Senior Institutional Client Associate

Great Gray; Wilmington (DE); Hybrid; USD 110,000 - 165,000; Full time

Benefits offered by this job

High-growth environment

Competitive compensation

Medical/dental/vision insurance

Life and disability insurance

Annual well-being stipend

401(k) plan

Job summary

Great Gray seeks a Senior Institutional Client Associate to support Asset Manager & Consultant Relations, analyzing relationship dynamics, fund flows and market trends to drive improvements in client engagement.

The role partners with Senior Relationship Managers, leveraging data and analytics to guide strategic growth across institutional partnerships. Hybrid work includes four days in-office in Wilmington, DE and one day remote.

Qualifications

• Bachelor’s degree in Finance, Business or related field; minimum 5 years in institutional asset management
• Experience in Defined Contribution market is a plus
• Proficient with Salesforce CRM and business analytics
• Advanced Excel reporting and visuals
• Strong communication and project management skills
• Ability to thrive in a fast-paced environment and handle multiple priorities

Responsibilities

• Develop, maintain and evolve client profiles reflecting enterprise characteristics and priorities
• Create dashboards and commentary on asset manager trends and engagement
• Prepare quarterly business review materials with analytics on sales and client metrics
• Support Senior Relationship Managers during institutional client calls
• Collaborate across sales, operations, legal, compliance, finance and implementation teams
• Translate reporting needs to technology/CRM improvements
• Track pipeline activity and prioritize relationship development

Skills

Salesforce CRM

Business analytics

AI for efficiencies (Claude)

Excel advanced

Communication skills

Project management

Education

Bachelor's degree in Finance, Business or related field

Tools

Salesforce CRM

Excel

Claude AI

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 a Senior Institutional Client Associate to our Asset Manager & Consultant Relations Team. This is a critical member of the Asset Manager & Consultant Relations team, supporting Senior Relationship Managers and the business leveraging thoughtful analysis of relationship dynamics, business activity, fund flows and market trends into actionable insights, with the goal of bringing continuous improvement to the quality of our client engagement. The role is ideal for a highly analytical, organized, and commercially minded professional who can connect data, relationship intelligence, and business strategy to support growth across Great Gray’s institutional and asset manager partnerships.

Location

This position will work from our Wilmington, DE office. Great Gray currently supports a hybrid work model with 4 days onsite in the office 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

• Develop, maintain and evolve comprehensive client profiles to reflect enterprise characteristics, business priorities and scope of relationship
• Develop recurring reporting, dashboards, and commentary that help leadership understand asset manager trends, product performance, partnership health, and strategic priorities.
• Develop quarterly business review materials to support Senior Relationship Managers’ client reviews, including analytics on sales and client engagement metrics and milestones
• Support Senior Relationship Managers on institutional client calls and direct communications
• Collaborate cross-functionally with sales, operations, legal, compliance, finance and implementation teams on a regular basis.
• Partner with technology and operations to represent and translate the team’s reporting needs to technology/CRM enhancements
• Track institutional pipeline activity and relationship-development priorities, helping ensure follow-through on opportunities, risks, next steps, and internal ownership.
• Contribute to process improvements that enhance relationship intelligence, data quality, reporting discipline, knowledge sharing and institutional business planning.
• Maintain agenda for internal team calls
• Complete other related duties as assigned

Qualifications & Experience

• Bachelor’s degree in Finance, Business or a related field and a minimum of 5 years of relevant industry experience in institutional asset management, ideally for an asset manager, or experience supporting institutional sales or relationship management teams
• Experience in the Defined Contribution market is a plus
• Demonstrated proficiency with Salesforce CRM
• Proficient with business analytics and leveraging AI to create efficiencies, including Claude or a similar tool
• Microsoft Office 365 skills, including advanced proficiency in Excel creating reporting, tables and visuals
• Strong communication and interpersonal skills, with the ability to problem-solve and navigate complex business conversations
• Exceptional project management skills, including business/technical writing
• 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.

Benefits

We have a comprehensive and competitive benefits package at Great Gray. Some of the highlights are:

• 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]