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Director of Retirement Practice

5 months ago

New York, United States Inizio Partners Full time
About the job Director of Retirement Practice

Inizio Partners is a top-rated executive search and placement firm serving clients globally. Inizio's clients include Fortune 500 companies, consulting firms, defense contractors, startups, private equity & venture capital firms, etc.

We are currently recruiting for a Director of Retirement Practice for one of our key customers. Reporting to Practice Growth Leader, the Director of Retirement is charged with implementing programs across multiple global delivery geographies, maintaining and generating new business opportunities within the Group Retirement sector. This individual is responsible for strengthening the existing relationships while ensuring smooth delivery, understanding the common industry problems and business challenges clients aim to address and positioning the full range of our customer's capabilities across the domain, data, analytics, solutions and digital, mapped to the client's strategic objectives, to expand revenue within the assigned portfolio.

Responsibilities
  • Work with operations/service delivery managers to deliver on annual revenue and gross margin goals and ensure client satisfaction by fostering and building deep partnerships with clients that result in the growth of existing products and services and cross-selling of additional offerings
  • Build and nurture a strong network and connect with CxOs in the assigned portfolio
  • Orchestrate an external partnership network to deliver best-in-class solutions to client problems
  • Account Expansion:
    • Invests time in developing a deep understanding of the client's strategy and critical business challenges and map this to a detailed account plan to expand existing services
    • Owns program implementations to ensure seamless execution of multiple projects globally
    • Identifies opportunities for growth through increased penetration of existing and new product offerings, competitive displacement and process improvement within the portfolio
    • Meets or exceeds assigned revenue targets; achieves budgeted revenue and gross margin goals for the business
    • Employs a highly disciplined approach to managing end-to-end sales processes and pipeline within Salesforce CRM
  • Account Maintenance:
    • Primary liaison with the key business sponsors at clients, develop and maintain key relationships, discern key strategic goals and plans of clients, and be the voice of the customer
    • Set up and run, together with operations, regular Monthly and Quarterly Business Reviews with clients
    • Develop and expand relationships with clients, to understand client pain points, needs, goals and strategic vision
    • Performance Ensure creation of and monitor monthly/quarterly published metrics, SLAs, and KPIs, discuss any deviances/concerns with internal areas (GMs / Operations / IT / Engagement Management / Compliance) and escalate internally as needed, communicate any resulting issues to client
    • Handle, with General Counsel/ Asst. General Counsel, amendments to SOWs for changes in business terms
  • Retirement SME for New Pursuits:
    • Skillfully analyze RFIs/RFPs to understand client requirements and pinpoint our strength areas as well as where our capabilities may need enhancement.
    • Develop compelling content showcasing our extensive experience in Retirement services throughout the value chain.
    • Possesses a deep understanding of operational intricacies within the record-keeping function.
    • Collaborate with the transformation team to craft specialized Retirement solutions that can help re-design participant, sponsor and advisor journeys and establish a Record Keeping target operating model
    • Demonstrate extensive expertise in the pooled employer plan markets.
    • Conduct thorough research on these identified gaps and skillfully articulate comprehensive solutions, drawing on knowledge from various capability areas.
  • Internally: identify, partner with, and cultivate relationships with stakeholders across functions and levels, including product team, General Managers, solutions and front-office leadership team, to form a strong, mutually supportive, efficient, and effective business team. Bring customer needs to GMs and the Product team, to encourage the development of offerings that are relevant to and needed by the market.
  • Externally: establish, build, and maintain strong relationships with all client stakeholders, from day-to-day procurement to C-Suite, and develop and execute on-account plans to ensure growth in accounts to meet goals for revenue and gross margin.

Performance And Success Metrics
  • A solution-focused (not product-focused) individual with an ability to leverage expertise with questions
  • Ability to define a value proposition to the client in a way that enables the client to visualize working with us to improve business performance, solve a problem or satisfy a critical business
  • Experience in consulting at the executive level, including conducting client needs assessments and linking supplier capabilities to business needs
  • Establish a pipeline of key sales opportunities within a defined portfolio
  • Incremental, multi-year profitable revenue growth within defined markets

Qualifications
  • At least 8 years of experience in the Retirement industry
  • Deep understanding of record-keeping value chain with implications for advisors, plan sponsors, participants and operations including onboarding & enrollment, record keeping & money movement, customer service, Fund Management, Custodian services, PRT, etc.
  • Understand the Pooled Employer Plan (PEP) construct and how the Pooled Plan Provider (PPP) dynamics work.
  • Strong understanding of retirement principles and cost drivers, and fluent with the changing landscape of record-keeping process delivery
  • Ability to change course quickly when needed and willingness to do what it takes to get the job done
  • Bachelor's degree from an accredited institution, graduate degree preferred
  • No relocation required; Ability to travel