Director of Client Development - Global Family Office; GFO

Position: 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:  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 &

Skil…