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
The Head of Sales Operations, North America is responsible for overseeing the strategic planning, implementation, and optimization of the sales operations across the region. This role focuses on enhancing sales performance, streamlining processes, and ensuring alignment with overall business objectives. The ideal candidate will possess strong leadership skills, a deep understanding of sales processes, project management acumen, and a proven track record of driving sales growth. In addition, the Head of Sales Operations is responsible for managing, leading, and coaching the Sales Associates function within NA Sales. This includes providing leadership and guidance with overall accountability for the performance management and career development programs of the team managed. As a player/manager role, the individual will also be required to act as the primary lead for the deal management on complex deals on occasion, working with other members of the Sales Team. This role reports into the Global Head of Sales Operations for Asset Servicing to align with global objectives and best practices
Major Duties
Training & Team Management
- Provides leadership and guidance to sales associates, fostering an environment which encourages
employee participation, teamwork, and communication - Conducts the performance management process for sales associates
- Identifies training and development needs and establishes performance standards for the unit
- Identifying the talent within the group and aligning operations in the group to maximize performance based on individual talents
- Maintains communication with the Heads of Sales and Sales Mangers to anticipate needs effectively and provide support required
- Allocates work load across the sales associates
- Encouraging the use of the Sales Academy tools for all new business opportunities - to avoid overinvesting in the wrong opportunities, underinvesting in the right opportunities, or missing opportunities altogether. Including:
- Meeting planners (for each meeting)
- Opportunity Worksheets (per opportunity)
- Decision Grid (per opportunity)
- Be an ambassador of the A-Approach, working with Sales Managers, Deal Managers and other Sales Associates to genuinely differentiate Northern Trust during the sales process.
- Encourage and support taking new opportunities through the deal review process.
- Responsible for the training and coaching of new starters to be proficient in the sales process and following the above criteria.
Sales Operations Optimization
- Capacity planning; working with Global Head of Sales Operations and Heads of Sales in NA for prioritizing workloads and key deals ensuring that the allocation of sales resource is suitably split. This is to be continually reviewed to load balance resource and manage any capacity constraints
- Acting as the main point of contact for internal and external contacts on larger deals involving Sales Operations....
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity
