Sr Director, Sr Relationship Manager - Institutional
TIAA, Newport Beach, CA, United States
Sr Relationship Manager
The Sr Relationship Manager plays a crucial role in delivering lifetime income to all by deepening client relationships and identifying sales opportunities within a large, complex book of clients (including at least one top 200 client or complex book within the Institutional client business). The role is accountable for providing a distinctive, strategic client experience through leadership of integrated teams, ensuring business growth, retention and client satisfaction.
Key Responsibilities And Duties
Lead the internal integrated client team to grow, retain, and deepen relationships that drive positive client outcomes (book of business, client, and consultant).
Serve as strategic partner and trusted advisor to plan sponsors and consultants, identifying, influencing, and executing a strategic vision for both parties.
Effectively position the value of lifetime income to sell products and solutions, demonstrating expertise in identifying current and future client needs.
Leverage analytics, investment, market knowledge, and financials to develop multi‑year strategic plans to profitably grow the business.
Lead integrated teams to collaborative strategy development and execution, taking ownership of key stakeholder relationships and resolution of complex issues.
Partner with Consultant Relations to proactively identify, build, and strengthen TIAA’s position with consulting firms and individual consultants.
Mentor relationship management staff within market and region.
Create an agile environment by embracing new ways of working to maximize client outcomes.
Create B2B and B2B2C business opportunities by promoting enterprise employer solutions and employee engagement with TIAA consultants and advisors.
Review client financials and regularly meet with senior executives to understand their long‑term strategies.
Develop specialized product knowledge and financing expertise for the covered sector to lead client discussions, manage profitability, and maintain competitive pricing.
Required Qualifications
5+ years experience in institutional consultative sales and client relationship management.
Preferred Qualifications
7+ years experience in institutional consultative sales and client relationship management.
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 and services, and the features/benefits of TIAA (or comparable) products and services.
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, and advanced knowledge of retirement plan design for institutions.
Strong presentation skills, including preparation of executive summaries using PowerPoint, Excel, and Word.
Educational Requirements
University degree preferred.
Work Experience
5+ years required; 7+ years preferred.
FINRA Registrations
SRC Indicator: Series 6 or 7, Series 63.
Physical Requirements
Physical requirements: sedentary work.
Career Level 9IC
Related Skills
Accountability
Business Acumen
Business Development
Client Relationship Management
Commercial Mindset
Communication
Financial Markets Impact
Inspires Others
Negotiation
Problem Solving
Retirement Planning Selling
Anticipated Posting End Date 2026-04-30
Salary Base Pay Range: $124,000/yr – $174,000/yr. Actual base salary may vary based on experience, time in role, internal peer base salary, performance, business sector, and geographic location. Compensation may include incentive programs linked to performance.
Company Overview Every worker deserves a secure retirement. For more than 100 years, TIAA has delivered it for millions of people. Founded to help educators retire with dignity, today we are a market‑leading retirement company fueled by world‑class asset management.
Our Culture of Impact At TIAA, we're on a mission to build on our 100+ year legacy of delivering for our clients while evolving to meet tomorrow's challenges. We equip associates with future‑focused skills and AI tools that enable us to advance our mission.
Benefits And Total Rewards We offer a comprehensive Total Rewards package including a superior retirement program and highly competitive health, wellness, and work‑life offerings.
Equal Opportunity We are an Equal Opportunity Employer. TIAA does not discriminate against any candidate or employee on the basis of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other legally protected status. Our full EEO & Non‑Discrimination statement is available on our careers home page.
Accessibility Support Contact our Accessibility Support Team for assistance with the online application process: Phone: (800) 842‑2755, Email: accessibility.support@tiaa.org.
Drug and Smoking Policy TIAA maintains a drug‑free and smoke‑free workplace.
Privacy Notices For Applicants of TIAA, Nuveen and Affiliates residing in US (other than California), please
click here . For Applicants of TIAA, Nuveen and Affiliates residing in California, please
click here . For Applicants of TIAA Global Capabilities, please
click here . For Applicants of Nuveen residing in Europe and APAC, please
click here .
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Key Responsibilities And Duties
Lead the internal integrated client team to grow, retain, and deepen relationships that drive positive client outcomes (book of business, client, and consultant).
Serve as strategic partner and trusted advisor to plan sponsors and consultants, identifying, influencing, and executing a strategic vision for both parties.
Effectively position the value of lifetime income to sell products and solutions, demonstrating expertise in identifying current and future client needs.
Leverage analytics, investment, market knowledge, and financials to develop multi‑year strategic plans to profitably grow the business.
Lead integrated teams to collaborative strategy development and execution, taking ownership of key stakeholder relationships and resolution of complex issues.
Partner with Consultant Relations to proactively identify, build, and strengthen TIAA’s position with consulting firms and individual consultants.
Mentor relationship management staff within market and region.
Create an agile environment by embracing new ways of working to maximize client outcomes.
Create B2B and B2B2C business opportunities by promoting enterprise employer solutions and employee engagement with TIAA consultants and advisors.
Review client financials and regularly meet with senior executives to understand their long‑term strategies.
Develop specialized product knowledge and financing expertise for the covered sector to lead client discussions, manage profitability, and maintain competitive pricing.
Required Qualifications
5+ years experience in institutional consultative sales and client relationship management.
Preferred Qualifications
7+ years experience in institutional consultative sales and client relationship management.
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 and services, and the features/benefits of TIAA (or comparable) products and services.
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, and advanced knowledge of retirement plan design for institutions.
Strong presentation skills, including preparation of executive summaries using PowerPoint, Excel, and Word.
Educational Requirements
University degree preferred.
Work Experience
5+ years required; 7+ years preferred.
FINRA Registrations
SRC Indicator: Series 6 or 7, Series 63.
Physical Requirements
Physical requirements: sedentary work.
Career Level 9IC
Related Skills
Accountability
Business Acumen
Business Development
Client Relationship Management
Commercial Mindset
Communication
Financial Markets Impact
Inspires Others
Negotiation
Problem Solving
Retirement Planning Selling
Anticipated Posting End Date 2026-04-30
Salary Base Pay Range: $124,000/yr – $174,000/yr. Actual base salary may vary based on experience, time in role, internal peer base salary, performance, business sector, and geographic location. Compensation may include incentive programs linked to performance.
Company Overview Every worker deserves a secure retirement. For more than 100 years, TIAA has delivered it for millions of people. Founded to help educators retire with dignity, today we are a market‑leading retirement company fueled by world‑class asset management.
Our Culture of Impact At TIAA, we're on a mission to build on our 100+ year legacy of delivering for our clients while evolving to meet tomorrow's challenges. We equip associates with future‑focused skills and AI tools that enable us to advance our mission.
Benefits And Total Rewards We offer a comprehensive Total Rewards package including a superior retirement program and highly competitive health, wellness, and work‑life offerings.
Equal Opportunity We are an Equal Opportunity Employer. TIAA does not discriminate against any candidate or employee on the basis of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other legally protected status. Our full EEO & Non‑Discrimination statement is available on our careers home page.
Accessibility Support Contact our Accessibility Support Team for assistance with the online application process: Phone: (800) 842‑2755, Email: accessibility.support@tiaa.org.
Drug and Smoking Policy TIAA maintains a drug‑free and smoke‑free workplace.
Privacy Notices For Applicants of TIAA, Nuveen and Affiliates residing in US (other than California), please
click here . For Applicants of TIAA, Nuveen and Affiliates residing in California, please
click here . For Applicants of TIAA Global Capabilities, please
click here . For Applicants of Nuveen residing in Europe and APAC, please
click here .
#J-18808-Ljbffr