Sr. Institutional Relationship Manager - Retirement Solutions

Nationwide Mutual Insurance Company; California; Hybrid; USD 104,000 - 194,000; Full time

Benefits offered by this job

Medical/dental/vision

Life insurance

Disability coverage

Paid time off and holidays

401(k) with company match

Pension plan

Business casual attire

Job summary

Nationwide Mutual Insurance Company is seeking a Senior Institutional Relationship Manager for retirement plans across the Western U.S. You will manage multi-million dollar plans, deepen sponsor and advisor relationships, and collaborate with an integrated service team to drive profitability and client outcomes.

The role requires FINRA licenses, 5 years in financial services (3+ years in retirement plans), and strong relationship and project-management skills.

Qualifications

• Undergraduate studies in business or finance preferred.
• FINRA 6, 63, 65 (or 7/66) required; licenses/registrations must be obtained within designated period.
• 5 years in financial services with at least 3 years focused on retirement plans; experience managing relationships with plan sponsors and advisor/consultants.

Responsibilities

• Establish, grow and retain profitable relationships with mid-market plan sponsors and advisor/consultants.
• Lead the integrated service team by coordinating resources to grow key relationships.
• Conduct annual to quarterly Committee Meetings to discuss Plan Health and enhancements.
• Develop a strategic business plan for your book of business aligned with client goals and Nationwide capabilities.
• Support institutional plan sales acquisitions and position our service model to sponsors and consultants.
• Lead client onboarding and participant transition meetings ensuring a smooth onboarding process.
• Drive participant engagement and retirement readiness through servicing strategies.
• Represent the client’s voice in product and service development.

Skills

Relationship management

Strategic account management

Communication skills

Project management

Education

Bachelor's degree in business or finance

Job description

Are you passionate about being part of a team at a Fortune 100 company with nearly $70 billion in annual sales that delivers extraordinary care to help individuals and businesses prepare for and protect their future? If so, then Nationwide Financial could be the place for you! At Nationwide®, “on your side” goes beyond just words. Our customers and partners are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care. This Sr. Institutional Relationship Manager role will cover portions of the Western part of the country for our Corporate/Private sector team. Candidates can live anywhere West of the Mississippi River extending from Minnesota to Louisiana with the majority of the clients being in the Central time zone. Living within 50 miles of a major metropolitan airport is strongly preferred. This is a G.SD130 band role. #LI-COLE

Job Description Summary

At the heart of our work with retirement plans for mid‑market retirement programs is the desire to help individuals retire successfully. Multiple decision‑makers are engaged in plan selection, enhancements and retention, requiring teamwork, strategic thinking and superior relationship management on various levels. If you can collaborate, connect and communicate to build, grow and retain meaningful and productive business relationships, we want to know more about you! As a Senior Institutional Relationship Manager, you’ll be accountable for all aspects of strategic account management for a defined list of retirement plans including, Plan Sponsor, advisor/consultant, Operations service team relationships. You’ll manage plans typically with $25Million to $150Million total retirement assets. You’ll be focused on proactively driving plan profitability, including layering in appropriate Nationwide products and services, while increasing efficiencies. You will be responsible for deepening relationships with key decision makers on the client’s board/committee and with advisors and consultants.

Key Responsibilities

Through a proactive strategic account management process, responsible for establishing, growing and retaining profitable relationships with mid‑market plan sponsors advisor/consultants, and other service providers. Leads the integrated service team by coordinating business support functions and additional resources to grow and retain key relationships. Responsible for conducting at least annual, but up to quarterly Committee Meetings to discuss Plan Health, Plan Engagement and Nationwide enhancements. Partner with Finance and Investment Management to identify a multi‑year strategy to increase profitability of book of business through adoption of Nationwide Advantage Products. Partner with Integrated Service Team to identify opportunities to increase efficiencies and reduce our cost to service book of business. Develops and executes a strategic business plan for your book of business that takes into consideration the goals and objectives of clients, advisors/consultants and aligns with the objectives and capabilities of Nationwide and other service providers. Supports institutional plan sales acquisition finalist presentations and positioning our service model and the benefits to the plan sponsor and plan participants, and consultant/advisor. Leads client onboarding process and participant transition meetings including familiarizing the plan sponsor with Nationwide tools and services and partners with implementation team to ensure a smooth onboarding process. Shares and positions the Nationwide story and drives capabilities/feature adoption that increase plan efficiency and improve client experience. Develops and implements plan participant servicing strategies in partnership with plan sponsors to drive participant engagement and retirement readiness. Represents the client’s voice in product and service development and enhancements. May perform other responsibilities as assigned.

Reporting Relationships

Reports to Institutional Executive Relationship Management Director and generally does not have direct managerial responsibility.

Typical Skills and Experiences

Education: Undergraduate studies in business or finance or related fields preferred.

License/Certification/Designation: FINRA 6, 63, 65 (or 7/66) required. Associates must obtain the required federal and/or state licenses/registrations within the time period designated by the business unit. Additional licenses/registrations may be required when new products and services are implemented. If an associate fails or is unable to obtain required licenses/registrations within the time period designated by the business unit, the associate will be ineligible to continue in the position. Designations such as AIF and other Retirement Plan industry designations are strongly encouraged.

Experience: 5 years in the financial services industry, with at least 3 years focused on retirement plans. Experience managing relationships with plan sponsors and advisor/consultants of retirement plans is required. Experience leading matrixed team of associates to deliver on client objectives and goals is preferred.

Knowledge, Abilities and Skills: In-depth understanding of the retirement plan business and 401k and 403b market. Knowledge of products and related industry practices and procedures. Working knowledge of ERISA, qualified plan design, recordkeeping, administration, nondiscrimination testing, annual audit and plan investments and account implementation. Knowledge of federal and state regulatory requirements and quality standards. Ability to establish and grow key relationships with clients. Excellent verbal, written communication and presentation skills to influence and negotiate with internal and external stakeholders. Attention to detail, learning agility, time management, technical and negotiation skills. Ability to drive successful results in a fast‑paced environment. Ability to analyze plan and participant data and trends to help set the stage for plan sponsors to adopt strategies to enhance participant outcomes. Ability to synthesize multiple data points to continually develop retention and growth strategies in an ever‑changing environment. Strong project management and organizational skills. Other criteria, including leadership skills, competencies and experiences may take precedence. Staffing exceptions to the above must be approved by the hiring manager’s leader and Human Resource Business Partner.

Values

Regularly and consistently demonstrates the Nationwide Values.

Job Conditions

Overtime Eligibility: Not Eligible (Exempt).

Working Conditions: Working from a home office. Set‑up requires extensive travel (up to 75%) within and occasionally outside of assigned territory. Must have a valid driver’s license with satisfactory driving record in accordance with Nationwide standards ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.

Nationwide is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive culture where everyone feels challenged, appreciated, respected and engaged. Nationwide prohibits discrimination and harassment and affords equal employment opportunities to employees and applicants without regard to any characteristic (or classification) protected by applicable law.

This position could be filled within any of the lower 48 U.S. states.

Smoke-Free Iowa Statement

Nationwide Mutual Insurance Company, its affiliates and subsidiaries comply with the Iowa Smokefree Air Act. Smoking is prohibited in all enclosed areas on or around company premises as well as company issued vehicles. The company offers designated smoking areas in which smoking is permitted at each individual location. The Act prohibits retaliation for reporting complaints or violations. For more information on the Iowa Smokefree Air Act, individuals may contact the Smokefree Air Act Helpline at 888‑944‑2247. For NY residents please review the following state law information: Notice of Employee Rights, Protections, and Obligations LS740 (ny.gov) https://dol.ny.gov/system/files/documents/2022/02/ls740_1.pdf

Benefits

We have an array of benefits to fit your needs, including:

• medical/dental/vision
• life insurance
• short and long term disability coverage
• paid time off with newly hired associates receiving a minimum of 18 days paid time off each full calendar year pro‑rated quarterly based on hire date
• nine paid holidays
• 8 hours of Lifetime paid time off
• 8 hours of Unity Day paid time off
• 401(k) with company match
• company‑paid pension plan
• business casual attire
• and more

To learn more about the benefits we offer.

The national salary range for Senior Institutional Relationship Manager - Retirement Solutions : $104,000.00-$194,000.00

The expected starting salary range for Senior Institutional Relationship Manager - Retirement Solutions : $104,000.00 - $156,000.00

We currently anticipate accepting applications until 10/25/2026. However, we encourage early submissions, as the posting may close sooner if a strong candidate slate is identified before the deadline.

Nationwide is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive culture where everyone feels challenged, appreciated, respected and engaged. Nationwide prohibits discrimination and harassment and affords equal employment opportunities to employees and applicants without regard to any characteristic (or classification) protected by applicable law.