Sales Manager, Institutional Trust

084 NT Gbl Svcs SE, Netherlands Branch; Amsterdam; On-site; EUR 200,000 - 245,000; Full time

Job summary

Northern Trust seeks a high‑performing Sales professional to lead institutional growth from the Netherlands and Continental Europe. You will manage multi‑product opportunities including global custody, fund servicing and related services, building pipelines and leading deal teams.

You will engage CXO level stakeholders, collaborate with product and servicing centers, and cross‑sell asset management, FX, and transition services to create significant revenue for the bank.

Qualifications

• Proven consultative sales methodology and complex institutional sales process experience.
• Track record closing profitable mandates with large annualized income.
• Experience engaging CXO level and influencing at all levels.

Responsibilities

• Present multi‑product capabilities: global custody, fund servicing, and investment operations outsourcing.
• Identify and build a pipeline with annualized income > $250k and TCV > $5m.
• Lead deal teams on complex, multi‑faceted sales and coordinate with senior management and product teams.
• Convert prospects into significant revenue‑generating clients and cross‑sell services.
• Collaborate with Product Development and global servicing centers to promote capabilities.

Skills

Consultative sales

Institutional sales process

CXO engagement

Regulatory knowledge (EU/Dutch)

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.

The key responsibilities of the role include:

• 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

The successful candidate will benefit from having: 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 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. Looking for greater? You found it. A global financial leader with more than 22,000 employees in 23 locations worldwide, Northern Trust empowers our employees to achieve more than just business goals. Our focus on work-life balance, career mobility and unique opportunities are just a few of the reasons we’ve been named one of the world’s most admired companies.

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.)

EEO Know Your Rights (U.S.)