Institutional Relationship Manager

Great Gray • Boston, MA

8d • Hybrid

About The Position

Great Gray is looking to add an Institutional Relationship Manager on our Relationship Management team. This role is responsible for managing and growing a portfolio of high-value institutional relationships within Great Gray's CIT business, serving as the primary point of contact for enterprise-level accounts with a focus on institutional consultants and asset managers. This role partners closely with internal teams across Sales, Implementation, Product, and Operations to deliver a seamless client experience while identifying opportunities to deepen engagement and expand the utilization of Great Gray's CIT offerings.

Requirements

• Bachelor's degree
• 7+ years of experience in institutional account management, and preferably consultant relations, within financial services, asset management, or the retirement industry
• Demonstrated track record of managing and growing complex, high-value client relationships at a national or institutional level
• Deep familiarity with defined contribution retirement plans and institutional investment vehicles strongly preferred
• Experience managing relationships with institutional consultants, asset managers, national accounts and/or aggregators, with a strong understanding and familiarity of networked relationships across these entities
• Understanding of the consultant, plan sponsor and recordkeeper landscape, including how institutional clients evaluate and select investment vehicles
• Proven ability to engage and build credibility with senior-level stakeholders across large, complex organizations
• Strong consultative approach — able to understand client business objectives and translate them into relevant product and service solutions
• Exceptional communication, presentation, and negotiation skills
• Highly collaborative, with experience working cross-functionally with Implementation, Legal, Compliance, and Product teams
• Proficiency with CRM platforms and ability to manage a complex pipeline with discipline and accuracy
• Willingness to travel nationally as required to support client relationships and attend industry events
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
• Comfortable navigating ambiguity
• Entrepreneurial mindset to bring best practice ideas to the team

Nice To Haves

• advanced degree (MBA) or professional designation (CIMA, CFA, CAIA) preferred

Responsibilities

• Serve as the primary accountable relationship owner for a portfolio of institutional consultant and/or asset management firms engaged with Great Gray's CIT offerings
• Develop and execute comprehensive account plans for each assigned relationship, identifying opportunities to deepen engagement, expand product utilization, and drive measurable growth within the existing book
• Conduct regular strategic business reviews with senior client stakeholders to uncover evolving needs, growth opportunities and emerging risks, and to build alignment between Great Gray and client objectives
• Build and maintain multi-threaded relationships across client organizations, cultivating connections with C-suite executives, investment committees, operations teams, and other key decision-makers
• Strategic communications with clients, ensuring timely and highly professional client interactions across touchpoints
• Serve as the internal advocate for enterprise clients, coordinating closely with Sales, Implementation Solutions, Legal, Compliance, Product, and Operations to ensure seamless service delivery and alignment of strategic priorities
• Provide leadership for complex strategic initiatives, partnering with internal execution teams and external parties to ensure effective stakeholder alignment, clear ownership structures, and rigorous coordination to achieve successful outcomes
• Monitor account health, track key relationship metrics, and proactively flag risks or opportunities to leadership
• Maintain accurate and current records of all client activity, pipeline status, and relationship intelligence within the firm's CRM
• Stay current on market trends, regulatory developments, and competitive dynamics affecting CITs and the defined contribution plan landscape
• Other related duties as assigned

Benefits

• Be an integral part of a high-growth organization!
• Competitive compensation package
• Group medical, dental and vision insurance
• Employer-paid life and disability insurance
• Annual well-being stipend
• Eligible employees may also contribute to a 401(k) plan with an advantageous employer contribution model, upholding our mission to support our employees in retirement

What This Job Offers

• Job Type: Full-time
• Career Level: Senior