About the role
Overview
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 and Duties
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
Educational Requirements
University (Degree) Preferred
Work Experience
5+ Years Required; 7+ Years Preferred
FINRA Registrations
SRC Indicator: Series 7; Series 63; Series 65; Series 66
Licenses and Certifications
Life and Health Insurance License (Resident State) - Multiple Issuers required
Physical Requirements
Physical Requirements: Sedentary Work
Career Level
9IC
Required:
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
Preferred:
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 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%
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Related Skills
Business Acumen, Channel Management, Collaboration, Commercial Mindset, Consultative Communication, Customer Engagement, Differentiates Value Proposition, Executive Presence, Influence, Market/Industry Dynamics, Project Management, Relationship Management, Sales, Stakeholder Engagement, Strategic Thinking, TIAA Products/Services Acumen
Anticipated Posting End Date:
2026-10-23
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).
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Company Overview
Every worker deserves a secure retirement. For more than 100 years, TIAA has delivered it for millions of people. Founded to help educators retire with dignity, today weʼre a market-leading retirement company fueled by world-class asset management. But weʼre not just another legacy financial services firm. Weʼre fighting harder than ever before for our clients and the many Americans who need us.
Our Culture of Impact
At TIAA, we're on a mission to build on our 100+ year legacy of delivering for our clients while evolving to meet tomorrow's challenges. We equip our associates with future-focused skills and AI tools that enable us to advance our mission. Together, we are fighting to ensure a more secure financial future for all and for generations to come. We are guided by our values: Champion Our People, Be Client Obsessed, Lead with Integrity, Own It, and Win As One. They influence every decision we make and how we work together to serve our clients every day. We thrive in a collaborative in-office environment where teams work across organizational boundaries with shared purpose, accelerating innovation and delivering meaningful results. Our workplace brings together TIAA and Nuveen's entrepreneurial spirit, where we work hard and work together to create lasting impact. Here, every associate can grow through meaningful learning experiences and development pathways—because when our people succeed, our impact on clients' lives grows stronger.
Benefits and Total Rewards
The organization is committed to making financial well-being possible for its clients, and is equally committed to the well-being of our associates. That’s why we offer a comprehensive Total Rewards package designed to make a positive difference in the lives of our associates and their loved ones. Our benefits include a superior retirement program and highly competitive health, wellness and work life offerings that can help you achieve and maintain your best possible physical, emotional and financial well-being. To learn more about your benefits, please review our
Benefits Summary
.
Equal Opportunity
We are an Equal Opportunity Employer. TIAA does not discriminate against any candidate or employee on the basis of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other legally protected status.
Our full EEO & Non-Discrimination statement is on our
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