Director of Client Development - Global Family Office (GFO)

About Northern Trust

As a global leader in innovative wealth management, asset servicing, asset management and banking services, Northern Trust (Nasdaq: NTRS) is proud to guide the world’s most successful individuals, families, corporations and institutions.

Since 1889, we have aligned our efforts with our three guiding Principles That Endure: Service, Expertise, and Integrity. Together, they reflect the three cornerstones of business conduct which we strive to instill in our employees, whom we call partners, and to provide to our clients and the communities we serve worldwide.

With more than 135 years of financial experience and over 24,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service.

Position Description:

Lead market development officer (sales representative) for Northern Trust’s Global Family Office business focused on U.S. based family office, business owner and private investment office client community.  Primarily responsible for sourcing and closing new business opportunities across investments, asset administration, banking, technology, fiduciary and other advisory solutions.  Establishes a productive referral source network to include key external advisors, Northern Trust partners and regional offices, and across Northern’s existing GFO regional clients.  Reports directly to GFO Head of Client Development as a senior member of the sales and advisory team.

For more information on Northern Trust’s Global Family Office business:  http://www.northerntrust.com/familyoffice

Primary Duties & Responsibilities:

• Understands and positions a broad range of products and services to target prospects focusing on trust and investment management solutions.

• Utilizes business and personal contacts to identify prospective clients and advisor networks.

• Assumes responsibility for leading, end to end, the sales process (identification, profiling/discovery, product positioning/differentiation, closing and onboarding)

• Researches prospects' comprehensive financial profile and assesses requisite product solutions.

• Develops rapport with prospects (and other influencers) and arranges meetings to drive the sales process.

• Presents bank product materials to prospective client or designated liaison (e.g. attorney, CPA, investment consultant, etc.).

• Responds to various inquiries and consults internal partners across Northern Trust business units for additional product/service information when necessary.

• Develops and maintains an understanding of and respects all applicable local laws and regulations pertaining to fiduciary, investment, banking and other services to ensure the compliance of relationship servicing and solicitation activities.

• Initiates and follows through on any request for loan, checking, or savings account services by contacting banking and operations areas as appropriate.

• Maintains periodic contact with clients who may serve as references and/or referral sources.

• When requested, cross-sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank.

• Sets personal sales goals with manager based on sales history and product knowledge.

• Assists the GFO Regional Managing Director with market strategy, competitor analysis and other development  needs.

• Represents Northern Trust’s Global Family Office at relevant prospect/COI events.

• Establishes strong working relationship and collaborates with other international teams across the enterprise.

• Provides referrals to other wealth strategists in GFO and/or Wealth Management based on where the opportunity best aligns.

• Respects and abides by risk and compliance (e.g., AML/KYC)  standards and processes established by the enterprise.

Necessary Knowledge & Skills:

• Knowledge of local market practices and networks to source business.

• Deep understanding of Northern Trust’s products and services across the enterprise.  

• Analytical and sales skills are required to relate individual customer asset situations to specific products.

• Interactive skills are required to comprehend prospect needs and respond with the appropriate solutions.

Necessary Experience & Education:

• 8-10 years of trust/investment sales and (or) relationship management.

• Prior experience in working with Single Family Offices, Private Trust Company, Private Investment Office prospects/clients preferred.

• Series 7 & 66 licenses required

Salary Range:

$130,530 - 228,380 USD

Salary range is a good faith estimate of base pay. Northern Trust provides a comprehensive benefits package including retirement benefits (401k and pension), health and welfare benefits (medical, dental, vision, spending accounts and disability), paid time off, parental and caregiver leave, life & accident insurance, and other voluntary and well-being benefits. Northern Trust also provides a discretionary bonus program that may include an equity component.

Work Authorization

Applicants must be authorized to work in the U.S. without the need for employment-based visa sponsorship now or in the future. Northern Trust will not sponsor applicants for U.S. work visa status for this opportunity (no sponsorship is available for H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT or any other employment-based visa).

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 committed to an inclusive workplace and assisting the communities we serve.

Philanthropy is deeply rooted in Northern Trust’s history and is an essential element of our culture. Employees around the world give their time and talent to work for the greater good of their communities.

Reasonable Accommodation

Northern Trust is committed to working with and providing adjustments to individuals with health conditions and disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at [email protected], or alternatively you can discuss your individual requirements with the recruiter you are working with.