Senior Director, Sr Relationship Manager

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.

• 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) establishing the strategic approach to growing business and executing to drive profitable results.
• Strategic partner and trusted advisor of the plan sponsors and consultants, identifying, influencing, and executing 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, demonstrating expertise in identifying unstated current and future client needs and in planning to meet those 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 identifying, building and strengthening 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.

• University (Degree) Preferred

• 5+ Years Required; 7+ Years Preferred

• SRC Indicator:
  Series 6 or 7;
  Series 63

• Physical Requirements:
  
  Sedentary Work

9IC

• 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

• 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…