Specialist, Transition Management
Reporting to the Head of International Client Relations (Capital Markets), the primary role of the transition management sales function is to continue the development of the pipeline and execute a sales plan which grows the business in the appointed region. This involves working with other Northern Trust business segments to leverage both internal opportunities and develop third party relationships with clients and consultants.
The sales person will follow up on each won assignment, as a touch point for the client and ensure each is completed successfully and the analysis delivered.
The sales person also works with the Head of Transition Management Head of Client Relations (Capital Markets) and the wider team to set goals and plans for the EMEA APAC business. The role splits into the following areas:
Sales
- Create sales plan for appointed region; 3 party and x-sell
- Execute the agreed sales plan
- Visit and present to consultants
- Attend conferences and seminars networking with 3 party clients
- Develop relationships with previous clients for repeat business
- Respond to RFP’s and RFI’s
- Leverage to the maximum opportunities arising within Northern Trust
- Educate other Northern Trust personnel about Transition Management
- Ability to take opportunity from first meeting to finalised legal agreement
- Liaise with strategy team to agree project and strategy plan
- Maintain client contact during assignment
- Post trade follow up
Major Duties
1. Works closely with Transition Strategists, Coordinators and Traders to
market the transition product.
2. Contributes to the development of the global transition product,
including technology, alongside team members and product
management.
3. Ensures procedures are up to date to mitigate risk and are followed.
4. Checks post trade analyses as necessary.
5. Traveling to visit clients, consultants or attend conferences as required
to present and/or promote communications, new and repeat business.
6. Educate other Northern personnel about Transition Management to
leverage to the maximum cross-sell opportunities arising within the
Bank, educates partners on competitor weaknesses.
7. Develops and edits marketing materials determines the theme and
content.
8. Coordinates and produces responses to RFP's/RFI's.
9. Maintain relationship with partners and clients, making them aware of
the product.
10. Assists in designing client surveys and consultant questionnaires,
consulting with the marketing and sales staff on presentations,
phrasing of questions and technical issues.
11. Provide back-up to the global director as necessary.
12. Respond as required to any other duties required of you by
management
Knowledge/Skills
- Preferred experience in transition management sales
- Preferred demonstration of transition management relationships
- Preferred demonstration of wider knowledge of other capital market products e.g. Securities Lending
- Ability to build and maintain relationships with both internal and external clients
- Project management skills are essential
- Must have the Investment Management Certificate
- Strong computer skills necessary with strong excel skills
- Ability to communicate effectively both internally and externally
- Ability to work under pressure in a team environment
- Attention to detail is essential
- Flexibility to travel around the regions
Northern Trust Corporation (Nasdaq: NTRS) is a leading provider of investment management, asset and fund administration, banking solutions and fiduciary services for corporations, institutions and affluent individuals worldwide. Northern Trust, a financial holding company based in Chicago, has offices in 18 U.S. states and 16 international locations in North America, Europe, the Middle East and the Asia-Pacific region. As of December 31, 2012, Northern Trust had assets under custody of US$4.8 trillion, and assets under investment management of US$758.9 billion. For more than 122 years, Northern Trust has earned distinction as an industry leader in combining exceptional service and expertise with innovative products and technology.
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. Northern Trust is an Equal Opportunity Employer and is committed to building a diverse workforce. We ensure our policies guide our behaviors 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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