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TIAA Sr Relationship Mgr, Institutional Relationships in COLUMBIA, Maryland


TIAA is the leading provider of financial services in the academic, research, medical, cultural and government fields. We offer a wide range of financial solutions, including investing, banking, advice and education, and retirement services.


Sr. Relationship Manager serves as a fully functioning and experienced relationship manager for the larger and/or more complex institutions. Leads all marketing, sales, and support services for the assigned accounts and anticipates and resolves the more complex problems. Promotes investment product sales through frequent client meetings/discussions about investment strategy and investment performance. Understands the assigned accounts’ requirements and develops strategies to meet these requirements. Prepares and presents briefings for the assigned client senior management. Responsible for the entire relationship including new business, asset retention, increasing flows, expanding product offerings with existing relationships and client satisfaction. Develops and drives all aspects of client strategy for meeting goals.

A successful candidate will be able todevelop and maintain relationships with executives and key influencers/decision makers (presidents, CFO’s, Business Officers) at institutions. Utilize strong conflict resolution skills to maintain strong relationships.

Demonstrate success in all phases of the sales cycle, including a consistent ability to close the sale. Have expert knowledge of institutional retirement plans. Demonstrate strong knowledge of industry product and services including Endowments and Foundations, Planned Giving, Retiree Health, Asset Management, Trust Services, and Fiduciary Services etc. Demonstrate strong presentations skills and proven leadership skills. Participate in corporate wide initiatives. Proven ability to think and act strategically with goal based outcomes. Capable of translating clients’ strategic priorities into an actionable strategic relationship plan, and successfully managing the plan execution.

A proven sales track record with TIAA clients. Demonstrated experience managing senior level executives and key relationships at client institutions. In depth knowledge of financial products/services and the features/benefits of TIAA products and services. The complete understanding of all IRA, 403(b), 401(a)/(k), 457(b) and (f) defined contribution plan technical rules, including nondiscrimination rules and ERISA requirements. Requires a working knowledge of defined benefit plans. Typically assigned to maintain and enhance relationships with the decision makers at mid-to large plan sponsors. Some interaction with Executive level Management team members coordinated through IR senior management. May represent TIAA at outside groups and associations with some oversight. Requires strong conflict resolution skills to maintain client relationships.


  • Fully responsible and accountable for all account managementactivities

  • Experienced consultative sales and relationship managementprofessional

  • Assigned to moderately to highly complex book of business

  • Identifies and provides input into new initiativesprocess/workflow improvements and program/policy changes

  • The role is crucial to ensure that all initiatives are executedeffectively and efficiently.

  • Assignments require some independent judgment, analysis andinitiative in order to resolve problems and make recommendations

  • Generates and implements creative or unique solutions to solveproblems

  • Balances multiple demands and competing priorities

  • Can work independently with moderate to highly complex plans orassignments

  • Incumbents have freedom to decide on work priorities andprocedures to follow. May seek guidance from more Senior RM’s or managementstaff.

  • Significant Travel Required


  • Bachelor’s Degree

  • 5 - 10 years ofinstitutional consultative sales and client relationship management experience

  • FINRA Series 6 or 7 & 63 is required at the time of application


  • Master’s Degree in Business or Finance

  • 7 or more years of institutional consultative sales and client relationship management experience

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We are an Equal Opportunity/Affirmative Action Employer. We will consider all qualified applicants for employment regardless of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other legally protected status.

Additional Information

  • Requisition ID: 1721501

Company: TIAA

Post Date: Nov 05, 2019