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For your reference, we have included the original job posting below.
Managing Consultant, Institutional Relationships - West
Job Number:
25380927
Company Name:
TIAA-CREF
Job Location:
Pasadena, CA US
Job Category:
Accounting & Finance
Managing Consultant, Institutional Relationships - West
Title: Managing Consultant, Institutional Relationships - West Location: Pasadena THE COMPANY
TIAA-CREF is a Fortune 100 financial services company that is America's leading retirement system for people who work in the academic, research, medical and cultural fields. The company manages over $400B in combined assets under management on behalf of 3.6 million people and more than 15,000 institutions. TIAA-CREF is headquartered in New York City, with major operations in Charlotte and Denver, Colorado, and some 65 offices nationwide. The company has a workforce of 7,000 employees.
TIAA-CREF's retirement plans provide participating individuals and institutions with a range of options to help meet their financial needs. They include variable annuities, mutual funds, tax-deferred and after-tax annuities, IRAs and brokerage accounts, and investment advice thatForbesmagazine calls "the most comprehensive workplace advice." Two-thirds of TIAA-CREF's mutual funds and annuity accounts exceeded their Morningstar median over the past three and five years.
JOB OBJECTIVE:
The Managing Consultant evaluates the strategic importance and potential of institutional accounts, formulates and implements account strategies appropriate for the segment and consistent with TIAA-CREF overall business objectives, and coordinates the allocation of resources appropriate to the Managing Consultant's assigned book of business. The Managing Consultant establishes and maintains long-term relationships with senior plan administrators and other key decision makers, develops efforts to increase and retain assets, coordinates the use of internal resources, and delivers new products and services to the institution appropriate to the segment. The MC serves as quarterback for all business areas that interact and support their assigned institutions in the segment, responsible for planning, integrating, and communicating marketing, product, and sales strategies both internally and with the client institutions. This position will be in the Northeast Region working with clients ranging from $250 million to $1 billion in assets with TIAA-CREF. TIAA-CREF client institutions are complex due to multiple campus locations and multiple layers of decision makers. Managing Consultants should be skilled to meet with institutional boards and other key decision makers and will be able to identify comprehensive business opportunities for TIAA-CREF including but not limited to Pension business, Planned Giving, Wealth Management and Asset Management. TIAA-CREF's service offer is often highly customized and coordinating internal service delivery is a critical skill for this position. * Relationship Management & Strategic Client Consulting * Provide institutional retirement plan and human resources consulting on topics including plan design, implementation and modification; trends in employee benefits and compensation; and relevant thought leadership for senior plan administrators and other higher education executives * Develop business strategy and goals and executes the segment value proposition * Educate clients on TIAA's wide range of financial products and services * Ensure clients receive the highest level of customer service at all times * Communicate impact of legal and regulatory changes to plan administrators, staff and key decision makers * Represent TIAA-CREF's asset management philosophy and performance with CFO and other executive committees and officers * Coordinate the development and delivery of Annual Plan Review * Sales * Determine clients' needs and deliver appropriate products and services including: i. Plan Record keeping services ii. Planned giving iii. Advice iv. Endowment Management v. Institutional Advisory Services vi. Asset Management b. Ensure that services, practices and processes are based on sound business decisions, cost benefit analyses and profitability considerations c. Increase market share, net flows d. Improve distinctiveness and client satisfaction * Internal Business Planning and Coordination * Partner with internal business areas to create a high performance team, which exceeds customer expectations. * Manage client support with other business partners including Individual Consultants and Wealth Management * Work with government relations on federal and state matters affecting the institution * Coordinate marketing efforts with institution and integrated team * Communicate the consistent standard of excellence that is central to the legacy and continued success of the TIAA-CREF brand. * Identify and leverage sponsorship opportunities 2. Personal Development a. TIAA-CREF Sales Training b. TIAA-CREF Product Training c. External Designations d. Other functional Training Qualifications: * 10 years of related financial industry consultative sales, client relationship management experience, and/or appropriate experience at a client institution * Bachelor's degree required; Masters in Business or Finance preferred * Demonstrated track record of managing key relationships and/or projects of a critical and complex nature * Solid knowledge of the financial markets, products and services, including TIAA-CREF products and services, and the higher education industry * Advanced understanding of plan administration, plan design, plan provisions and product offerings. * Demonstrated relationship development and consultative selling skills, including proven sales track record * Ability to proactively build new networks and relationships with clients to generate new clients/assets through referrals. * Excellent analytical, strategic/advisory skills and understanding of consulting skills * Superior interpersonal and leadership skills. Ability to lead, motivate and collaborate with associates at all levels throughout the organization * Excellent communication, negotiating, networking and listening skills * Demonstrated innovation and business acumen * Requires NASD Series 6 (or 7) and 63 registrations * Requires resident state insurance license, and non-resident licenses for all states in which the Managing Consultant will sell insurance products within six months of assuming position. Managers will confirm and have documented on file, the specific states/territories in which insurance products will be sold. * Must be appointed as an agent by TIAA and T-C Life. * Must comply with all regulatory requirements and remain in good standing with regulatory agencies. * Attains additional industry certifications and designations (CEBS, etc.). The Ideal Candidate will also be: * Seasoned strategic sales, relationship and consulting professional seen as an emerging authority. * Able to lead the highest priority, complex and/or sensitive plans or assignments. * Independently able to develop and implements highly individualized or specialized plans. * Expert in ability to proactively build new networks and relationships with the most senior executives at an institution to generate new clients. * Able to recommend and assists product management and marketing in the development of new products/services. * Capable of working with management in coordinating business area activities or acts as the lead expert in the group. * Able to lead or verify work of less experienced staff and/or leads project teams. * Assigned to establish and implement the overall business strategy with the largest plan sponsors. * Ability to work in a metrics based environment and attain scorecard goals each year.
