Sales Strategist, Senior Specialist

Supports the success of the IIG Client Success and Consultant Engagement Groups by identifying, developing, and implementing sales strategies for Recordkeeping and Investment Only business areas and growth plays. Develops and oversees key functions including sales strategy, coverage and territory management, pipeline management and sales goal setting. Distills market insights to recommend actions to drive opportunistic focus to help sales teams achieve annual growth goals.

Core Responsibilities

• Identifies opportunities for optimized strategies in the defined contribution recordkeeping and investment only markets. Defines opportunities, recommends shifts in strategic approach, and collaborates with the Client Success Group (CSG), Consultant Engagement Group (CEG), Marketing and Strategy, Client Offer, and Product Enablement (SCOPE) for consistent application, alignment, and tracking.
• Leverages data prowess and ability to confidently self-provision data including: sourcing, analysis, understanding complexities of business dynamics, and translating into insights to inform strategic recommendations.
• Researches and analyzes emerging trends in the industry, distills key impacts to VWS' strategy, and influences the Managing Director of VWS and leadership team, CSG leadership team and CEG leadership team to consider strategic and competitive implications of the evolving market.
• Leads and develops VWS annual sales strategy in partnership with CSG and CEG leaders identifying targets, differentiators, risks, and threats in pursuit of sales goals.
• Leverages understanding of the VWS business and external landscape to deploy targeted sales strategies to accelerate and focus efforts within areas of the highest growth potential to achieve sales goals.
• Develops a pipeline management process that brings key business leaders consistently together to deeply understand the health of our pipeline across sales regions, consultants, and books of business.
• Partners with Vanguard Workplace Analytics (VWA) to provide guidance and oversight of the development of various enablement tools that unearth key insights to inform recommended actions to improve growth opportunities.
• Establishes and facilitates quarterly coverage adherence reviews with MD-2s across CEG, CSG, and SCOPE as a key component of the operating model to create space for ideation, improvement, and action planning.
• Participates in annual strategic goal setting process and partners with CSG, CEG,SCOPE, and Finance leaders. Conducts analysis to forecast and recommend divisional sales goals and the allocation of those goals to regions, book segments, and individuals across recordkeeping, investment only, financial wellbeing and advice.
• Participates in special strategy projects and performs other duties as assigned.

• Five years related work experience.
• Undergraduate degree or equivalent combination of training and experience. MBA preferred.

• Strategy, Client Offer, and Product Enablement (SCOPE): Enables client-facing teams with the right resources, training, and infrastructure. This center of excellence enables VWS to scale and deliver services efficiently.
• Client Success Group (CSG): Grows client lifetime value, improves client satisfaction and drives client retention. Client Success teams focus holistically on institutional relationships to meet the diverse needs of our clients.
• Consultant Engagement Group (CEG): Develops relationships with consultants who play a critical role throughout the client lifecycle. Consultants influence 80% if IIG cash flow.
• Strategy, Partnerships and Operations (SPO): Provides critical business functions including strategy, risk management, and operational excellence. Accountable for the management and oversight of third-party providers.
• Vanguard Workplace Analytics (VWA): Serves the data and analytics needs of IIG whose clients are institutional clients and consultants, as well as plan sponsors and participants.