Qualified Plan Strategist, Team Lead

Why Great Gray?

At Great Gray Trust Company, 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.

Company Background

Great Gray Trust Company is the leading independent provider of trustee and administrative services to Collective Investment Trusts ("CITs"), with over $175 billion in CIT assets, across more than 700 funds. We proudly work with 75 subadvisors, including leading firms such as Alliance Bernstein, 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 401Ks. 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 $28 billion and has completed over 150 platform investments. MDP invests across five dedicated industry verticals, including basic industries; business and government software and services; financial and transaction services; health care; and telecom, media, and technology services.

The Role

The Qualified Plan Strategist is responsible for actively engaging with existing and prospective clients through outbound calls to promote and sell Great Gray solutions, while also managing existing client relationships. This role offers the opportunity to enhance sales through uncovering larger opportunities in collaboration with external sales team members, attending client events, and leveraging CRM tools to track and develop client relationships. The flexibility to travel and innovate on sales strategies is essential for success in this dynamic and client-focused position. The Team Leader role plays a critical role in guiding, supporting and motivating the group towards achieving shared goals. They act as an important mentor in the Sales team structure.

Responsibilities

• Initiate outbound telephone calls to existing and prospective clients to position, promote, sell Great Gray solutions as well as communicate ongoing updates in an effort to develop future business
• Own relationships within a designated territory
• Travel into the territory on a periodic basis to build to meet with existing and potential advisor clients, Great Gray sub-advisor wholesalers and Recordkeeping wholesalers.
• Opportunity to attend and support client events or conferences as a representative of the company
• The flexibility to promote your own sales ideas and identify new opportunities/methodologies to maximize sales
• Utilize client relationship management (CRM) database software applications and other departmental databases to track client interactions and progression of client relationships
• Complete other related duties as assigned

Team Leader Responsibilities:

Goal Setting and Planning: Partner with Head of Sales to define clear team objectives and mentor team towards achievement of those objectives. Ensure the team has the tools, training and resources to succeed. Hold the team accountable for meeting their goals and completing tasks.

Communication: Lead team meetings and be a conduit for communication between Head of Sales, CEO and HR with the team.

Motivate and Support Team: Recognize team achievements, resolve conflicts and encourage team spirit.

Performance Monitoring and Development: Work with Director of Revenue Operations and Head of Sales to track performance metrics and offer coaching and mentorship. Assign tasks based on skills. Monitor progress and balance workload. May be asked to help manage underperformance.

Change Management: Guide the team through changes such as team restructuring, new projects or evolving roles.

Qualifications & Experience

• Bachelor's degree and a minimum of 5 years' sales experience in the financial services industry, or in lieu of a degree, a combined minimum of 4 years' higher education and/or work experience
• Team Leader or Manager experience
• Strong problem-solving skills
• Effective listening skills
• Strong verbal and written communication skills
• Strong interpersonal skills
• Intermediate computer skills including familiarity with Microsoft products and CRM database software applications
• High degree of ambition, motivation, and self-determination; self-starter/go-getter
• Versatile and flexible team player with long-term ambitions to grow into a sales role or grow alongside the organization into other potential roles
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
• Comfortable navigating ambiguity.
• Entrepreneurial mindset to bring best practice ideas to the team.
• Exhibits our Great Gray attributes: Results-Driven, Innovative, Resilient, and Decisive.

Location

The preference is to have this position based in our Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite and 1 day remote.

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