Sales Manager, Institutional Trust

Northern Trust Corp; Amsterdam; On-site; EUR 140,000 - 200,000; Full time

Job summary

Northern Trust's International sales division seeks a seasoned sales professional to win global custody, fund servicing, and related financial services for prospects in the Netherlands and across Europe.

The role targets institutional asset managers and asset owners, building a robust pipeline, leading deal teams on complex opportunities, and coordinating with product, servicing and relationship teams to convert prospects into revenue.

Qualifications

• Proven expertise in consultative sales methodology and managing complex institutional sales process.
• Track record closing profitable mandates with annualised income of $1m+, TCV $5m+.
• Experience in asset servicing or related financial services.
• Strong rolodex in asset management/asset owner sectors.
• Experience engaging at CXO level.
• Knowledge of European regulatory environment in asset management.
• Expertise in Dutch pension regulation (WTP).
• Lead development of Northern Trust’s insurance client segment in Continental Europe.
• Sales communication and management of complex/virtual deal teams.
• Fluent in Dutch and English; German helpful.

Responsibilities

• 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.
• Sales: Presenting the bank’s full range of multi-product capabilities – including global custody, fund servicing, investment operations outsourcing and cross-sell services.
• Identifying and building a pipeline of significant prospect opportunities with annualised income of >$250k, TCV $1m+.
• Leading deal teams on complex and relationship-oriented sales efforts.
• Collaborating with senior management and product teams across regions.
• Converting prospects into revenue-generating clients.
• Cross-selling investment management, FX, transition management and securities lending.
• Coordinating with Product Development and global servicing centres to promote capabilities.
• Marketing the bank as an industry expert through events and thought leadership.
• Drafting marketing materials and liaising with consultants to promote NT in Europe.

Skills

Consultative sales

Deal closing

Asset servicing

CXO engagement

EU regulation

Dutch pension reg (WTP)

Insurance segment

Sales process

Networking

Dutch & English

Job description

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.

Role/Department

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.

Key Responsibilities

• 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.
• Sales: 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.
• Marketing: 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.

Skills/Qualifications

• 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, optionally German would be beneficial

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

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 [e-mail], or alternatively you can discuss your individual requirements with the recruiter you are working with.

Terms and Conditions

Candidate Privacy Notice | California Applicant Privacy Notice | Pay Transparency | Nondiscrimination Provision (U.S) | Transparency in Coverage Disclosure – North America | Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please email our HR Service Center or call 1-800-807-0302 (North America), [phone] (Asia Pacific), 1800-425-0333 (India), [phone] (Europe, Middle East and Africa) and let us know the nature of your request and your contact information.

APAC/INDIA EEO STATEMENT

It is the policy and practice of Northern Trust to provide equal employment opportunities to all employees and applicants. Northern Trust does not discriminate on the basis of race, colour, religion or belief, nationality, ethnic or national origin, sex, marital status, sexual orientation, disability or age. All employment decisions will be made in a non-discriminatory manner in accordance with our obligations under the law and codes of practice. This includes human resources’ decisions relating to recruitment, terms and conditions of employment, transfers, promotions and access to learning and development.

Canada EEO STATEMENT

Northern Trust is an Equal Opportunity Employer. Hiring and other employment decisions at Northern Trust are made without regard to race, colour, religion, sex, ancestry, national origin, ethnic origin, age, disability, citizenship, veteran status, sexual orientation, record of offences, marital status, family status or any other characteristic protected by federal, provincial, or local law, regulation, or ordinance.

EMEA EEO STATEMENT

It is the policy and practice of Northern Trust to provide equal employment opportunities to all employees and applicants. Northern Trust does not discriminate on the basis of race, colour, religion or belief, nationality, ethnic or national origin, sex, marital status, sexual orientation, disability or age. All employment decisions will be made in a non-discriminatory manner in accordance with our obligations under the law and codes of practice. This includes human resources’ decisions relating to recruitment, terms and conditions of employment, transfers, promotions and access to learning and development.

USA EEO STATEMENT

It is the policy of The Northern Trust Company to afford equal opportunity in all phases of employment without regard to an individual's age, race, color, religion, creed, gender, national origin, citizenship status, marital status, pregnancy, sexual orientation, gender identity, gender expression, genetic tests and information, physical or mental disability, protected veteran status or any other legally protected status. EEO Know Your Rights (U.S.)