Senior Director, Senior Relationship Manager – Institutional

Role Overview

• Leads the internal integrated client team with responsibility to grow, retain and deepen relationships that drive positive client outcomes
• 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
• 7+ years preferred
• 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
• 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

Benefits

• Superior retirement program
• Highly competitive health, wellness and work life offerings