Retirement Plan Sales Consultant

Cetera; Lexington (KY); Remote; USD 90,000 - 110,000; Full time

Job summary

Cetera seeks a Retirement Plan Sales Consultant to partner with retirement-focused advisors across the Southeast and Northeast territories, driving growth of employer-sponsored retirement plans by providing consultative sales support and product guidance.

The role involves developing territory plans, managing the full sales cycle, enabling plan adoption, and educating advisors through calls, webinars, and in-person meetings. Travel 25–50% is expected.

Qualifications

• Bachelor's degree and 7+ years in retirement plan sales/consulting
• FINRA Series 65 required
• Strong prospecting, closing, and sales planning skills
• Willingness to travel 25–50%

Responsibilities

• Own and develop Southeast and Northeast territories to achieve sales and asset goals.
• Develop and execute territory sales plan to build pipeline and drive adoption of Cetera 401(k) solution.
• Manage full sales cycle from discovery to close.
• Provide consultative sales support to retirement-focused advisors.
• Develop and foster advisor relationships via phone, web meetings, and in-person meetings.
• Support proposal generation and client meetings preparation.
• Provide product and solution consulting for employer-sponsored retirement plans.
• Support practice management and retirement plan growth strategies for advisors.
• Document sales activity and campaigns to promote growth and awareness.
• Collaborate with internal partners to support advisor needs and opportunities.
• Stay current on retirement plan trends and share insights with advisors.

Skills

Prospecting

Closing

Sales planning

Customer needs

Market knowledge

Written communication

Presentations

Organizational skills

Detail oriented

Advisor consulting

Proposal development

Product consulting

CRM documentation

Microsoft Office

Education

Bachelor's degree

Tools

Salesforce

Job description

The Retirement Plan Sales Consultant partners with retirement-focused advisors to provide consultative sales support and help drive growth of employer-sponsored retirement plan business. The role develops and maintains advisor relationships through phone, web-based, and in-person meetings, drawing on retirement plan product knowledge, industry insight, and internal resources. This position provides timely, accurate guidance related to plan opportunities, proposal support, program adoption, and advisor education. Success is measured by the quality of advisor support, effective collaboration with internal partners, disciplined sales activity, and contribution to new plan sales and business growth.

Territory: AL, CT, DE, FL, GA, KY, MA, MD, ME, MS, NC, NH, NJ, NY, PA, PR, RI, SC, TN, VA, VT, WV - candidates must be located in one of these locations.

Key Duties & Responsibilities

• Own and develop the Southeast and Northeast territories to achieve individual retirement plan sales and asset goals.
• Develop and execute a territory sales plan to build pipeline and increase adoption of our Cetera branded 401(k) solution.
• Manage the full sales cycle from discovery and proposal development through follow-up and close.
• Provide consultative sales support to retirement-focused advisors to help drive employer-sponsored retirement plan opportunities.
• Develop and foster advisor relationships through phone, web-based, and in-person meetings.
• Support proposal generation and assist with preparation for point-of-sale client meetings.
• Provide product and solution consulting related to employer-sponsored retirement plans, including defined contribution plan opportunities.
• Support advisors with practice management, opportunity consulting, program adoption, and retirement plan business growth strategies.
• Document sales activity, outbound calls, scheduled meetings, virtual study groups, webinars, and other campaigns to promote business growth and resource awareness.
• Promote fiduciary programs and consult with advisors on benefits for plan sponsors.
• Conduct tool and service demonstrations for existing and prospective advisors, as needed.
• Collaborate with internal partners, including retirement plan specialists, platform teams, product sponsor field teams, and regional growth teams, to support advisor needs and sales opportunities.
• Stay current on retirement plan industry trends and share relevant insights with advisors and internal partners.

Experience & Qualifications

Required Education:

• Bachelor's degree (B.A.) from a four-year college or university and/or five years or more related experience or training preferred

Required Experience:

• 7+ years of experience in the retirement plan industry, including experience supporting defined contribution retirement plan sales, consulting, or advisor-facing retirement plan solutions.
• FINRA Series 65.
• Understanding of financial markets and retirement plan regulations.
• Must have excellent prospecting and closing skills, sales planning, selling to customer needs, and market knowledge.
• Demonstrated written communication skills and strong presentation and organizational skills, and attention to detail.

Travel Requirements: Between 25-50% Travel

Preferred Experience

• Broker-dealer, recordkeeper, DCIO asset manager, or retirement plan provider environments
• Experience using Salesforce or similar CRM tools preferred.
• Internal/External retirement plan wholesaling experience a plus.
• FINRA Series 7, 66, 63, & Insurance Licenses

OR equivalent combination of experience and education in lieu of above.

Job Specific Skills: Retirement plan sales support; advisor consulting; proposal development; product and solution consulting; client segmentation and practice management support; CRM documentation; Microsoft Office; ability to translate retirement plan concepts into clear advisor guidance.

Compensation

The salary range for this role is $90,000-$110,000, plus competitive incentive compensation package. Compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years and depth of experience, certifications, and location. Compensation ranges may differ significantly due to geography and cost of labor considerations.

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