CAREERS

Senior Sales Representative – Institutional Trust, Private Equity Segment

📁
Institutional Trust
📅
90886 Requisition #

Senior Sales Representative – Institutional Trust, Private Equity Segment

SUMMARY

Responsible for selling private equity fund administration and related institutional products and services to prospective clients, and the consultants that support them. Manages a sales territory, produces and maintains a sales plan, identifies and qualifies new prospects and manages internal and external aspects of the sales process, including customized presentations and pricing, resulting in successful outcomes. Generates revenue to meet or exceed a stated target on an annual basis.

MAJOR DUTIES

1. Identifies new prospects by researching potential prospects, prioritizing and producing a sales plan within a defined sales territory.

2. Builds and maintains strong relationships with prospects and industry stakeholders, making them aware of the bank’s products and services.

3. Sells fund administration and related institutional trust products and services to prospective private equity company clients producing fee revenue for the bank.

4. Qualifies opportunities based on knowledge of the bank’s products and services and the prospect requirements, budget, timing.

5. Acts as a technical expert on the bank’s relevant products and services and / or leverages other internal subject matter experts as required during the sales process.

6. Overseas the RFP process, fee model generation and approval process, and makes customized sales presentations to prospective clients.

7. Cross sells the bank’s products and services to clients, involving other partners as appropriate by understanding all aspects of a client’s relationship with the bank.

8. Maintains thorough knowledge of industry requirements, trends and regulations and by utilizing available resources including internal partners, external consultants and industry organizations.

9. Promotes bank and its products through industry conferences and periodicals as an attendee, speaker, or interviewee.

KNOWLEDGE / SKILLS

- Knowledge of fund administration and related institutional trust products and services usually acquired through related work experience is required to analyze client needs and make recommendations.

- Writing and presentation skills and the ability to communicate and sell the bank’s products and services are required to generate client sales.

- The ideal candidate will possess an understanding of the fund administration needs of private equity clients in order to analyze and recommend products and services.

- Negotiation skills are necessary to manage the proposal process.

EXPERIENCE REQUIRED

A minimum of 10 years of fund administration industry experience and a minimum of 5 years of experience selling within the fund administration market, preferably directly to private equity firms.

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.

  • 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