Susan R. Chiarulli
Summit, NJ 07901
Retirement plan professional with extensive consulting and client relationship management experience,
sales, product management and staff management expertise. Proven results establishing, growing, and
maintaining strong client relationships through consultative strategic planning and effective service
delivery management. Expertise in all aspects of defined contribution, defined benefit, non-qualified
deferred compensation and tax deferred annuity retirement programs. Recognized for designing and
leading successful execution of new products. Demonstrated ability to use interpersonal and
communication skills building successful strategic relationships and creating working partnerships.
FINRA Series 7 and 63, and NY Life, Accident and Health licenses.
TIAA-CREF Financial Services 2011 – Present
Director, Institutional Product Marketing
Consultant focusing on information delivery and plan reporting services.
Developing a client need and competitive framework to help refine the roadmap for TIAA-CREF’s
information delivery offerings, including plan sponsor tools: Plan Review, Plan Dashboard,
financial reporting, and reporting on the web.
Cammack LaRhette Consulting 2008 – 2011
Delivered defined contribution strategic consulting services for twelve of the firm's largest 403(b)
clients (plan assets $36M to $926M). These clients represent 18% of the firm’s retirement
Provided consulting services: investment reviews, plan design and benchmarking, vendor
performance and fee negotiations, investment policy statements, plan expenses, strategic initiatives,
business plans, legislative/industry trends and employee communication/education.
Conducted quarterly due diligence review meetings with client executives and investment and
Consulted with clients to uncover critical business needs and propose solutions. Developed and
monitored annual client business plans to prioritize and achieve client objectives, and provide early
identification and mitigation of potential issues.
Created Requests for Proposals (RFPs) with clear requirements, evaluated results, and
recommended finalists which resulted in reduced costs and enhanced investment line-ups and
Effectively managed client relationships and expectations through dialogue and anticipating issues.
Managed, developed and mentored team members.
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Susan R. Chiarulli
Merrill Lynch, Pierce, Fenner & Smith, Inc. 1997 – 2008
Vice President, Institutional Retirement Programs (2007 - 2008)
Product development and implementation manager for the Financial Consultation Service,
an advice and planning tool designed for plan sponsors to offer to participants through their
Assessed business opportunities, responded to RFPs, developed sales presentations, defined and
developed processes for ongoing administration and client reporting.
Monitored industry trends, regulatory issues and the competitive landscape for workplace financial
and retirement planning products to gauge state of the industry and market penetration.
Vice President, Defined Contribution Product Management (2002 - 2006)
Developed and evaluated product vision, strategies and led tactical development efforts to
competitively position the defined contribution product in the marketplace. Managed financial
contribution of the product.
Developed and implemented key initiatives to maintain a competitive product: automatic
enrollment, Roth 401(k), QDRO administration, beneficiary tracking and hardship qualification.
Designed and developed plan sponsor reporting tools for easy access to plan activity: automated
plan review and plan sponsor web reports.
Created Ready Reference, an online reference tool which provided user friendly access to features
and capabilities of the defined contribution product for sales and relationship managers.
Achieved 27% higher ratings in the Chatham Study by redesigning and simplifying the plan
sponsor on boarding process and experience.
Evaluated new business exceptions and recommended business accommodations.
Monitored and evaluated industry trends, regulatory changes, competitive landscape and
incorporated the analysis into the product development strategy.
Led the cross-functional data interface team for the design of the new non-qualified deferred
Received Dalbar’s highest ranking for the participant statement for two years running. Enhanced
the participant statement by partnering with operations and communications.
Vice President, Manager Technology Liaison Group (2001)
Directed design, development and implementation of new products/services for Retirement Group.
Managed technology development budget of $26M and staff of 26.
Evaluated projects to ensure consistency with strategic vision, business goals and client needs.
Achieved efficient product implementations by initiating and developing training manuals for new
products and services.
Vice President, Quality Manager for Process Improvement (2000)
Designed and implemented a service quality system for tracking and improving service standards.
Raised service levels and increased service productivity.
Coordinated development of a database to measure client satisfaction and profitability.
Vice President, Client Relationship Manager (1997 - 1999)
Managed the relationship for ten clients in the institutional market segment (plan assets $50M to
$500M). Client retirement programs included: 401(k), stock option, employee stock purchase,
non-qualified deferred compensation, and defined benefit retirement plans.
Maintained and grew client relationships, cross-sold new products and services, managed plan
profitability, maintained client referenceability and satisfaction.
Led the dedicated Merrill Lynch client service team comprised of: financial advisor, investment
consultant, communication specialist, service manager, and compliance consultant.
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Susan R. Chiarulli
Conducted quarterly service review meetings with client executives and investment/benefit
committees covering investment performance, demographic trends, legislative/industry trends.
Coordinated the development and delivery of plan design recommendations, investment
alternatives, and employee communication/education programs.
Participated in sales presentations to prospective clients.
Negotiated service and trust agreement with clients and their legal counsel.
Assured highest levels of client satisfaction. Partnered with all business units to ensure client
deliverables and expectations were met.
CIGNA Retirement & Investment Services 1980 - 1996
Assistant Vice President, Sales (1988 - 1996)
Sold full service defined contribution, defined benefit, non-qualified deferred compensation and
tax deferred annuity retirement plans with assets ranging from $15M to $200M. Sales achieved
through intermediaries and brokers.
Exceeded asset goals by at least 12% each year. Earned top sales honors each year.
Provided ongoing consulting to develop, grow and maintain a book of business of 75 clients.
Selected to serve on CIGNA's National Marketing Committee to analyze current market trends
and develop marketing strategies for the sales force.
Manager, Client Relationship Staff (1985 - 1988)
Senior Client Relationship Manager (1980 - 1985)
Managed a staff of 6 relationship managers in NY/NJ sales offices and a $9.8B book of business.
Exceeded office and individual goals each year: client retention of 92% and asset retention of 95%.
Maintained and grew client and broker relationships, cross-sold new products/services, consulted
with clients on current market and legislative issues/trends, and supported pre-sales activity.
Managed full service defined contribution, defined benefit, non-qualified deferred compensation
and tax deferred annuity retirement plans with assets ranging from $15M to $200M.
Mentored and motivated client relationship staff and identified training needs. Designed and
implemented training programs: consulting skills, presentation skills and product knowledge.
Directly managed 25 large and sensitive accounts.
EDUCATION & LICENSES
BA, Applied Mathematics and Economics, Brown University
FINRA: Series 7 and 63
NY Life, Accident and Health License
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