Divisional Sales Manager, Intermediary

Divisional Sales Manager (Intermediary) – Wealth Client Group (WCG)

Northern Trust is seeking a dedicated professional to lead the Senior Market Leaders (SMLs) within the Intermediary sales effort. The role focuses on driving organic revenue growth, supervising a regional sales team, and partnering with leadership to execute distribution strategies.

• Supervise and train the sales team to maintain high levels of knowledge, service, and activity.
• Set expectations, implement activity standards, and monitor call activity (inbound, outbound, and campaign-focused).
• Collaborate with the National Sales Manager and WCG Leadership to design and execute distribution strategy.
• Lead training initiatives to enhance selling skills, professionalism, and effectiveness.
• Deploy business intelligence, sales analytics, and new technologies (e.g., AI capabilities, CRM, telephone systems) to continuously improve performance.
• Ensure effective partnership between external wholesalers (SMLs) and internal wholesalers (Market Associates).
• Organize recruitment for the division, working with internal recruiting teams.
• Represent Northern Trust at industry conferences/events and evaluate direct reports’ performance.
• Identify implementation opportunities and marketing/collateral needs to drive adoption of NTAM’s capabilities.
• Report weekly activities and opportunities via  CRM and maintain consistent communication with WCG leadership.
• Manage division’s training and education (T&E) budgets.
• Travel to observe and coach SMLs at least twice a year, aiming for four sessions annually.

• Bachelor’s degree required.
• NASD Series 7, 24, 63, and 65 licenses required.
• MBA, CIMA, CFP, and/or CFA certification preferred.
• 10+ years of intermediary experience with a distributor of ETFs, mutual funds, SMA, etc.
• 3+ years of management experience with a distributor of ETFs, mutual funds, SMA, etc.
• Proven implementation of competitive analytics and high adoption of new technologies.
• Exceptional verbal, written, and sales presentation skills.
• High energy, motivation, and commitment to excellence.
• Strong teamwork and collaboration skills.
• Must be present in Chicago HQ office at least once per quarter.
• Clean U-4 background check required.

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

Northern Trust is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, national origin, gender, sexual orientation, disability, or any other protected characteristic. All employment decisions are made in a non‑discriminatory manner in accordance with applicable laws and regulations.