Director of Client Development

Website Northern Trust

Northern Trust is a preeminent global financial institution that provides asset servicing, investment management and wealth management services for institutions, high-net-worth individuals, and families.

Full 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.

Position Description:

  • Lead market development officer (sales representative) for Northern Trust’s Global Family Office business focused on U.S.-based family offices, business owners, and private investment office client community.
  • Primarily responsible for sourcing and closing new business opportunities across investments, asset administration, banking, technology, fiduciary, and other advisory solutions.
  • Establishes a productive referral source network to include key external advisors, Northern Trust partners, and regional offices, and across Northern’s existing GFO regional clients.
  • Reports directly to the GFO Head of Client Development as a senior member of the sales and advisory team.

Primary Duties & Responsibilities:

  • Understands and positions a broad range of products and services to target prospects focusing on trust and investment management solutions.
  • Utilizes business and personal contacts to identify prospective clients and advisor networks.
  • Assumes responsibility for leading, end to end, the sales process (identification, profiling/discovery, product positioning/differentiation, closing and onboarding)
  • Researches prospects’ comprehensive financial profiles and assesses requisite product solutions.
  • Develops rapport with prospects (and other influencers) and arranges meetings to drive the sales process.
  • Presents bank product materials to prospective clients or designated liaisons (e.g. attorneys, CPA, investment consultants, etc.).
  • Respond to various inquiries and consult internal partners across Northern Trust business units for additional product/service information when necessary.
  • Develops and maintains an understanding of and respects all applicable local laws and regulations regarding fiduciary, investment, banking, and other services to ensure the compliance of relationship servicing and solicitation activities.
  • Initiates and follows through on any loan request, checking, or savings account services by contacting banking and operations areas as appropriate.
  • Maintains periodic contact with clients who may serve as references and/or referral sources.
  • When requested, cross-sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank.
  • Sets personal sales goals with the manager based on sales history and product knowledge.
  • Assists the GFO Regional Managing Director with market strategy, competitor analysis, and other development needs.
  • Represents Northern Trust’s Global Family Office at relevant prospect/COI events.
  • Establishes strong working relationships and collaborates with other international teams across the enterprise.
  • Provides referrals to other wealth strategists in GFO and/or Wealth Management based on where the opportunity best aligns.
  • Respect and abide by risk and compliance (e.g., AML/KYC) standards and processes established by the enterprise.

Necessary Knowledge & Skills:

  • Knowledge of local market practices and networks to source business.
  • Deep understanding of Northern Trust’s products and services across the enterprise.
  • Analytical and sales skills are required to relate individual customer asset situations to specific products.
  • Interactive skills are required to comprehend prospect needs and respond with the appropriate solutions.

Necessary Experience & Education:

  • 8-10 years of trust/investment sales and (or) relationship management.
  • Prior experience in working with Single Family Offices, Private Trust Companies, and Private Investment Office prospects/clients preferred.
  • Series 7 & 66 licenses required

Pay: $161K – $204K a year

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