Sr. Institutional Relationship Manager - Retirement Solutions

Overview

This Senior Institutional Relationship Manager role supports portions of the Eastern part of the country for the Corporate/Private sector team. Living within the territory and within 50 miles of a major metropolitan airport is strongly preferred.

This position covers G.SD130 band.

The work focuses on retirement plan relationships for mid-market retirement programs, where multiple decision-makers influence plan selection, enhancements, and retention. The role is accountable for strategic account management for a defined list of retirement plans.

Responsibilities

• Establish, grow, and retain profitable relationships with mid-market plan sponsors, advisor/consultants, and other service providers through proactive strategic account management.
• Lead and coordinate an integrated service team by coordinating business support functions and additional resources to grow and retain key relationships.
• Conduct committee meetings at least annually, and up to quarterly, 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 the book of business through adoption of Nationwide Advantage Products.
• Partner with the Integrated Service Team to identify opportunities to increase efficiencies and reduce the cost to service the book of business.
• Develop and execute a strategic business plan for the book of business, aligned with client goals and objectives, and coordinated with internal capabilities and those of other service providers.
• Support institutional plan sales acquisition finalist presentations, positioning the service model and the benefits to plan sponsors, plan participants, and consultant/advisors.
• Lead client onboarding and participant transition meetings, familiarizing plan sponsors with tools and services, and partnering with implementation teams to ensure smooth onboarding.
• Share and position the employer’s story and drive adoption of capabilities/features that increase plan efficiency and improve client experience.
• Develop and implement plan participant servicing strategies in partnership with plan sponsors to drive participant engagement and retirement readiness.
• Represent the client’s voice in product and service development and enhancements.
• Perform other responsibilities as assigned.

Reporting Relationships

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

Requirements

• Undergraduate studies in business or finance or related fields preferred.
• 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.
  • 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.
  • Additional licenses/registrations may be required when new products and services are implemented.
  • Designations such as AIF and other Retirement Plan industry designations are strongly encouraged.
• 5 years in the financial services industry, with at least 3 years focused on retirement plans.
• Required: experience managing relationships with plan sponsors and advisor/consultants of retirement plans.
• Preferred: experience leading matrixed teams of associates to deliver on client objectives and goals.

Knowledge, Skills, and Abilities

• 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 client relationships.
• Excellent verbal, written communication, and presentation skills to influence and negotiate with internal and external stakeholders.
• Strong attention to detail and learning agility.
• Effective time management, technical, negotiation, and project management skills.
• Ability to drive successful results in a fast-paced environment.
• Ability to analyze plan and participant data and trends to help set strategies for plan sponsors to enhance participant outcomes.
• Ability to synthesize multiple data points to develop retention and growth strategies in an ever-changing environment.

Preferred Qualifications

• Leadership skills, competencies, and experiences may take precedence.

Compensation & Benefits

Salary Range

• National salary range (Senior Institutional Relationship Manager - Retirement Solutions): $104,000.00-$194,000.00
• Expected starting salary range (Senior Institutional Relationship Manager - Retirement Solutions): $104,000.00 - $156,000.00

Placement within the starting salary range is determined by factors including skills, education, training, credentials and experience, the scope/complexity/location of the role, cost of labor in the market, and other conditions of employment. If a Sales job, Sales Incentives based on performance goals are possible in addition to this range.

Benefits

Benefits include:

• Medical/dental/vision
• Life insurance
• Short and long term disability coverage
• Paid time off; newly hired associates receive 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

Location

• This position could be filled within any of the lower 48 U.S. states.
• Working from a home office.
• Travel: extensive travel (up to 75%) within and occasionally outside of the assigned territory.
• Must have a valid driver’s license with satisfactory driving record in accordance with employer standards.

Job Conditions

• Overtime Eligibility: Not Eligible (Exempt).

Application Timeline

Applications are currently anticipated to be accepted until 10/18/2026. Early submissions are encouraged, as the posting may close sooner if a strong candidate slate is identified before the deadline.