CAREERS

Senior Sales Representative, Institutional Trust

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Institutional Trust
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85503 Requisition #

About Northern Trust:

Northern Trust provides innovative financial services and guidance to corporations, institutions and affluent families and individuals globally. With 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 Forbes ranked us the top employer for Diversity in 2018.

We’d love to learn more about how your interests and experience could be a fit with one of the world’s most admired and ethical companies. Build your career with us and apply today!

  • Want to learn more about our company? Visit www.northerntrust.com
  • We are a leading global financial institution- Click here to check out our company accolades!   

 

The Role

The candidate will be a Senior Sales person in Northern Trust’s EMEA sales division responsible for successfully winning major global custody, fund servicing, investment operations outsourcing and capital market business for prospects based in Switzerland.  Specifically we would want this individual to focus on institutional asset managers and asset owners domiciled in Switzerland and their related books of business elsewhere globally, leading our sector strategy for the domicile.

The key responsibilities of the role include:

This business development role will be responsible for achieving a minimum target of $4m per annum and raising the profile of Northern Trust in the target market above.

  • Sales :
    • Presenting the bank’s full range of multi- product capabilities  – including global custody, fund servicing, investment operations outsourcing (full and or component)  and associated x sell services
    • Identifying and building a pipeline of significant prospect opportunities with primary focus being applied to profitable sales opportunities with annualised income of greater than $250k per annum, TCV $1m+
    • Creating and leading deal teams to work on complex and sometimes multi-faceted technical and relationship-orientated sales
    • Working closely with senior management, local relationship management, operational and product teams throughout each prospect sale
    • Converting prospects into significant revenue generating clients
    • Cross-selling the bank’s other products, services and capabilities to prospective clients – including investment management, FX, Transition management and securities lending
    • Working closely with Product Development staff and other global servicing centres to co-ordinate the development and promotion of product lines and capabilities.
  • Marketing :
    • Promoting the bank’ capabilities as the ‘industry expert’ through round tables, conferences, media and hospitality events
    • Writing or assisting in the writing of articles, editorials and product features about the bank’s capabilities for investment managers
    • Providing input and direction in respect of product-specific and strategic marketing materials
    • Liaising with consultants and the investment community to promote the bank’s name and products in Switzerland
    • Networking through industry contacts and events.

Qualifications

The successful candidate will benefit from having:

    • Proven expertise in consultative sales methodology and managing complex institutional sales process, demonstrating extensive experience in this area.
    • Proven successful track record closing profitable mandates with annualised income of $1m+, TCV $1m+
    • Experience gained in senior sales position/s within an asset servicing provider and/or related financial services market participants (i.e. asset manager, consultancy firm etc.)
    • Excellent rolodex of established contacts in the target Swiss asset management and asset owner sectors (i.e. pensions and insurance)
    • Proven experience engaging at CXO level and  ability to persuade and influence at all levels
    • Knowledge of the European regulatory environment and issues facing both the  asset management and asset owner industry
    • Organisation and discipline around sales communication/the sales process and managing complex/ virtual deal teams
    • High level of presentation, written and verbal communication skills.

 

Working with Us:

We’d love to learn more about how your interests and experience could be a fit with one of the world’s most admired and ethical companies. In return, we will support you with your personal and career goals in a number of ways:

Financial – Life Assurance, Disability Plan, Pension/ Gratuity, Annual Pay Review

Work Life Balance – Flexible Work Options, Incremental Annual Leave, Community Volunteer Days

Health & Wellbeing – Private Medical Insurance, Active Sports & Social clubs (lunchtime and after-work groups), Employee Assistance Program

Professional Development – Clear Career Path, Education Assistance, Recognition Programme, NT University (wide range of online, virtual & in-house training options) and employee-led Business Resource Councils dedicated to diversity and inclusion initiatives.

 

And Finally

We hope you’re excited about the role and the opportunity to work with us.

We value an inclusive workplace and understand flexibility means different things to different people.

Apply today and talk to us about your flexible working requirements and together we can achieve greater.

 

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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
  • APAC/India EEO Statement
    • 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