Senior Sales Rep, Institutional Trust

About Northern Trust:
Northern Trust, a Fortune 500 company, is a globally recognized, award-winning financial institution that has been in continuous operation since 1889.
Northern Trust is proud to provide innovative financial services and guidance to the world's most successful individuals, families, and institutions by remaining true to our enduring principles of service, expertise, and integrity. With more than 130 years of financial experience and over 22,000 partners, we serve the world's most sophisticated clients using leading technology and exceptional service.
Summary
Responsible for selling institutional trust, capital markets, liquidity and banking products and services to prospective clients including asset managers, corporations, institutions, and consultants, producing fee revenue and net interest income for the bank. Identifies new prospects by researching the potential client , and by applying product and market knowledge, to introduce solutions that meet client needs. Makes tailored sales presentations to large and complex clients utilizing knowledge of the client as well as the bank's relevant products and services.
Major Duties
• Sells institutional trust solutions to prospective clients including asset managers, corporations, institutions, and consultants, producing fee revenue and net interest income for the bank.
• Acts as the technical expert on the bank's products and services as they relate to the competitive aspects of the institutional trust marketplace including specialized investment vehicle types, data management, middle office, capital markets and liquidity solutions.
• Identifies new prospects by researching potential needs and prioritizing and producing a sales plan.
• Utilizes knowledge of bank's products and services to analyze client's needs and recommend solutions that would enhance the client's productivity, profitability or reduce risk.
• Creates tailored sales presentations to large and complex clients utilizing knowledge of the bank's solutions and the client's needs.
• Oversees the request for proposal responses and fee proposals for prospective clients.
• Utilizes knowledge to analyze client's data needs and operating model to recommend solutions that can enhance or transform the operating model in such a way as to drive greater efficiency, returns and risk management.
• 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.
• Maintains on-going relationship with consultants, making them aware of the bank's unique solutions and position in the market.
• Maintains thorough knowledge of industry solutions by initiating frequent contact with personal networks, financial or competitor institutions, partners, and keeping abreast of laws and regulations affecting the industry.
• Promotes bank and its products through industry conferences and periodicals as an attendee, speaker, or interviewee.
Knowledge/Skills
Deep knowledge of products, services and solutions, such as front, middle & back-office solutions, including data management, capital markets offerings and liquidity solutions, usually acquired through related work experience, is required to analyze client needs and make recommendations. Presentation skills and the ability to communicate and sell the bank's products and services are required to generate client sales. Knowledge of accounting and investments are required to analyze client needs and recommend products and services. Negotiation skills are necessary to respond to fee proposals.
Salary range: $175,000 + Commission - Salary range is an estimate of base pay and will be evaluated based off experience and location. Northern Trust provides a comprehensive benefits package, including retirement and pension plan contributions, health and welfare benefits, paid time off, parental and caregiver leave, life insurance, and other wellbeing benefit.
Experience Required
Minimum of 7 years of financial sales experience.
Knowledge of US Mutual Funds/40 ACT
Working with Us:
As a Northern Trust partner, greater achievements await. You will be part of a flexible and collaborative work culture in an organization where financial strength and stability is an asset that emboldens us to explore new ideas.
Movement within the organization is encouraged, senior leaders are accessible, and you can take pride in working for a company committed to assisting the communities we serve! Join a workplace with a greater purpose.
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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 sustainable companies! Build your career with us and apply today. #MadeForGreater
Reasonable accommodation
Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at [email protected].
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.