Client Executive, Firm to Firm, Wealth Management

Summary:
The Firm-To-Firm practice establishes strategic partnerships with firms and delivers wealth management services to key executives and emerging leaders through company sponsored Financial Wellness programs. Manages and cultivates a client base comprised of existing and high potential corporate relationships with strategic wealth management programs. Has ultimate responsibility for the retention and growth of assigned client group across Northern Trust. Establishes oneself in a given marketplace and is involved in defined prospecting. The Client Executive provides client-specific advice-driven solutions that solidify current relationships while exploring and capturing additional opportunities.
Major Duties:
1. Manages corporate firm to firm relationships. Key point of contact for senior executives and client and prospect firms. Evaluates, designs, implements and oversees clients' total relationship plan. Ultimate responsibility for all aspects of the relationship.
2. Reviews individual client relationships to determine the banking, trust and investment needs of clients; anticipates and creates opportunities for enhancing these client relationships.
3. Places emphasis on relationship building and participates in development of new solutions to client needs, brings in experts when appropriate, and closes the sale. Ensures smooth delivery of new services and communicates emerging needs.
4. Initiates regular, ongoing dialogue with clients.
5. Manages client profitability. Understands competitive environment and anticipates opportunities. Develops pricing strategies and works with team to enhance profitability.
6. Coordinates/leads Northern Trust wide relationship reviews in order to develop client-specific strategic relationship plans and assess progress in meeting the goals set forth in the plans.
7. Interacts with and involves bank senior management in reporting client servicing activities/issues. Provides management with defined reports highlighting client profitability, contribution and any servicing gaps. Escalates issues appropriately.
8. Participates in new business efforts and defined prospecting within a given marketplace.
9. Provides input regarding team members' performance with respect to their overall contribution to team results.
Knowledge/Skills:
• General knowledge of Wealth Management offerings
• Broad knowledge of Northern Trust, industry issues and a strong understanding of the marketplace clients, prospects and competitors.
• Demonstrated proficiency in Interpersonal and sales skills necessary to service the client relationship.
• Excellent oral and written communication skills
• In-depth Functional / Industry Knowledge
Experience Required:
• 10 - 15 years of experience in relationship management, new business development and client servicing.
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About The Northern Trust Institute
The Northern Trust Institute is a research center dedicated to advising high and ultra-high net worth individuals and families. More than 175 experts collaborate across more than 40 areas of expertise to analyze behavioral patterns and identify the strategies that have been most effective for our clients - bringing the breadth and depth of our firm to each unique situation. The resulting insights position you to take action with confidence and achieve optimal outcomes with your wealth.
About Northern Trust Wealth Management
Northern Trust Wealth Management offers holistic wealth management services for affluent individuals and families, family offices, foundations and endowments, and privately held businesses. It is recognized for its innovative technology, service excellence and depth of expertise, with $351.4 billion in assets under management as of December 31, 2022. The Northern Trust Company is an Equal Housing Lender. Member FDIC.
About Northern Trust
Northern Trust Corporation (Nasdaq: NTRS) is a leading provider of wealth management, asset servicing, asset management and banking to corporations, institutions, affluent families and individuals. Founded in Chicago in 1889, Northern Trust has a global presence with offices in 25 U.S. states and Washington, D.C., and across 23 locations in Canada, Europe, the Middle East and the Asia-Pacific region. As of December 31, 2022, Northern Trust had assets under custody/administration of US$13.6 trillion, and assets under management of US$1.2 trillion. For more than 130 years, Northern Trust has earned distinction as an industry leader for exceptional service, financial expertise, integrity and innovation. Follow us on Twitter @NorthernTrust and on LinkedIn.