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Sr Relationship Mgr, IR

Job ID: 1712371
Category: Client Services/Sales/Wealth Mgmt
Location: Grand Rapids, MI
Lansing, MI
Detroit, MI
Post Date: April 23, 2018


As long as there are people who make the world a better place, we’ll keep making a difference for them. Since 1918, it has been TIAA’s mission to serve those who serve others. It is this mission and the values we embrace that make us a different kind of financial services organization.

When you work here at TIAA, you’re not just in it for yourself. You are part of something bigger. A collective mission to make a difference – a collective mission we make our own.

To be difference makers.

For more information about TIAA, visit our website.


The role 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 to develop 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 management activities.
  • Experienced consultative sales and relationship management professional
  • Assigned to moderately to highly complex book of business
  • Identifies and provides input into new initiatives process/workflow improvements and program/policy changes
  • The role is crucial to ensure that all initiatives are executed effectively and efficiently.
  • Assignments require some independent judgment, analysis and initiative in order to resolve problems and make recommendations
  • Generates and implements creative or unique solutions to solve problems
  • Balances multiple demands and competing priorities.
  • Can work independently with moderate to highly complex plans or assignments.
  • Incumbents have freedom to decide on work priorities and procedures to follow.
  • May seek guidance from more Senior RM’s or management staff.
  • Significant Travel Required


  • Bachelor’s Degree
  • 5 – 10 years of institutional consultative sales and client relationship management experience
  • Series 6 or 7 & 63
  • Master’s Degree in Business or Finance
  • 7 or more years of institutional consultative sales and client relationship management experience

Equal Employment Opportunity is not just the law, it’s our commitment. Read more about the Equal Employment Opportunity Law.

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This organization is an equal employment opportunity (EEO) employer, dedicated to maintaining a work environment free of bias, harassment, discrimination and retaliation. As an EEO employer, this organization expressly prohibits discrimination, harassment, and retaliation on the basis of race, creed, ethnicity, color, age, religion, sex, sex stereotype, pregnancy (including childbirth, breastfeeding or related medical conditions where applicable), sexual orientation, gender, gender identity, gender expression, transgender, marital status, national origin, ancestry, physical or mental disability, requesting a reasonable accommodation based on mental or physical disability, medical condition (as defined by applicable law), genetic history and information, citizenship status, military or veteran status, or any other status protected by federal, state, or local law or ordinance or regulation (collectively referred to here as ‘protected characteristics’).

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