Sales manager in institutional trust

Northern Trust; Amsterdam; On-site; EUR 200,000 - 350,000; Full time

Job summary

Northern Trust ищет опытного специалиста по продажам в международном подразделении, отвечающего за привлечение крупных клиентов в Нидерландах и Европе. Вы будете предлагать широкий спектр услуг банка: глобальное хранение, сервисинг фондов, а также аутсорсинг операций и сопутствующие сервисы.

Кандидат нужен с подтвержденной историей закрытия крупных сделок в институциональном секторе, владением NL пенсионной регуляции и опытом взаимодействия на уровне CXO.

Qualifications

• Опыт в консалтинговых продажах и управлении сложными институциональными продажами, 5+ лет.
• Успешная история закрытия прибыльных контрактов (годовой доход >$1 млн, TCV >$5 млн).
• Опыт работы в секторах активов (Asset Servicing, Asset Manager, консалтинговые фирмы).
• Престижный круг контактов в asset management и asset owner секторах (пенсии, страхование).
• Опыт взаимодействия на уровне CXO и влияния на решения на всех уровнях.
• Знание европейского регуляторного окружения, включая пенсионное регулирование Нидерландов (WTP).

Responsibilities

• Развитие стратегии продаж и портфеля клиентов в регионе Европы.
• Привлечение крупных клиентов и построение конвейера продаж с целями >$1 млн годового дохода и TCV >$5 млн.
• Координация команд по сделке и работа с продуктами и службами поддержки.
• Кросс-продажи банковских продуктов: управление активами, FX, переходы, кредиты.
• Работа с клиентами на уровне CXO и развитие взаимоотношений с индустриальными агентами.
• Участие в мероприятиях, публикациях и отраслевых обзорах банка.

Skills

Consultative sales

Institutional sales process

CXO-level engagement

Dutch language

English language

Networking

Job description

Описание:

The candidate will be a Sales person in Northern Trust’s International sales division responsible for successfully winning major global custody, fund servicing, investment operations outsourcing and capital market business for prospects based in Netherlands and Europe. Specifically we would want this individual to focus on institutional asset managers and asset owners and their related books of business elsewhere globally, leading our sector strategy for the domicile.

Задачи:

This business development role will be responsible for achieving a minimum target of $4m per annum and raising the profile of Northern Trust in the target market above. Presenting the bank’s full range of multi- product capabilities – including global custody, fund servicing, investment operations outsourcing (full and or component) and associated x sell services Identifying and building a pipeline of significant prospect opportunities with primary focus being applied to profitable sales opportunities with annualised income of greater than $250k per annum, TCV $1m+ Creating and leading deal teams to work on complex and sometimes multi-faceted technical and relationship-orientated sales Working closely with senior management, local relationship management, operational and product teams throughout each prospect sale Converting prospects into significant revenue generating clients Cross-selling the bank’s other products, services and capabilities to prospective clients – including investment management, FX, Transition management and securities lending Working closely with Product Development staff and other global servicing centres to co-ordinate the development and promotion of product lines and capabilities. Promoting the bank’ capabilities as the ‘industry expert’ through round tables, conferences, media and hospitality events Writing or assisting in the writing of articles, editorials and product features about the bank’s capabilities for investment managers Providing input and direction in respect of product-specific and strategic marketing materials Liaising with consultants and the investment community to promote the bank’s name and products in Continental Europe Networking through industry contacts and events.

Требования:

Proven expertise in consultative sales methodology and managing complex institutional sales process, demonstrated over 5+ years Proven successful track record closing profitable mandates with annualised income of $1m+, TCV $5m+ Experience gained in sales position/s within an asset servicing provider and/or related financial services market participants (ie asset manager, consultancy firm etc.) Excellent rolodex of established contacts in the target asset management and asset owner sectors (ie pensions and insurance) Proven experience engaging at CXO level and ability to persuade and influence at all levels Knowledge of the European regulatory environment and issues facing both the asset management and asset owner industry Demonstrate strong expertise in Dutch pension regulation (including Wet Toekomst Pensioenen - WTP) Lead the development and expansion of Northern Trust’s insurance client segment in Continental Europe Organisation and discipline around sales communication/the sales process and managing complex/ virtual deal teams High level of presentation, written and verbal communication skills. Fluency in Dutch and English Будет плюсом: optionally German would be beneficial

Условия:

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.