Corporate & Not-For-Profit Institutional Sales Director - Retirement Solutions

$150,000 - $150,000/Yr

Nationwide - New York, NY

Full-time - Senior

New York, NY

Insurance Carriers and Related Activities

About the position

At Nationwide Financial, we are dedicated to delivering extraordinary care to help individuals and businesses prepare for and protect their retirement. We are seeking a passionate Client Acquisition Director to join our Retirement Solutions team, covering the Eastern part of the United States. This newly created position will involve working with both Corporate/Private Sector clients and Not-For-Profit clients, and it is essential for candidates to reside within the Eastern half of the US. As a member of our team, you will be part of a culture that values ethical behavior, determination, persistence, and innovation in a highly competitive industry. In this role, you will lead new account acquisitions for Nationwide Retirement Services (NRS), focusing on plans with total assets generally over $25 million. Your primary responsibility will be to build and grow relationships with key decision-makers, developing bid strategies for acquisitions, and leading the entire internal bid response process. You will collaborate with cross-functional teams across the organization to ensure successful outcomes. Your responsibilities will include directing all aspects of the sales process from prospecting to closing, developing relationships with senior decision-makers, and assisting in creating Nationwide's go-to-market strategy. You will represent Nationwide at conferences and other key sales events, identifying sales opportunities and meeting with key endorsement partners. Additionally, you will provide customized input for RFP responses, negotiate pricing with Finance, and facilitate finals meetings, ensuring that Nationwide's products are adopted and relationships remain profitable. Your role will also involve mentoring other sales associates and developing strategic business recommendations.

Responsibilities

• Direct all aspects of the sales process from prospecting to closing and through transition.
• Develop relationships with senior decision makers, career staff, and board/committee members.
• Assist in creating Nationwide's go-to-market strategy and story.
• Represent Nationwide in the marketplace at conferences, forums, and other key sales events.
• Identify sales opportunities and build relationships with key contacts.
• Attend board meetings and identify key issues and opportunities.
• Meet with key endorsement partners and attend conferences.
• Participate in internal kickoff meetings and provide direction for RFP responses.
• Compile finals executive summaries and partner with Marketing on presentations.
• Facilitate finals meetings including opening, close, and Q&A discussions.
• Introduce transition and ongoing service teams, ensuring product adoption and profitability.
• Call on key relationships to resolve stalled transitions or contract negotiations.
• Partner with various departments to develop Nationwide's strategy and presence.
• Act as the voice of the market to the corporate office.

Requirements

• Undergraduate degree in marketing, business, finance, or related field required.
• Master of Business Administration preferred.
• Series 6, Series 63, and Series 65 required; designations such as ChFC, CLU, CRC are preferred.
• Minimum 15 years of experience in sales, marketing, and/or relationship management, with significant experience in retirement plan sales.
• In-depth understanding of retirement plans and ancillary products and services associated with retirement plans.
• Excellent verbal and written communication skills; strong interpersonal skills.
• Detail-oriented with strong technical skills and proficiency.
• Project management skills and strong executive presence in board meetings and client presentations.
• Ability to develop, lead, and make decisions around diverse projects and teams.

Nice-to-haves

• Experience with Health Savings Accounts (HSA) and in-plan guarantee products.
• Familiarity with stable value solutions and managed account services.

Benefits

• Medical, dental, and vision insurance.
• Life insurance coverage.
• Short and long-term disability coverage.
• Paid time off with a minimum of 18 days per year, pro-rated quarterly based on hire date.
• Nine paid holidays.
• 8 hours of Lifetime paid time off.
• 8 hours of Unity Day paid time off.
• 401(k) with company match.
• Company-paid pension plan.
• Business casual attire.