Director, Relationship Manager II

Relationship Manager II

The Relationship Manager II plays a crucial role in our mission to deliver lifetime income to all, responsible for deepening client relationships and identifying sales opportunities within a moderately complex book of business (Partner Market clients with $10-$75 million in assets, Healthcare clients, and Institutional clients with assets averaging $75M - $1.5B.) They are responsible for delivering a distinctive and strategic client experience through leadership of integrated teams to ensure growth, retention, and servicing of existing clients.

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 and oversees integrated teams to execute on a unified client strategy, ensuring all initiatives are executed effectively and efficiently, and all account management activities are completed satisfactorily
• Partners with Consultant Relations, proactively identify, build and strengthen TIAA's position with consulting firms and individual consultants.
• 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

Educational Requirements

• University (Degree) Preferred

Work Experience

• 5+ Years Required; 7+ Years Preferred

FINRA Registrations

• SRC Indicator:
  Series 6 or 7;
  Series 63

Licenses and Certifications

• Life and Health Insurance License (Resident State) - Multiple Issuers required within 120 Days

Physical Requirements

• Physical Requirements:
  
  Sedentary Work

Career Level 8IC

Required Qualifications:

• 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
• SRC Indicator:
  Series 6 or 7;
  Series 63

Preferred Qualifications:

• 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

Anticipated Posting End Date:

Base Pay Range: $111,000/yr - $134,000/yr

Actual base salary may vary based upon, but not limited to, relevant experience, time in role, base salary of internal peers, prior performance, business sector, and geographic location. In addition to base salary, the competitive compensation package may include, depending on the role, participation in an incentive program linked to performance (for example, annual discretionary incentive programs, non-annual sales incentive plans, or other…