Nationwide Director, Client Relationship Management - Private Sector Retirement Plans in California

Job ID: 52168


This position will cover the Western Region. The candidate can be located anywhere in the Western US.

JOB SUMMARY: Leads a team of Client Relationship Managers in a geographic region. Provides ongoing leadership and coaching to all team members on their partnerships with sales associates, segmented advisors, administrators, and Plan Sponsors in assigned territory. Supervise and coach the team on development, performance and managing day to day operations while monitoring adherence to compliance rules and regulations. Responsible for managing on-going relationships with selected Administrative partners within the region.

REPORTING RELATIONSHIPS: Reports to AVP; 12-16 Client Relationship Manager direct reports


  • Provide leadership and coaching for Relationship Managers in assigned region aimed at improving performance, professional development and managing day to day activities.

  • Manages and provides oversight to team roles and responsibilities. Focus on managing relationships with internal and external stakeholders, including sales partners, advisors, administrators and plan sponsors. Establish and ensure adherence to best practices for quality, production standards, relationship management.

  • Monitors and manages relationships with all key stakeholders in region, including sales partners, advisors, administrators, plan sponsors and participants.

  • Ensure the training needs of team are monitored, developed and executed, as needed.

  • Responsible for managing on-going relationships with selected Administrative partners within the region.

  • Monitors ongoing compliance with all applicable rules and regulations as well as adherence to conduct and expense policies.

  • Manage team to relationship management best practices around leading with plan health and participant retirement readiness, followed by operations enhanced feature adoption, pricing and conversion reviews.

  • Manage the use of tools around resources around sales and relationship management process, activity reporting and plan risk reporting

  • Ensure Relationship Managers are leveraging sales and operational partners to establish and effectively manage ongoing relationships with advisors, administrators and plan sponsors.

  • Performs other duties as assigned.


Education: Undergraduate studies in business or finance or related fields preferred.

License/Certification/Designation: FINRA 6, 24/26, 63, 65 (or 7/66) Required. Must obtain the required Federal and/or state licenses/registrations within the time period designated by the business unit. Additional licenses/registrations may be required when new products and services are implemented. If an associate fails or is unable to obtain required licenses/registrations within the time period designated by the business unit, the associate will be ineligible to continue in the position. Designations such as AIF and other Retirement Plan designations are strongly encouraged.

Experience: Ten years in the financial services industry, with a preference of time spent in retirement plans. Experience managing geographically disperse associates.

Knowledge: Understanding of the retirement plan business and working knowledge of ERISA, recordkeeping and plan investments. Strong knowledge of products and services available. Strong knowledge of business planning and coaching preferred.

Skills/Competencies: Strong written and verbal communication, presentation skills, and negotiation skills. Politically savvy, able to manage associates while exhibiting and drive for results.

Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.

Staffing Exceptions to the above Minimum Job Requirements must be approved by the: HRBP and hiring managers leader.


Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Working from a home office set-up. Requires extensive travel within, and on occasion outside of the assigned territory.

ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.

Job Family/Function: SLS/NRS

Job Evaluation Activity: 3/30/18 CSB