Relationship Manager – Global Custody recruitment

Northern Trust Corporation is a leading provider of investment management, asset and fund administration, fiduciary and banking solutions for corporations, institutions and affluent individuals worldwide. Northern Trust, a multibank holding company based in Chicago, has a growing network of 83 offices in 18 U.S. states and has international offices in 16 locations in North America, Europe, the Middle East and the Asia-Pacific region.

Northern Trust’s presence in Hong Kong is well established and enjoys continued client and headcount growth. This is an exciting time to work for our company with a market leading portfolio of products and services.

We are currently searching for an experienced Relationship Manager to join our Global Custody Client Servicing team in Hong Kong.

THE ROLE

Responsible for managing client relationships for institutional trust and custody clients, the Relationship Manager will utilize knowledge of master custody services to provide clients with information and suggestions to add value to the relationship and will identify opportunities to cross-sell products generating additional revenues.

Major Duties

1. Manages client relationships for institutional trust and custody clients.

• Ensures overall client satisfaction by facilitating efforts of service team, coordinating resources to ensure timely delivery and issue-resolution, and effectively communicating client concerns/needs to partners.

• Develops complete understanding of client’s business, objectives, goals and market challenges, and ensure bank relationship plan is consistent.

• Cultivates strong working relationships with client’s contacts. Demonstrates ability to add value by anticipating possible solutions and partnering with client to implement.

• Educates client on emerging issues, bank products and services, regulatory/tax changes, and the general client institutional trust environment, advising client on the impact on the client’s business and on our own services.

2. Cross-sells bank products/services to prospective clients including corporations, institutions, and consultants, generating fee revenue for the bank.

• Makes sales presentations to clients utilizing knowledge of institutional trust products and services.

• Coordinate and produce the requests for proposals responses and fee proposals for prospective clients

3. Ensures relationship profitability and compliance.

• Manages client profitability, understands competitive environment, develops pricing strategies, and works with team to enhance profitability.

• Keeps current all management information on clients including preparing relationship plans.

• Ensures that all necessary documentation (agreement, tax forms, KYC documents, power of attorney, etc) are in place.

• Knowledge/Skills ? Knowledge of trust or asset management and accounting usually acquired through related work experience is required to manage client relationships.

• Knowledge of general finance and portfolio management concepts usually acquired through formal education or experience is needed to consult on client needs.

• Skills in negotiation, delegating, leadership and sales are necessary to service the client relationships.

• Good English and preferably Cantonese written and verbal communication skills are essential.

• Good working knowledge of MS Office (Microsoft Word and Excel etc).

Experience

• Min. 7 years’ working experience in financial servicing, in trust or asset services.

• Strong operational experience from investment management or custody

• Cantonese language skills would be beneficial

• Approachable with the ability to relate to people.

• Detailed oriented

• Team player

• Dedicated and responsible.

• Trustworthy and reliable.

• Takes initiatives and enthusiastic to learn.

• Willing to travel within Asia region on short notice.

Our culture is a key reason our employees enjoy working at Northern Trust. We have strong principles, a diverse organization, a prestigious history, and a commitment to solid and steady growth. We embrace industry-leading ideas and value our people. We are approachable, friendly, and exceptionally committed our clients and employees. To learn more about our philosophy and where Northern Trust could take your career, please visit www.northerntrust.com/careers.