Senior Director, Senior Relationship Manager (Retirement Solutions)

TIAA • Washington, DC

2d

About The Position

Sr Relationship Manager The Sr Relationship Manager plays a crucial role in our mission to deliver lifetime income to all, responsible for deepening client relationships and identifying sales opportunities within a large complex book of clients (with at least one top 200 client or complex book within Institutional client business.) They are responsible for delivering a distinctive and strategic client experience through leadership of integrated teams ensuring growth, retention and servicing of existing client relationship. They are accountable for deepening relationships with key decision makers and partners to drive plan and participant outcomes through: alignment with best practices in retirement plan design, delivery of lifetime income through expanded adoption of TIAA products and delivery of the full value of TIAA solutions and services. Key Responsibilities and Duties Leads the internal integrated client team with responsibility to grow, retain and deepen relationships that drive positive client outcomes (book of business, client, and consultant) establishes the strategic approach to growing business and executes to drive profitable results. Strategic partner and trusted advisor of the plan sponsors and consultants. Identifies, influences, and executes on a strategic vision of both the plan sponsor and TIAA. Effectively positions the value of lifetime income to sell our products and solutions to plan sponsors and consultants. Demonstrates expertise in identifying unstated current and future client needs and in planning to meet those client opportunities. Leverages analytics, investment, market knowledge, and financials to develop multi-year strategic plans within and across institutions to profitably grow the business. Leads integrated teams to successful collaboration, development, and execution of business strategy to maximize client outcomes and takes ownership of working with key stakeholders to drive resolution to complex issues and ensure overall client satisfaction. Partners with Consultant Relations, proactively identify, build and strengthen TIAA's position with consulting firms and individual consultants. Mentors relationship management staff within their market and region. Creates an agile environment by embracing new ways of working and encourages others to operate efficiently to maximize client outcomes. Creates B2B and B2B2C business opportunities by promoting enterprise employer solutions and employee engagement with TIAA Consultants and Advisors. Reviews client financials and regularly meets with senior executives to understand their long-term strategies. Develops highly specialized product knowledge and financing expertise for covered sector to lead client discussions in product positioning and adoption, manage profitability and maintain competitive pricing.

Requirements

• 5+ years’ experience in institutional consultative sales and client relationship management experience.
• Individuals with a Consultative Selling Approach with a focus on client experience will be best suited for this role
• FINRA Registrations SRC Indicator: Series 6 or 7; Series 63
• Physical Requirements: Sedentary Work

Nice To Haves

• 7+ years’ experience in Institutional consultative sales and client relationship management experience
• Institutional experience of working with plan sponsors over Individual advisor experience of working with individual clients
• Proven track record of achieving significant sales results
• Demonstrated experience developing and maintaining executive/key influencer/buyer relationships at client institutions
• Demonstrated technical expertise of financial products/services and the features/benefits of TIAA (or like) products and services
• Demonstrated experience as a mentor for other sales/relationship management staff
• Complete understanding of IRA, 403(b), 401(a)/(k), 457(b) and (f) defined contribution plan technical rules, including nondiscrimination rules and ERISA requirements, with an advanced understanding of retirement plan design for our institutions; able to assist client's outside counsel and/or legal counsel on plan design as applicable; knowledge of defined benefit plans as they relate to TIAA’s business
• Strong presentation skills with the ability to prepare executive summaries using Microsoft’s PowerPoint, Excel and Word applications
• Related Skills Accountability, Business Acumen, Business Development, Client Relationship Management, Commercial Mindset, Communication, Financial Markets Impact, Inspires Others, Negotiation, Problem Solving, Relationship Management, Retirement Planning Selling

Responsibilities

• Leads the internal integrated client team with responsibility to grow, retain and deepen relationships that drive positive client outcomes (book of business, client, and consultant) establishes the strategic approach to growing business and executes to drive profitable results.
• Strategic partner and trusted advisor of the plan sponsors and consultants.
• Identifies, influences, and executes on a strategic vision of both the plan sponsor and TIAA.
• Effectively positions the value of lifetime income to sell our products and solutions to plan sponsors and consultants.
• Demonstrates expertise in identifying unstated current and future client needs and in planning to meet those client opportunities.
• Leverages analytics, investment, market knowledge, and financials to develop multi-year strategic plans within and across institutions to profitably grow the business.
• Leads integrated teams to successful collaboration, development, and execution of business strategy to maximize client outcomes and takes ownership of working with key stakeholders to drive resolution to complex issues and ensure overall client satisfaction.
• Partners with Consultant Relations, proactively identify, build and strengthen TIAA's position with consulting firms and individual consultants.
• Mentors relationship management staff within their market and region.
• Creates an agile environment by embracing new ways of working and encourages others to operate efficiently to maximize client outcomes.
• Creates B2B and B2B2C business opportunities by promoting enterprise employer solutions and employee engagement with TIAA Consultants and Advisors.
• Reviews client financials and regularly meets with senior executives to understand their long-term strategies.
• Develops highly specialized product knowledge and financing expertise for covered sector to lead client discussions in product positioning and adoption, manage profitability and maintain competitive pricing.

Benefits

• The organization is committed to making financial well-being possible for its clients, and is equally committed to the well-being of our associates. That’s why we offer a comprehensive Total Rewards package designed to make a positive difference in the lives of our associates and their loved ones. Our benefits include a superior retirement program and highly competitive health, wellness and work life offerings that can help you achieve and maintain your best possible physical, emotional and financial well-being.
• To learn more about your benefits, please review our Benefits Summary.

What This Job Offers

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