Director of Client Development - Global Family Office (GFO)

001 The Northern Trust Company; Miami (FL); On-site; USD 131,000 - 228,000; Full time

Job summary

The Northern Trust Company seeks a Lead Market Development Officer for its Global Family Office business in the U.S. The role centers on sourcing and closing new business opportunities across investments, asset administration, banking, technology, fiduciary and other advisory solutions.

You will develop referral networks and collaborate with Northern Trust partners and regional offices while ensuring compliance with fiduciary, investment, and banking regulations.

Qualifications

• 8-10 years of trust/investment sales and/or relationship management.

Responsibilities

• Understand a broad range of products and services to target prospects focusing on trust and investment management solutions.
• Utilize business and personal contacts to identify prospective clients and advisor networks.
• Lead end-to-end sales process: identification, profiling, discovery, product positioning, differentiation, closing and onboarding.
• Research prospects' financial profiles and assess requisite product solutions.
• Develop rapport with prospects and arrange meetings to drive the sales process.
• Present bank product materials to prospective clients or designated liaison.

Skills

Sales

Relationship mgmt

Financial products

Negotiation

Education

Series 7 & 66 licenses

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.

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.

Primary Duties & Responsibilities

• Understand a broad range of products and services to target prospects focusing on trust and investment management solutions.
• Utilize business and personal contacts to identify prospective clients and advisor networks.
• Assume responsibility for leading, end to end, the sales process (identification, profiling/discovery, product positioning/differentiation, closing and onboarding).
• Research prospects' comprehensive financial profile and assess requisite product solutions.
• Develop rapport with prospects (and other influencers) and arrange meetings to drive the sales process.
• Present bank product materials to prospective client or designated liaison (e.g. attorney, CPA, investment consultant, etc.).
• Respond to various inquiries and consult internal partners across Northern Trust business units for additional product/service information when necessary.
• Develop and maintain 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.
• Initiate and follow through on any request for loan, checking, or savings account services by contacting banking and operations areas as appropriate.
• Maintain periodic contact with clients who may serve as references and/or referral sources.
• When requested, cross-sell relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank.
• Set personal sales goals with manager based on sales history and product knowledge.
• Assist the GFO Regional Managing Director with market strategy, competitor analysis and other development needs.
• Represent Northern Trust’s Global Family Office at relevant prospect/COI events.
• Establish strong working relationship and collaborate with other international teams across the enterprise.
• Provide referrals to other wealth strategists in GFO and/or Wealth Management based on where the opportunity best aligns.
• Respect and abide by risk and compliance (e.g., AML/KYC) standards and processes established by the enterprise.

Necessary Knowledge & Skills

• Knowledge of local market practices and networks to source business.
• Deep understanding of Northern Trust’s products and services across the enterprise.
• Analytical and sales skills are required to relate individual customer asset situations to specific products.
• Interactive skills are required to comprehend prospect needs and respond with the appropriate solutions.

Necessary Experience & Education

• 8-10 years of trust/investment sales and (or) relationship management.
• Prior experience in working with Single Family Offices, Private Trust Company, Private Investment Office prospects/clients preferred.
• Series 7 & 66 licenses required.

Salary Range

Salary Range: $130,530 - 228,380 USD. Salary range is a good faith estimate of base pay. Northern Trust provides a comprehensive benefits package including retirement benefits (401k and pension), health and welfare benefits (medical, dental, vision, spending accounts and disability), paid time off, parental and caregiver leave, life & accident insurance, and other voluntary and well-being benefits. Northern Trust also provides a discretionary bonus program that may include an equity component.

Work Authorization

Applicants must be authorized to work in the U.S. without the need for employment-based visa sponsorship now or in the future. Northern Trust will not sponsor applicants for U.S. work visa status for this opportunity (no sponsorship is available for H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT or any other employment-based visa).

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. 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.

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.

EEO Statements

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.