The Director of Institutional Sales is responsible for driving new business growth within the institutional retirement space by developing and executing sales strategies focused on small market retirement plan opportunities. This role plays a key part in expanding the firm’s institutional footprint through outbound prospecting, partner relationships, and direct sales efforts.
This individual is expected to proactively generate opportunities, penetrate new markets, manage complex sales cycles, and consistently deliver results in a competitive environment, with a particular focus on startup plans, small markets, and state mandated plans.
Responsibilities
Build and cultivate relationships with sales teams at partner organizations to drive institutional retirement plan sales
Conduct outbound prospecting, cold calling, and lead generation to identify and advance new opportunities
Develop and execute sales strategies to expand beyond existing partnerships and uncover untapped markets
Promote and sell institutional retirement partnership opportunities to Concurrent’s field advisors
Become proficient with internal AI tools to enhance prospecting and business development efforts
Manage relationships across key sales channels, including payroll vendors, TPAs, and strategic partners
Conduct virtual and in-person presentations to prospective clients and partner organizations
Represent the firm at conferences, roadshows, and industry events to promote institutional retirement solutions
Utilize CRM systems to track sales activity, manage pipelines, and forecast opportunities
Collaborate with leadership to develop innovative sales approaches and growth initiatives
Maintain strong knowledge of institutional retirement offerings, including ERISA 3(38) fiduciary services and competitive positioning