CAREERS

Director, Institutional Development

📁
Investment Management
📅
90527 Requisition #

 

DIRECTOR, INSTITUTIONAL BUSINESS DEVELOPMENT
The Director, Institutional Business Development, will be responsible for developing new relationships with prospective clients within the Corporate and Not-For-Profit markets within a region. The role will be geographically aligned to encourage an entrepreneurial spirit of managing their territory and being held accountable to all activities that fall within their given territory.


PRIMARY RESPONSIBILITIES 

  • Oversee new business generation activities within the geographic territory. Responsible for all activities within their given territory, including new business development and cross-sell activities to existing banking and custody clients. 
  • Central point of contact for all investment related discussions with Corporate and Not-For-Profit prospects. 
  • Provide investment sales support for new client situations in collaboration with the necessary internal partners including profiling the investment opportunity, bringing in the appropriate subject matter experts and ensuring the execution of investment related deliverables in the sales process. 
  • Consultative approach to gain an understanding of a plan sponsor’s investment philosophy and overall investment program and positioning Northern Trust Asset Management proprietary asset management solutions, such as passive management, quant active equity & fixed income strategies, outsourced CIO / manager of manager solutions along with ESG solutions and alternatives.
  • Communicate Northern Trust Asset Management’s strategic and tactical asset allocation, economic and market views to plan sponsors.
  • Responsible for an individual annual revenue goal to meet team and group targets. 
  • Manage and assist the request for proposal responses and fee proposals for existing and prospective clients. 
  • Contribute to development and execution of marketing events for Asset Management. 
  • Coordinate on-going relationships with 3rd party field consultants, making them aware of our investment capabilities in partnership with the Consultant Relations Team. 
  • Maintain a relationship with regional and national conference planners, engaging appropriately to provide speakership/sponsorship opportunities for Northern Trust Asset Management Partners. 
  • Maintain knowledge of investment products and services by initiating frequent contact with other financial institutions, partners and keeping abreast of laws and regulations affecting the industry. 
  • Maintain knowledge of competitor’s products and services. 
  • Expected travel – up to 60%

 

NECESSARY KNOWLEDGE AND SKILLS

  • INVESTMENT ACUMEN -  Knowledge of full range of traditional and alternative asset management solutions, including key high-priority NTAM capabilities, along with awareness of key industry trends influencing institutional investor behavior. This array of NTAM solutions includes but is not limited to: active and passively-managed fixed income; active and passively-managed equities; hedge fund and private equity solutions; multi-manager and OCIO capabilities. This knowledge is typically acquired through related work experience. 
  • REFINED COMMUNICATION SKILLS - Ability to communicate, explain, and position NTAM products and services to sophisticated institutional investors and investment consultants. Ability to differentiate NTAM solutions in a highly competitive marketplace and successfully generate revenue for Northern Trust Asset Management. 


NECESSARY QUALIFICATIONS

  • 10+ years of experience interacting with institutional investors, particularly with respect to their active asset management needs. 
  • Knowledge of areas of investment management such as fixed income and equity (active and passive), factor based investing, alternatives (private equity and hedge funds), asset allocation, ESG strategies and portfolio construction. Multi-asset class experience a positive.  
  • Strong communication and collaboration skills 
  • CFA/MBA highly preferred. 


ABOUT NORTHERN TRUST
Northern Trust provides innovative financial services and guidance to corporations, institutions and affluent families and individuals globally. With over 130 years of financial experience and nearly 20,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service. 


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 that is committed to strengthening the communities we serve!                


We recognize the value of inclusion and diversity in culture, in thought, and in experience, which is why we are honored to receive the following awards in 2021: 

  • Gender Equality Index Member, Bloomberg
  • Top Financial & Banking Company, Black EOE Journal, Hispanic Network Magazine, Professional WOMAN'S Magazine


We’d love to learn more about how your interests and experience could be a fit with one of America’s best banks and most sustainable companies! Build your career with us and apply today.

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Reasonable Accommodation
Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please email our HR Service Center or call 1-800-807-0302 (North America), +630-276-5353 (Asia Pacific), 1800-425-0333 (India), +44(0)207 982 4357 (Europe, Middle East and Africa) and let us know the nature of your request and your contact information.

Equal Employment Opportunity Statements
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    • APAC/INDIA EEO STATEMENT

      It is the policy and practice of Northern Trust to provide equal employment opportunities to all employees and applicants. Northern Trust does not discriminate on the basis of race, colour, religion or belief, nationality, ethnic or national origin, sex, marital status, sexual orientation, disability or age. All employment decisions will be made in a non-discriminatory manner in accordance with our obligations under the law and codes of practice. This includes human resources’ decisions relating to recruitment, terms and conditions of employment, transfers, promotions and access to learning and development.

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