Divisional Sales Manager, Intermediary

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.

As the Divisional Sales Manager (Intermediary) – Wealth Client Group (WCG), you will you will lead all aspects of the Senior Market Leaders (SMLs) within your division of the Intermediary sales effort including, but not limited to: supervision, recruitment, and training in an effort to drive net organic revenue growth in the Intermediary channel. You will oversee, supervise, manage and develop regional sales team.

You will partner with the WCG Leadership group to support the firm’s sales and service initiatives, ensuring the regional sales team has the appropriate levels of knowledge, service, professionalism and activity. You will supervise and conduct performance reviews, manage career development processes, and disciplinary actions to ensure the division meets and exceeds their sales goals.

• Supervise members of the sales team assuring appropriate levels of knowledge, service and activity.
• Set expectations, implement activity standards and monitor call activity, including inbound, outbound and campaign-focused calls.
• Partner with National Sales Manager and WCG Leadership to design and implement distribution strategy.
• Spearhead training effort to develop selling skills, professionalism and effectiveness.
• Partner effectively to deploy business intelligence, sales analytics, and new technologies (including AI capabilities, CRM system, telephone system, etc.) to continuously improve and evolve.
• Ensure external wholesaling team (SMLs) partner effectively within WCG, and especially with their respective internal wholesalers (Market Associates), to achieve our collective goals.
• Organize all aspects of recruiting for your division (SMLs), partnering with National Sales Manager and NTAM’s internal Recruiting team.
• Attend industry conferences/events to directly engage with our clients and prospects, as well as, observe and evaluate your direct reports.
• Identify implementation opportunities and marketing/collateral needs, that will help drive adoption and usage of NTAM’s capabilities.
• Report weekly activities, accomplishments, and opportunities through the  CRM, as well as, interact on a consistent bases with WCG leadership.
• Be a contributing member of a team that thrives on partnership, innovation, and execution.
• Manage division’s T&E budgets.
• Travel to observe and coach your SMLs at least twice a year with a goal of four times a year.

• BA/BS degree required.
• NASD Series 7, 24, 63 and 65 required.
• MBA, CIMA, CFP and/or CFA certification preferred.
• 10+ years of intermediary experience with an established ETF, mutual fund, SMA, etc. distributor.
• 3+ years of management experience, preferably with an established ETF, mutual fund, SMA, etc. distributor.
• Proven understanding and implementation of competitive analytics and analysis and a high adoption rate to new technologies.
• Exceptional verbal, written and sales presentation skills.
• High energy, motivated…