TIAA Relationship Manager II – Institutional Relationships: Healthcare in Waltham, Massachusetts



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The Relationship Manager II, Institutional Retirement Healthcare leads an integrated team in strengthening the company's overall relationship with key decision makers and leadership at client institutions in the Boston, MA and New York, NY region. The Relationship Manager will coordinate all aspects of strategic internal and external alliances including senior management and consultant contacts, strategic business planning and service reviews, plan economic reviews, revenue sharing arrangements and investment menu architecture and performance discussions. This role requires the ability to serve as the primary strategic contact for some of TIAA’s largest institutional clients in the healthcare sector. The position offers the opportunity to lead key initiatives and task forces across the company, as well as develop and drive all aspects of client strategy for meeting goals. These goals will include participating in broader sales efforts for this region.

A qualified candidate will have:

  • Demonstrated strong relationship management and strategic planning skills at the most senior levels. Track record of developing business through these relationships. Strong conflict resolution skills.

  • Demonstrated success in all phases of the sales cycle, including the ability to close the sale.

  • Expert written and oral presentations skills; ability to create executive summaries.

  • Developed leadership skills, including the ability to manage without authority.

  • Ability to provide thought leadership and exert influence on corporate wide initiatives.

  • Can function as the representative for the Institutional Relationships business on corporate initiatives.

  • Developed ability to think and act strategically with goal based outcomes


  • Fully responsible and accountable for all account management activities.

  • Develop and execute on a strategic relationship plan specific to clients within the book of business

  • Experienced sales and relationship management professional with demonstrated leadership skills

  • Assigned a moderate to complex book of business comprised of large Healthcare clients

  • Identifies and provides input into new initiatives process/workflow improvements and program/policy changes.

  • The role is crucial to ensure that all initiatives are executed effectively and efficiently.

  • Assignments require considerable judgment, analysis and initiative in order to resolve problems and make recommendations to drive optimal economic outcomes

  • Generates and implements creative or unique solutions to solve problems.

  • Balances multiple demands and competing priorities.

  • Assists product management and marketing in the development of new products/services.

  • Typically assigned to maintain and enhance relationships with the decision makers at mid-to large plan sponsors.

  • Ability to interact with executive level management team members

  • Advocates for TIAA as a representative to outside groups and associations

  • Requires expert conflict resolution skills to maintain strong relationships.

  • Works independently and provides leadership to integrated team.

  • Considerable travel required




  • Bachelor's degree required

  • FINRA Series 6 or 7 is required at time of application

  • FINRA Series 63 or 66 is required at time of application

  • Must comply with all regulatory requirements and remain in good standing with regulatory agencies

  • 3 or more years of client relationship management, institutional retirement plan sales, and/or retirement plan consulting experience is required.

  • 2 or more years’ experience leading teams in a matrix environment

  • 2 or more years’ experience developing and maintaining executive/key influencer/buyer relationships at client institutions

  • 1 or more years’ experience as a mentor for other sales/relationship management staff


  • Master’s in Business or Finance preferred

  • Experience responding to Requests for Proposals is desired

  • Proven success in a sales oriented role is desired

  • Complete understanding of IRA, 403(b), 401(a)/(k), 457(b) and (f), defined contribution plan technical rules, including nondiscrimination rules and ERISA requirements. Working knowledge of defined benefit plans as they relate to TIAA's business.

  • May attain additional industry certifications and designations (CEBS, etc.)

  • Strong presentation skills with the ability to participate in finalist presentations and prepare executive summaries using

  • Microsoft’s PowerPoint, Excel and Word applications.

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This organization is an equal employment opportunity (EEO) employer, dedicated to maintaining a work environment free of bias, harassment, discrimination and retaliation. As an EEO employer, this organization expressly prohibits discrimination, harassment, and retaliation on the basis of race, creed, ethnicity, color, age, religion, sex, sex stereotype, pregnancy (including childbirth, breastfeeding or related medical conditions where applicable), sexual orientation, gender, gender identity, gender expression, transgender, marital status, national origin, ancestry, physical or mental disability, requesting a reasonable accommodation based on mental or physical disability, medical condition (as defined by applicable law), genetic history and information, citizenship status, military or veteran status, or any other status protected by federal, state, or local law or ordinance or regulation (collectively referred to here as “protected characteristics”).

  • ©2016 Teachers Insurance and Annuity Association of America (TIAA), 730 Third Avenue, New York, NY 10017


Job: Client Services

Primary Location: MA-Waltham

Req ID: 1710709