at Northern Trust Company in Chicago, Illinois, United States
Job Description
About Northern Trust:
Northern Trust, a Fortune 500 company, is a globally recognized, award-winning financial institution that has been in continuous operation since 1889.
Northern Trust is proud to provide innovative financial services and guidance to the world's most successful individuals, families, and institutions by remaining true to our enduring principles of service, expertise, and integrity. With more than 130 years of financial experience and over 22,000 partners, we serve the world's most sophisticated clients using leading technology and exceptional service.
Summary
Responsible for selling Northern Trust's comprehensive array of institutional front, middle and back office solutions to asset managers in North America. In scope services include Fund Administration, Accounting, Transfer Agency, Middle Office Operations, Global Custody & related other services. Identifies new prospects by researching the potential client , and by applying product and market knowledge, to introduce solutions that meet client needs. Makes tailored sales presentations to large and complex clients utilizing knowledge of the client as well as the bank's relevant products and services.
Major Duties
- Sells institutional trust solutions to prospective clients including asset managers, and consultants, producing fee revenue and net interest income for the bank.
- Acts as the technical expert on the bank's products and services as they relate to the competitive aspects of the institutional trust marketplace including specialized investment vehicle types, data management, middle office, capital markets and liquidity solutions.
- Identifies new prospects by researching potential needs and prioritizing and producing a sales plan.
- Utilizes knowledge of bank's products and services to analyze client's needs and recommend solutions that would enhance the client's productivity, profitability or reduce risk.
- Creates tailored sales presentations to large and complex clients utilizing knowledge of the bank's solutions and the client's needs. Oversees the request for proposal responses and fee proposals for prospective clients.
- Utilizes knowledge to analyze client's data needs and operating model to recommend solutions that can enhance or transform the operating model in such a way as to drive greater efficiency, returns and risk management.
- Cross sells the bank's products and services to clients, involving other partners as appropriate by understanding all aspects of a client's relationship with the bank.
- Maintains on-going relationship with consultants, making them aware of the bank's unique solutions and position in the market.
- Maintains thorough knowledge of industry solutions by initiating frequent contact with personal networks, financial or competitor institutions, partners, and keeping abreast of laws and regulations affecting the industry.
- Promotes bank and its products through industry conferences and periodicals as an attendee, speaker, or interviewee.
Knowledge/Skills
- Deep knowledge of products, services and solutions , such as front, middle & back office solutions, including data management, capital markets offerings and liquidity solutions, usually acquired through related work experience, is required to analyze client needs and make recommendations. Presentation skills and the ability to communicate and sell the bank's products and services are required to generate client sales. Knowledge of accounting and investments are required to analyze client needs and recommend products and services. Negotiation skills are necessary to respond to fee proposals.
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity
