Managing Director - Head of East Region Institutional Sales

Institutional Bus Dev Professional
The Institutional Business Development Professional job is responsible for new client development and retention within the institutional marketplace. As a recognized master in business development and investment solutions, this job facilitates direct sales to sophisticated institutional buyers who understand complex investment products.
Key Responsibilities and Duties

• Develops and executes effective sales correspondence campaigns to qualified leads for all investment solutions.
• Conducts a needs analysis and provides potential solutions including calling upon all resources of the firm (people and technology) to provide valuable solutions to strengthen relationships.
• Conveys advanced investment knowledge through direct sales calls, meetings and formal presentations to build and maintain strong relationships with plan sponsors and their consultants.
• Cross-sells the firm's products and services to existing clients where appropriate.
• Consults on critical client accounts, and continuously exceeds client service expectations through proactive and on-going communication.
• Monitors and communicates key performance metrics and operational challenges to management to quantify and articulate the business impact of business development initiatives or issues.

Educational Requirements

• University (Degree) Preferred

Work Experience

• 8+ Years Required; 10+ Years Preferred

FINRA Registrations

• SRC Indicator: Series 7; Series 63

Physical Requirements

• Physical Requirements: Sedentary Work

Career Level
10PL

POSITION SUMMARY:

The Head of East Region Institutional Sales is responsible for leading institutional sales strategy and execution across the East Region, with accountability for 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.

This leader will report to the Head of Americas and serve as a senior member of the Americas leadership team, partnering closely across distribution, product, investment, marketing, consultant relations, distribution specialists and client service teams to deliver coordinated solutions that meet client objectives and support enterprise growth.

KEY 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.
• 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.

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.

Sales and Client Coverage

The role carries direct accountability for achieving regional sales goals and advancing strategic client relationships. The Head of East Region Institutional Sales will be expected to identify and convert new business opportunities, expand existing client relationships, and ensure clients receive solutions aligned to their investment objectives, governance needs, fiduciary responsibilities, and long-term financial goals.

Success Measures

• Achievement of East Region institutional sales and revenue goals.
• Growth in qualified pipeline, new mandates, and expanded client relationships.
• Improved client engagement, satisfaction, and retention across priority institutional segments.
• Effective leadership, development, and retention of regional sales talent.
• Strong collaboration across Americas leadership, investment, product, consultant relations, and client service teams.

REQUIRED QUALIFICATIONS:  

• 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.

Related 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

Anticipated Posting End Date:

2026-08-22

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, 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

Nuveen is a global investment leader, managing public and private assets for clients around the world and on behalf of TIAA, our parent company and one of the world’s largest institutional investors. We invest in the growth of businesses, real estate, infrastructure and natural capital, providing clients with the reliability, access and foresight unique to our heritage. Our prevailing perspective on the future drives our ambition to innovate and adapt our business to the changing needs of investors - all to pursue lasting performance for our clients, our communities and our global economy. Visit www.nuveen.com to learn more about 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 careers home page, and you can read more about your rights and view government notices here.

Accessibility Support

TIAA offers support for those who need assistance with our online application process to provide an equal employment opportunity to all job seekers, including individuals with disabilities. 

If you are a U.S. applicant and desire a reasonable accommodation to complete a job application please use one of the below options to contact our accessibility support team: 

Phone: (800) 842-2755

Email: [email protected]

Drug and Smoking Policy

TIAA maintains a drug-free and smoke/free workplace.

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