Institutional Relationship Manager

Great Gray; Boston (MA); Hybrid; USD 150,000 - 200,000; Full time

Benefits offered by this job

Competitive compensation package

Group health/dental/vision insurance

Employer-paid life and disability

Annual well-being stipend

401(k) with employer contribution

Job summary

Great Gray is seeking an Institutional Relationship Manager in Boston to oversee a portfolio of high-value institutional clients within the CIT space. You will work with cross-functional teams to deepen engagement and expand product utilization, while serving as the primary contact for enterprise accounts.

You will leverage 7+ years in institutional account management, with strong communication, negotiation, and stakeholder-engagement skills.

Qualifications

• 7+ years of institutional account management experience in financial services/retirement industry.
• Experience managing relationships with institutional consultants and asset managers is preferred.
• Ability to travel nationally to support client relationships.

Responsibilities

• Serve as the primary relationship owner for institutional client portfolio.
• Develop and execute account plans to deepen engagement and grow product usage.
• Lead strategic reviews with senior stakeholders to align objectives and risks.
• Build multi-threaded relationships across client organizations at senior levels.
• Coordinate with Sales, Legal, Compliance, Product and Operations for seamless delivery.
• Monitor health of accounts and report risks/opportunities to leadership.
• Maintain accurate CRM records and stay current on market trends.

Skills

Institutional account management

Consultant relations

Strategic account management

CRM proficiency

Senior-level stakeholder engagement

Travel nationally

Cross-functional collaboration

Negotiation skills

Education

Bachelor's degree; MBA or professional designation (CIMA, CFA, CAIA) preferred

Tools

CRM systems

Job description

Why Great Gray?

At Great Gray Group, we strive to set the bar for the retirement services industry. Our goal is to deliver advanced retirement solutions that combine our core fiduciary services with robust investment options, innovative technology, and dedicated client service. We focus on making choices clearer, transitions smoother, and the client experience more delightful. Complacency isn't in our vocabulary. Every day, we look for opportunities to better serve our clients, be an excellent business partner, and earn the trust of those who rely on us.

The Role

Great Gray is looking to add an Institutional Relationship Manager on our Relationship Management team.

This role is responsible for managing and growing a portfolio of high-value institutional relationships within Great Gray's CIT business, serving as the primary point of contact for enterprise-level accounts with a focus on institutional consultants and asset managers. This role partners closely with internal teams across Sales, Implementation, Product, and Operations to deliver a seamless client experience while identifying opportunities to deepen engagement and expand the utilization of Great Gray's CIT offerings.

Location

This position will work from our Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite, and 1 day remote.

Visa sponsorship or transfer of an existing visa is not available for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship or transfer.

Responsibilities

• Serve as the primary accountable relationship owner for a portfolio of institutional consultant and/or asset management firms engaged with Great Gray's CIT offerings
• Develop and execute comprehensive account plans for each assigned relationship, identifying opportunities to deepen engagement, expand product utilization, and drive measurable growth within the existing book
• Conduct regular strategic business reviews with senior client stakeholders to uncover evolving needs, growth opportunities and emerging risks, and to build alignment between Great Gray and client objectives
• Build and maintain multi-threaded relationships across client organizations, cultivating connections with C-suite executives, investment committees, operations teams, and other key decision-makers
• Strategic communications with clients, ensuring timely and highly professional client interactions across touchpoints
• Serve as the internal advocate for enterprise clients, coordinating closely with Sales, Implementation Solutions, Legal, Compliance, Product, and Operations to ensure seamless service delivery and alignment of strategic priorities
• Provide leadership for complex strategic initiatives, partnering with internal execution teams and external parties to ensure effective stakeholder alignment, clear ownership structures, and rigorous coordination to achieve successful outcomes
• Monitor account health, track key relationship metrics, and proactively flag risks or opportunities to leadership
• Maintain accurate and current records of all client activity, pipeline status, and relationship intelligence within the firm's CRM
• Stay current on market trends, regulatory developments, and competitive dynamics affecting CITs and the defined contribution plan landscape
• Other related duties as assigned

Qualifications & Experience

• Bachelor's degree; advanced degree (MBA) or professional designation (CIMA, CFA, CAIA) preferred
• 7+ years of experience in institutional account management, and preferably consultant relations, within financial services, asset management, or the retirement industry
• Demonstrated track record of managing and growing complex, high-value client relationships at a national or institutional level
• Deep familiarity with defined contribution retirement plans and institutional investment vehicles strongly preferred
• Experience managing relationships with institutional consultants, asset managers, national accounts and/or aggregators, with a strong understanding and familiarity of networked relationships across these entities
• Understanding of the consultant, plan sponsor and recordkeeper landscape, including how institutional clients evaluate and select investment vehicles
• Proven ability to engage and build credibility with senior-level stakeholders across large, complex organizations
• Strong consultative approach — able to understand client business objectives and translate them into relevant product and service solutions
• Exceptional communication, presentation, and negotiation skills
• Highly collaborative, with experience working cross-functionally with Implementation, Legal, Compliance, and Product teams
• Proficiency with CRM platforms and ability to manage a complex pipeline with discipline and accuracy
• Willingness to travel nationally as required to support client relationships and attend industry events
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
• Comfortable navigating ambiguity
• Entrepreneurial mindset to bring best practice ideas to the team
• Your standards reflect our core values: Growth Mindset, Disciplined Curiosity, Grit, Results Ownership, Collaboration

Base Pay Range*

$150,000-$200,000

*This base pay range is subject to change and may be modified in the future.

The pay range displayed above is the base pay compensation range that Great Gray expects to pay for this position at the time of this posting. Individual compensation within this range depends on multiple factors, including, but not limited to, candidate’s prior education and relevant work experience and training as well as position location and local market demands. Our pay-for-performance culture also includes participation in an annual incentive bonus plan for this position which is not included in the ‘Base Pay Range’ noted above.

Benefits

• Be an integral part of a high-growth organization!
• Competitive compensation package
• Group medical, dental and vision insurance
• Employer-paid life and disability insurance
• Annual well-being stipend
• Eligible employees may also contribute to a 401(k) plan with an advantageous employer contribution model, upholding our mission to support our employees in retirement

Company Background

Great Gray is the leading independent provider of trustee and administrative services to Collective Investment Trusts (“CITs”), with over $370 billion in CIT assets under management, across more than 1,020 funds. We proudly work with more than 80 subadvisors, including leading firms such as AllianceBernstein, American Funds, BlackRock, Franklin Templeton, MetLife, Neuberger Berman, PGIM, PIMCO and Raymond James.

CITs are more than just an investment vehicle.They represent a forward-thinking approach to retirement planning. These tax-exempt, pooled investment vehicles are offered to employer-sponsored retirement plans, like 401(k)s. CITs are comparable to mutual funds, but, because they are tailored for the institutional retirement market, they can offer distinct advantages, including efficient administration and cost-effectiveness. CITs have a history dating back over 90 years; but they have gained favor over the past decade, driven by innovations, and Great Gray has been at the forefront.

Great Gray has consistently delivered year-over-year growth at an above market rate and is investing in the continued development of its core CIT business as well as complementary administrative services and technology solutions for the retirement market.

Madison Dearborn Partners (“MDP”) purchased Great Gray from Wilmington Trust in April 2023.As a result, Great Gray is an independent company owned by funds affiliated with MDP.

Investor Background

MDP is a leading private equity investment firm based in Chicago. Since MDP's formation in 1992, the firm has raised aggregate capital of over $37 billion and has completed over 160 platform investments across nine flagship funds. MDP invests across five dedicated industry verticals, including financial services, healthcare, technology and government services.

Equal Employment Opportunity Policy

Great Gray Group, LLC is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status or other non-merit factor.

Accommodation Statement

Great Gray is committed to ensuring individuals with disabilities and/or those whohave special needs participate in the workforce and are afforded equal opportunity to apply and compete for jobs. If you would like to contact us regarding the accessibility of our website, need assistance completing the application process, or need to request an accommodation for any part of our application or interview process, please contact us at: [e-mail]