaining disciplined execution, pipeline management, and accountability for measurable outcomes.
• University degree preferred.

Skills

• Business Development
• Client Relationship Management
• Collaboration
• Drives for Results
• Executive Presence
• Influence
• Market Research & Competitive Analysis
• Nuveen Products/Services Acumen
• Practice Management Strategy
• Sales

Pay

Base Pay Range: $213,000/yr - $273,000/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 participation in an incentive program linked to performance.

Benefits

The organization offers a comprehensive Total Rewards package designed to make a positive difference in the lives of associates and their loved ones. Benefits include:

• A superior retirement program.
• Highly competitive health, wellness, and work-life offerings to help achieve and maintain physical, emotional, and financial well-being.