This position will manage a team of consultants who are responsible for the retention of a large book of business and the development of new sales for revenue growth to the department. In addition, the Retirement Plan Consultant Manager will retain a smaller book of business comprised of more complex high revenue clients as well as be responsible for new business development for Retirement Plan Services.
Duties & Responsibilities
Manage a team of Retirement Plans Consultants in all aspects relative to the client retention as well as meeting individual sales goals as established with the department head on an annual basis.
Provide recommendations, guidance and support to the team to enhance their ability to close new business.
Prepare performance appraisals for each consultant on an annual basis. Mentor direct reports and participate in employment decisions. Set clear goals and objectives for direct reports and effectively oversee the attainment of those goals and objectives.
Pursue an aggressive and sustained effort to build an active pipeline of prospects by generating leads from personal contacts, external centers of influence and client referrals. Cultivate business development by identifying prospects and proactively scheduling appointments and calls as well as strategically managing communications to drive sales growth of the team.
Manage and retain a book of business that will include some of the most complex and highest revenue clients of the department. Serve as client’s valued advisor by building a strategic and personal relationship with key client decision makers.
Provide constant oversight on the development of appropriate plan design to meet client objectives, consult with client on recommendations and implement proper changes as needed. Advise clients on all technical, regulatory and problematic administrative issues and work with administrative team on solutions. Analyze client accounts for profitability, prepare timely billing and ensure collection of fees.
Coordinate, review and benchmark pricing of various products and services, and communicate to internal team as well as to prospects and clients as necessary.
Prepare materials and perform enrollment/investment education meetings, as needed. Provide a cohesive client experience by delivering a consistent message to clients and participants alike.
Develop strong relationships with internal staff for both superior client servicing and cross selling efforts relative to Commercial Loans, Business Banking, Treasury Management and Wealth Management. Meet regularly with key internal staff to find opportunities and discuss common relationships.
Meet with the Investment Team on the development and ongoing review of the current plan investment menu and advise of any changes warranted. Communicate investment performance as required through established investment policy statement with Plan Sponsor.
Maintain a broad knowledge of investments with a focus on mutual funds. Communicate details on funds offered within defined investment menus as well as suggested fund changes/recommendations.
Generate proper RFPs, work with various recordkeeping platforms and communicate findings tailored to the clients’/prospects’ needs.
Educate clients/prospects on their fiduciary responsibilities relevant to the plan and guide them through our role as a co-fiduciary when warranted.
Bachelor’s Degree required.
Minimum of 15 years of experience in the retirement plan industry inclusive of a high level of knowledge in all aspects of third-party administration through hands on experience in compliance, reporting and the day to day administration of retirement plans is required.
A minimum of 5 years of management experience required as well as a history in sales experience in which defined goals were met/exceeded.
A strong understanding of ERISA and the Internal Revenue Code.
Polished verbal and written communication skills required. Excellent organizational skills as well as the ability to speak before groups. Must be self-motivated.
Must have advanced experience all Microsoft Office products (Microsoft O365 and CRM knowledge).
Experience in fund monitoring software such as FirmPlus and Fi360 is strongly preferred.