Retirement Plan Specialist (CIT Sales)

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 to our Sales team. This is a hybrid wholesaler role responsible for engaging existing and prospective advisor clients through outbound sales activity, relationship management, and targeted territory development. The Retirement Plan Specialist serves as a primary point of contact for advisors within a defined, focused territory, driving sales of Great Gray’s CIT solutions while identifying opportunities to deepen relationships and grow wallet share. This role partners closely with sales leadership, collaborates cross‑functionally with Investments and Client Service, and leverages CRM tools and data to manage a high‑activity, 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 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 a high volume of outbound telephone and digital outreach to existing and prospective advisor clients within an assigned territory to promote, position, and sell Great Gray’s CIT solutions Own and manage advisor relationships within a defined, concentrated territory, serving as a trusted point of contact for day‑to‑day questions, solutions updates, and business development activity Meet or exceed established activity KPIs, including daily outbound call targets, scheduled meetings, new advisor activations, and pipeline contribution metrics Identify and uncover larger sales opportunities within the territory, partnering with senior external wholesalers to develop and execute a coordinated territory strategy Handle inbound calls and inquiries from advisors and home office contacts, providing timely and knowledgeable responses on Great Gray’s product lineup and value proposition Prepare and deliver compelling proposals, presentations, and investment‑related materials tailored to advisor and plan sponsor 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 CIT market trends, competitive landscape, and Great Gray’s evolving product and service offerings to credibly represent the firm in advisor conversations Proactively identify new prospecting approaches and market opportunities to maximize 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 2+ years of experience in internal or hybrid wholesaling, financial services sales, or a client‑facing business development role Demonstrated track record of meeting or exceeding sales activity KPIs and revenue targets in a high‑outreach, territory‑based sales environment Working knowledge of the defined contribution / 401(k) marketplace, including familiarity with CITs, mutual funds, and retirement plan structures preferred Experience with Salesforce or similar CRM platform; demonstrated ability to leverage CRM data to manage pipeline and prioritize outreach Series 6 or Series 7 license, or willingness to obtain licensure within a defined period Strong verbal and written communication skills, with the ability to articulate complex investment concepts clearly to advisor 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* $75,000-$85,000 *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. 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