Global Fund Services Sales recruitment
Role and Responsibilities
Northern Trust is a global leader in delivering innovative investment management, asset and fund administration, fiduciary and banking solutions to corporations, institutions and affluent individuals worldwide. For more than 122 years, we have evolved with the changing needs of our clients and our world. As of June 30, 2012 Northern Trust had $100 billion in banking assets, $4.6 trillion in assets under custody and $704.3 billion in assets under management. We seek qualified people for a wide range of challenging positions and who are interested in building a career with a global growth company, excel in a team oriented environment, yet respect others and have strong values and principles.
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 :
o Presenting the bank’s Global Fund Services capabilities – including global custody, fund administration (traditional and alternative funds), outsourcing and associated services
o Identifying and building a pipeline of significant prospect opportunities with primary focus being applied to profitable sales opportunities with annualised income of greater than $500,000
o Creating and leading deal teams to work on complex and sometimes multi-faceted technical and relationship-orientated sales
o Working closely with senior management, local relationship management, operational and product teams throughout each prospect sale
o Converting prospects into revenue generating clients
o Cross-selling the bank’s other products, services and capabilities to prospective clients – including investment management, Investment operations outsourcing and securities lending
o Working closely with product development staff and local fund servicing centres to co-ordinate the development and promotion of product lines and capabilities
• Marketing :
o Promoting the bank’s fund servicing capabilities as the ‘industry expert’ through round tables, conferences, media and hospitality events
o Writing articles, editorials and product features about the bank’s capabilities for investment managers
o Providing input and direction in respect of product-specific and strategic marketing materials
o Liaising with consultants and the investment community to promote the bank’s name and products in the UK, EMEA and Globally
o Networking through industry contacts and events
• Knowledge / Skills / Experience :
o Proven successful track record closing profitable mandates with annualised income of $500,000 plus
o Experience gained in a senior sales position within an Asset Servicing provider
o Excellent rolodex of established contacts in the target sector
o Knowledge of the traditional and alternative industry and products
o Understanding of the complex institutional sales process
o Knowledge of the regulatory environment and issues
o Proven expertise in cold calling, running and closing sales deals
o Expertise in ‘consultative’ selling
o Organisation and discipline around sales communication/the sales process
o High level of presentation, written and verbal communication skills
o French and German language speaker advantageous
Northern Trust is an Equal Opportunity Employer and committed to building a diverse workforce.
We ensure our policies guide our behaviours to create and maintain a discrimination-free workplace. We support total diversity: gender, age, race, religion, sexual orientation, gender identity, ethnicity, physical disabilities, and marital/family status, among others.
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