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Senior Relationship Manager – Securities Lending

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Investment Management
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19029 Requisition #
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Who we are

For more than a century, Northern Trust has worked hard building our legacy of outstanding service, expertise, and integrity. From a Chicago-based bank founded in 1889, we now have more than 20 international locations and 16,500 employees globally. We serve the world’s most-sophisticated clients – from sovereign wealth funds and the wealthiest individuals and families to the most-successful hedge funds and corporate brands.

 

Northern Trust’s international business has grown dramatically over the last decade. Some of our largest clients are located in Asia and Australia, which represents a rapidly growing client base for the company. Since 1986, we have been serving clients in Asia-Pacific (APAC), including corporate pension funds, investment managers, insurance companies, government agencies, family offices and corporations. Our intricate understanding of the region allows us to provide unique insights and strategic perspectives to our clients. Currently, we have client offices in Beijing, Hong Kong, Melbourne, Singapore, Seoul, Tokyo and Kuala Lumpur.

 

What we do

We burnished our reputation as a global leader delivering innovative investment management, asset and fund administration, fiduciary and banking solutions enabled by sophisticated, leading technology. And through it all, we continually laid a solid, forward-looking foundation on which future generations can continue growing and achieving greater.

 

What you will do

As the sole Sales & Relationship Manager for Securities Lending in Northern Trust’s Australia business, you will be responsible for building and nurturing strategic relationships that are critical to our success in the region.  You will act as the technical / industry expert, and as the key consultant to senior client contacts.

 

  1. Acts as relationship manager and consultant to senior contacts for a number of APAC relationships, and as the sales manager responsible for growth of your client base in your assigned region. Manages client profitability, understands the competitive environment and anticipates and identifies opportunities; develops pricing strategies, and works with the relevant teams to enhance client profitability.
  2. 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. 
  3. Educates clients on emerging issues, regulatory and other changes, and the general environment impacting securities lending. Translates the impact on client activities and how it relates to current and future services. 
  4. Anticipates or creates opportunities for enhancing existing client relationships through new products or services or increased consulting activities.  Cross sells relevant Capital Markets and other bank products/services. Recommends new services and products with an awareness of organizational implication of these decisions 
  5. Coordinates presentations, brings in experts when appropriate, closes the sale, communicates emerging needs and ensures smooth delivery of new services.  Leads the development of new solutions to client needs coordinating with others across the business. 
  6. Acts as the technical/industry expert in managing the delivery of securities lending services, analyzing client needs, recommending improvements, and assessing the impact of any newly recommended or additional services. 

 

Your Knowledge/Skills:

  • Knowledge of securities lending services and business segment-specific issues usually acquired through work experience is required to manage complex 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, leadership, delegation, and sales are necessary to service the client relationship.
  • Significant experience in financial servicing; the core part of this in trust and asset services, preferably within securities lending services.

 

As of March 31, 2019, Northern Trust Corporation had:

  • $10.9 trillion in assets under custody/administration
  • $8.2 trillion in assets under custody
  • $1.2 trillion in assets under management
  • $122 billion in banking assets

 

Northern Trust is an equal opportunity employer. We aim for excellence in our efforts to recruit, develop and deploy the highest caliber workforce. Our commitment and success to a diverse workforce is evident in employee satisfaction and industry acknowledgment. For a list of all our achievements please click here.

 

For a private discussion please contact Gez Williams on +61 3 9935 8204. 

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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), +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
  • APAC EEO Statement
    • APAC 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.

  • Canada EEO Statement
    • Canada EEO STATEMENT

      Northern Trust is an Equal Opportunity Employer. Hiring and other employment decisions at Northern Trust are made without regard to race, colour, religion, sex, ancestry, national origin, ethnic origin, age, disability, citizenship, veteran status, sexual orientation, record of offences, marital status, family status, or any other characteristic protected by federal, provincial, or local law, regulation, or ordinance.

  • EMEA EEO Statement
    • EMEA 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.

  • USA EEO Statement
    • USA EEO STATEMENT

      It is the policy of The Northern Trust Company to afford equal opportunity in all phases of employment without regard to an individual's age, race, color, religion, creed, gender, national origin, citizenship status, marital status, pregnancy, sexual orientation, gender identity, gender expression, genetic tests and information, physical or mental disability, protected veteran status or any other legally protected status. EEO poster (U.S.)EEO is Law Poster Supplement