Retirement Plan Specialist; CIT Sales

The Role

Great Gray is looking to add a Retirement Plan Specialist to our Sales team. This is a hybrid wholesaler role responsible for engaging existing and prospective advisor clients through outbound sales activity, relationship management, and targeted territory development. The Retirement Plan Specialist serves as a primary point of contact for advisors within a defined, focused territory, driving sales of Great Gray’s CIT solutions while identifying opportunities to deepen relationships and grow wallet share.

This role partners closely with sales leadership, collaborates cross‑functionally with Investments and Client Service, and leverages CRM tools and data to manage a high‑activity, results‑oriented book of business. The Specialist role carries the same sales activity expectations and skillset as our Retirement Plan Consultant, with responsibility scoped to a smaller, more concentrated geographic territory.

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.

• Execute a high volume of outbound telephone and digital outreach to existing and prospective advisor clients within an assigned territory to promote, position, and sell Great Gray’s CIT solutions
• Own and manage advisor relationships within a defined, concentrated territory, serving as a trusted point of contact for day‑to‑day questions, solutions updates, and business development activity
• Meet or exceed established activity KPIs, including daily outbound call targets, scheduled meetings, new advisor activations, and pipeline contribution metrics
• Identify and uncover larger sales opportunities within the territory, partnering with senior external wholesalers to develop and execute a coordinated territory strategy
• Handle inbound calls and inquiries from advisors and home office contacts, providing timely and knowledgeable responses on Great Gray’s product lineup and value proposition
• Prepare and deliver compelling proposals, presentations, and investment‑related materials tailored to advisor and plan sponsor needs
• Maintain accurate, up‑to‑date records of all client interactions, pipeline activity, and relationship progression in Salesforce or the designated CRM system
• Travel as needed to attend client events, industry conferences, and territory meetings alongside external sales team members
• Stay current on CIT market trends, competitive landscape, and Great Gray’s evolving product and service offerings to credibly represent the firm in advisor conversations
• Proactively identify new prospecting approaches and market opportunities to maximize revenue within the territory
• Complete other related duties as assigned

• Bachelor’s degree required; concentration in Finance, Business, or a related field preferred
• 2+ years of experience in internal or hybrid wholesaling, financial services sales, or a client‑facing business development role
• Demonstrated track record of meeting or exceeding sales activity KPIs and revenue targets in a high‑outreach, territory‑based sales environment
• Working knowledge of the defined contribution / 401(k) marketplace, including familiarity with CITs, mutual funds, and retirement plan structures preferred
• Experience with Salesforce or similar CRM platform; demonstrated ability to leverage CRM data to manage pipeline and prioritize outreach
• Series 6 or Series 7 license, or willingness to obtain licensure within a defined period
• Strong verbal and written communication skills, with the ability to articulate complex investment concepts clearly to advisor audiences
• High degree of self‑motivation, competitive drive, and results orientation; a proven self‑starter who thrives in a metrics‑driven environment
• Ability to work collaboratively with external wholesalers, investment, and client service teams in a fast‑paced, team‑oriented culture
• Comfortable navigating ambiguity.
• Standards reflect our core…