Institutional Relationship Manager

Institutional Relationship Manager

At Great Gray Group, we strive to set the bar for the retirement services industry. Our goal is to deliver advanced retirement solutions that combine our core fiduciary services with robust investment options, innovative technology, and dedicated client service. We focus on making choices clearer, transitions smoother, and the client experience more delightful. Complacency isn't in our vocabulary. Every day, we look for opportunities to better serve our clients, be an excellent business partner, and earn the trust of those who rely on us.

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.

This position will work from our Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite, and 1 day remote.

Visa sponsorship or transfer of an existing visa is not available for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship or transfer.

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

Qualifications &

Experience:

• Bachelor's degree; advanced degree (MBA) or professional designation (CIMA, CFA, CAIA) preferred
• 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,…