Institutional Sales Executive

About Vanguard Workplace Solutions (VWS)

Vanguard Workplace Solutions (VWS) helps millions of workers achieve investment success in employer-sponsored retirement plans. VWS is the number one (#1) retirement asset manager in the United States, with 23% of defined contribution assets. We provide investment products, recordkeeping services, and advice to help participants achieve their retirement outcomes. With over $2T assets under management, 1300 employers across the United States, and 20 million investors (6M recordkeeping and 14 million investment-only investors), we are large enough to provide best-in-class retirement expertise, yet we are nimble enough to provide hands-on specialized service to our plan sponsors, consultants, and retirement plan participants.

Summary  

The Institutional Sales Executive is a senior salesperson in Vanguard Workplace Solutions Plan Sponsor Sales Group. Successful individuals in this role are responsible for cultivating and expanding strategic partnerships with retirement plan sponsors to drive sales of the company’s products and services. The role requires a deep understanding of the unique benefits and features of both (a) Vanguard investment products, and (b) Vanguard retirement plans. The Sales Executive should be able to execute against an intentional sales process to include territory management, pipeline management, and client discovery; be able to work across stakeholder groups – including alongside consultants – to bring the best solutions to clients; and be able to leverage relationships with consultants and plan sponsors across the United States. The Sales Executive should be able to deliver tailored solutions that align with both client and corporate objectives.

What We’re Looking For

• Put clients first and deliver results with integrity - Build trust by leading with integrity, delivering real value, and upholding Vanguard’s Code of Ethics in every interaction. Operate with discipline and ensure all activities meet regulatory and compliance standards.
• Drive growth with purpose - Develop and execute strategic territory plans that uncover new opportunities, expand relationships, and deliver measurable outcomes.
• Engage at the highest level - Influence senior and executive stakeholders with credibility and insight to advance shared goals.
• Communicate with conviction - Present Vanguard’s capabilities clearly and persuasively across in-person, written, and digital channels. Follow our sales process and document opportunities within your pipeline using internal tools.
• Prospect with intent - Execute focused outreach strategies to build awareness, open doors, and deepen engagement.
• Manage complexity with clarity - Serve as a strategic partner to your most sophisticated clients (CIOs, heads of wealth, head of due diligence, etc.), aligning long-term plans with evolving business needs.

What it Takes

• Think commercially, act ethically - Use deep market, client, and competitive insights to position solutions effectively - to ultimately give investors the best chance for investment success.
• Achieves established sales and retention goals through personal direction of all executive and staff level activities of the sales process.
• Supports the largest sales relationships and independently plans and executes for material segments. Achieves sales and retention goals within the spirit of Vanguard's Code of Ethics. Provides guidance to less experienced sales executives and analysts.
• Develops a strategic sales plan for a specific territory and/or target client segment to efficiently identify quality new business relationships and leverage Vanguard capabilities for maximum success.
• Effectively presents Vanguard's investments capabilities and services to prospects, clients, consultants and industry organizations through written, verbal, and electronic media.
• Develops strong relationships with senior and executive management of prospect and client organizations. Drives results by raising awareness of Vanguard's investment capabilities and services through targeted prospecting activities. Prospect activities may include cold calling, face-to-face meetings, targeted mailings, hosting seminars, and attendance at industry conferences.
• Implements long term relationship growth strategies for key territory prospects. Covers the largest and most complex prospects and/or accounts.
• Uses expertise of market and competitive environments to help position Vanguard's services appropriately.
• Develops knowledge of regulatory environment and ensures that Vanguard operates in compliance with applicable regulations.

• Coaches, collaborates, and provides insight and direction to less experienced sales executives and internal partners.
• Participates in special projects and performs other duties as assigned.

Qualifications

• Minimum five years of experience in financial services sales, with a focus on institutional channels.
• Strong knowledge of the recordkeeping retirement landscape.
• Proven ability to develop and execute strategic account plans and deliver results.
• Strong investment acumen.
• Ability and willingness to travel 50% required.
• FINRA Series 6 or 7 and 63 or ability to obtain.  

Special Factors

Sponsorship

About Vanguard

At Vanguard, we don't just have a mission—we're on a mission.

To work for the long-term financial wellbeing of our clients. To lead through product and services that transform our clients' lives. To learn and develop our skills as individuals and as a team. From Malvern to Melbourne, our mission drives us forward and inspires us to be our best.

How We Work

Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.