Internal Regional Consultant (IRC), Vanguard Workplace Solutions

Internal Regional Consultant (IRC)

The Internal Regional Consultant (IRC) is responsible for driving new business and deepening advisor relationships within a defined VRPA territory. This role partners closely with aligned External Sales Executives and internal stakeholders to execute territory strategy, advance opportunities through the sales pipeline, and deliver Vanguard's value proposition to advisors and plan sponsors.

IRCs develop deep retirement plan and institutional sales expertise while managing a book of business that balances prospecting, opportunity follow-up, and relationship management. The role is a key talent pipeline for advanced sales and leadership positions across IIG.

Core Responsibilities

Territory & Sales Execution

• Partner with aligned External Sales Executives to develop and execute territory business plans that generate assets, plans, and participants.
• Own and manage qualified inbound and outbound leads; move opportunities through the sales process using Vanguard tools and defined rules of engagement.
• Maintain strong pipeline hygiene by prioritizing follow-ups, aging leads, and opportunity progression.

• Build and maintain relationships with financial advisors, TPAs, and other COIs within assigned territory. Serve as a primary point of contact while partnering with external sales.
• Conduct discovery and needs analysis to understand advisor practices, client segments, and growth opportunities; position Vanguard solutions accordingly.
• Lead virtual meetings, calls, and presentations with advisors and internal partners to advance opportunities.

• Develop strong knowledge of retirement plans, plan types, competitive landscape, and Vanguard offerings to effectively articulate value and differentiate solutions.
• Identify non-Vanguard assets and competitive solutions; position comparable Vanguard products to expand relationships and win new business.

• Partner with internal teams (FAS, Client Services, onboarding partners) to move clients through the sales lifecycle and deliver a strong client experience. Participate in onboarding, training, and development milestones to build sales acumen and prepare for increased responsibility.
• Share best practices and contribute to team forums, huddles, and continuous improvement efforts.

• Consistently meets or exceeds asset, plan, and participant goals aligned to territory OKRs.
• Demonstrates strong pipeline management, call quality, and follow-through.
• Builds trusted advisor relationships and effectively partners with External Sales.
• Shows progression in sales capability, product knowledge, and territory ownership over the first 12 months.

• Undergraduate degree or an equivalent combination of education and experience.
• Minimum five years experience working in internal sales, relationship management, or institutional/retirement plan environments.
• Strong communication skills with the ability to conduct discovery, analyze needs, and position solutions.
• Proven ability to operate in a fast-paced, goal-driven sales environment.
• Comfort working autonomously while collaborating with cross-functional partners.
• Required regulatory licenses must be obtained within defined timeframes, if applicable.

• The IRC role is a key feeder into advanced sales and leadership roles across IIG, including senior internal sales, external sales partnerships, and people leadership opportunities.