Sales Manager, Institutional Trust

About Northern Trust

As a global leader in innovative wealth management, asset servicing, asset management and banking services, Northern Trust (Nasdaq: NTRS) is proud to guide the world’s most successful individuals, families, corporations and institutions.

Since 1889, we have aligned our efforts with our three guiding Principles That Endure: Service, Expertise, and Integrity. Together, they reflect the three cornerstones of business conduct which we strive to instill in our employees, whom we call partners, and to provide to our clients and the communities we serve worldwide.

With more than 135 years of financial experience and over 24,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service.

Role/Department

The candidate will be a Sales person in Northern Trust’s International sales division responsible for successfully winning major global custody, fund servicing, investment operations outsourcing and capital market business for prospects based in Netherlands and Europe. Specifically we would want this individual to focus on institutional asset managers and asset owners and their related books of business elsewhere globally, leading our sector strategy for the domicile.

The key responsibilities of the role include:

This business development role will be responsible for achieving a minimum target of $4m per annum and raising the profile of Northern Trust in the target market above.

Sales :

Presenting the bank’s full range of multi- product capabilities – including global custody, fund servicing, investment operations outsourcing (full and or component) and associated x sell services

Identifying and building a pipeline of significant prospect opportunities with primary focus being applied to profitable sales opportunities with annualised income of greater than $250k per annum, TCV $1m+

Creating and leading deal teams to work on complex and sometimes multi-faceted technical and relationship-orientated sales

Working closely with senior management, local relationship management, operational and product teams throughout each prospect sale

Converting prospects into significant revenue generating clients

Cross-selling the bank’s other products, services and capabilities to prospective clients – including investment management, FX, Transition management and securities lending

Working closely with Product Development staff and other global servicing centres to co-ordinate the development and promotion of product lines and capabilities.

Marketing :

Promoting the bank’ capabilities as the ‘industry expert’ through round tables, conferences, media and hospitality events

Writing or assisting in the writing of articles, editorials and product features about the bank’s capabilities for investment managers

Providing input and direction in respect of product-specific and strategic marketing materials

Liaising with consultants and the investment community to promote the bank’s name and products in Continental Europe

Networking through industry contacts and events.

Skills/Qualifications:

The successful candidate will benefit from having:

Proven expertise in consultative sales methodology and managing complex institutional sales process, demonstrated over 5+ years

Proven successful track record closing profitable mandates with annualised income of $1m+, TCV $5m+

Experience gained in sales position/s within an asset servicing provider and/or related financial services market participants (ie asset manager, consultancy firm etc.)

Excellent rolodex of established contacts in the target asset management and asset owner sectors (ie pensions and insurance)

Proven experience engaging at CXO level and ability to persuade and influence at all levels

Knowledge of the European regulatory environment and issues facing both the asset management and asset owner industry

Demonstrate strong expertise in Dutch pension regulation (including Wet Toekomst Pensioenen - WTP)

Lead the development and expansion of Northern Trust’s insurance client segment in Continental Europe

Organisation and discipline around sales communication/the sales process and managing complex/ virtual deal teams

High level of presentation, written and verbal communication skills.

Fluency in Dutch and English, optionally German would be beneficial

Working with Us

As a Northern Trust partner, you will be part of a flexible and collaborative work culture, which has a strong history of financial strength and stability. Movement within the organization is encouraged, senior leaders are accessible, and you can take pride in working for a company committed to an inclusive workplace and assisting the communities we serve.

Philanthropy is deeply rooted in Northern Trust’s history and is an essential element of our culture. Employees around the world give their time and talent to work for the greater good of their communities.

Reasonable Accommodation

Northern Trust is committed to working with and providing adjustments to individuals with health conditions and disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at MyHRHelp@ntrs.com, or alternatively you can discuss your individual requirements with the recruiter you are working with.