Retirement Plan Specialist - Recordkeeper Team

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 Retirement Plan Specialist on our Sales team. This is a hybrid role responsible for driving distribution, growth, and velocity of Great Gray’s co-manufactured Target Date CIT solutions with all recordkeeper partners within a defined territory. The Retirement Plan Specialist serves as a primary point of contact for recordkeepers, focusing on Relationship Managers — within a defined territory, driving adoption and integration of Great Gray’s CIT solutions while identifying opportunities to deepen relationships and grow platform presence. This role partners closely with CIT sales, fostering bilateral relationships with sales partners through active lead sharing and collaboration, and works cross-functionally with CIT Sales, Investments and Client Service. The Specialist leverages CRM tools and data to manage activity within a results-oriented book of business. The Specialist role carries the same sales activity expectations and skillset as our Retirement Plan Consultant, with responsibility scoped to a smaller, more-concentrated geographic territory.

Location

This position will work from our Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite, 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 

• Execute outbound telephone and digital outreach to existing and prospective recordkeeper and plan administrator contacts within an assigned territory to promote, position, and expand availability of Great Gray’s co-manufactured Target Date CIT solutions on recordkeeping platforms
• Own and manage relationships with recordkeeper contacts and RK Relationship Managers within a defined territory, serving as their primary go-to resource for education and training on co-manufactured TDF solutions, operational questions, and business development activity, including providing comparisons and talking points, participating in advisor and plan sponsor conversations.
• Develop a deep understanding of RK Relationship Managers’ goals, books of business, pain points, and needs—and the relative strength and scale of RK partners—to uncover and prioritize co-manufactured TDF opportunities within the territory
• Identify existing co-manufactured TDF opportunities by working with RK RMs to map advisor relationships: determine where the Great Gray team has existing connections to facilitate introductions, and where the RM can help initiate new ones
• Proactively enable RK RMs by developing outreach templates, marketing materials, comparison collateral, and talking points to support confident advisor conversations; join RM-led calls with advisors alongside an external team member as needed
• Coordinate and present at regional RK team calls and meetings to drive awareness and adoption of co-manufactured TDF solutions
• Meet or exceed established activity KPIs, including daily outbound call targets, scheduled meetings, new platform activations, and pipeline contribution metrics
• Own full pipeline management from discovery through final sale, identifying and advancing larger platform expansion opportunities within the territory in partnership with senior external wholesalers
• Handle inbound calls and inquiries from recordkeeper contacts, providing timely and knowledgeable responses on Great Gray’s product lineup, fund structures, and value proposition
• Prepare and deliver compelling proposals, presentations, and investment-related materials tailored to recordkeeper and plan administrator needs
• Maintain accurate, up-to-date records of all client interactions, pipeline activity, and relationship progression in Salesforce or the designated CRM system
• Travel as needed to attend client events, industry conferences, and territory meetings alongside external sales team members
• Stay current on recordkeeping platform trends, competitive landscape, and Great Gray’s evolving product and service offerings to credibly represent the firm in recordkeeper conversations
• Proactively identify new prospecting approaches and platform opportunities to maximize co-manufactured Target Date CIT adoption and revenue within the territory
• Complete other related duties as assigned

Qualifications & Experience

• Bachelor's Degree required; concentration in Finance, Business, or a related field preferred. In lieu of a degree, a combined minimum 4 years' higher education and/or relevant work experience will be considered.
• A minimum of 2–4 years of experience in recordkeeping, retirement plan administration, internal wholesaling, or a client-facing business development role within financial services or a related field is preferred.
• Demonstrated track record of meeting or exceeding sales activity KPIs and revenue targets in a high-outreach, territory-based environment
• Working knowledge of the defined contribution / 401(k) marketplace, including familiarity with recordkeeping platforms, CITs, Target Date Funds, and retirement plan structures preferred; comprehensive knowledge of co-manufactured TD CIT solutions and the ability to present features and benefits in an expert manner is a strong plus
• Familiarity with the RK Relationship Manager landscape, including how to engage and enable RM partners to drive advisor-level opportunities is a strong plus
• Experience with Salesforce or similar CRM platform; demonstrated ability to leverage CRM data to manage pipeline and prioritize outreach
• Strong verbal and written communication skills, with the ability to articulate complex investment and operational concepts clearly to multiple audiences
• High degree of self-motivation, competitive drive, and results orientation; a proven self-starter who thrives in a metrics-driven environment
• Ability to work collaboratively with external wholesalers, investment, and client service teams in a fast-paced, team-oriented culture
• Comfortable navigating ambiguity
• Your standards reflect our core values: Growth Mindset, Disciplined Curiosity, Grit, Results Ownership, Collaboration.

Base Pay Range*

$80,000-$100,000

*This base pay range is subject to change and may be modified in the future.

The pay range displayed above is the base pay compensation range that Great Gray expects to pay for this position at the time of this posting.  Individual compensation within this range depends on multiple factors, including, but not limited to, candidate’s prior education and relevant work experience and training as well as position location and local market demands.  Our pay-for-performance culture also includes participation in an annual incentive bonus plan for this position which is not included in the ‘Base Pay Range’ noted above.

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 $315 billion in CIT assets under management, across more than 940 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 who have 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: TalentAcquisition@GreatGray.com