Divisional Sales Manager, Intermediary

Northern Trust; Chicago (IL); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Discretionary bonus program

Job summary

Northern Trust is seeking a Divisional Sales Manager (Intermediary) for Wealth Client Group to lead Senior Market Leaders across the division. You will supervise, recruit, train, and evaluate performance while partnering with WCG leadership to advance sales initiatives, analytics, and technology adoption.

This role requires engaging with internal teams and external clients at a strategic level. You will travel to coach SMLs, manage budgets, and ensure the division meets ambitious revenue growth

Qualifications

• BA/BS degree required.
• 10+ years intermediary experience with ETF, mutual fund, SMA, or similar distributor.
• 3+ years management experience in a related distributor role.
• NASD Series 7, 24, 63 and 65 required.
• MBA, CIMA, CFP and/or CFA certification preferred.

Responsibilities

• Supervise Senior Market Leaders (SMLs) within the Intermediary division and oversee recruitment, training, and performance reviews.
• Design and implement distribution strategies in collaboration with leadership.
• Lead training to improve selling skills, professionalism, and effectiveness.
• Partner with sales leadership to deploy analytics and new technologies to drive adoption of NTAM capabilities.
• Travel to observe and coach SMLs, with quarterly in-person engagements.

Skills

Leadership & people management

Strategic sales leadership

Forecasting & analytics

Communication skills

Team collaboration

Education

BA/BS degree

MBA/CIMA/CFP/CFA preferred

Tools

Salesforce

CRM systems

Job description

As the Divisional Sales Manager (Intermediary) – Wealth Client Group (WCG), you will lead all aspects of the Senior Market Leaders (SMLs) within your division of the Intermediary sales effort including supervision, recruitment, and training to drive net organic revenue growth in the Intermediary channel. You will oversee, supervise, manage and develop the regional sales team. You will partner with the WCG Leadership group to support the firm’s sales and service initiatives, ensuring the regional sales team has the appropriate levels of knowledge, service, professionalism and activity. You will supervise and conduct performance reviews, manage career development processes, and disciplinary actions to ensure the division meets and exceeds their sales goals.

Primary Duties

• Supervise members of the sales team assuring appropriate levels of knowledge, service and activity.
• Set expectations, implement activity standards and monitor call activity, including inbound, outbound and campaign-focused calls.
• Partner with National Sales Manager and WCG Leadership to design and implement distribution strategy.
• Spearhead training effort to develop selling skills, professionalism and effectiveness.
• Partner effectively to deploy business intelligence, sales analytics, and new technologies (including AI capabilities, CRM system, telephone system, etc.) to continuously improve and evolve.
• Ensure external wholesaling team (SMLs) partner effectively within WCG, and especially with their respective internal wholesalers (Market Associates), to achieve our collective goals.
• Organize all aspects of recruiting for your division (SMLs), partnering with National Sales Manager and NTAM’s internal Recruiting team.
• Attend industry conferences/events to directly engage with our clients and prospects, as well as, observe and evaluate your direct reports.
• Identify implementation opportunities and marketing/collateral needs, that will help drive adoption and usage of NTAM’s capabilities.
• Report weekly activities, accomplishments, and opportunities through the Salesforce.com CRM, as well as, interact on a consistent bases with WCG leadership.
• Be a contributing member of a team that thrives on partnership, innovation, and execution.
• Manage division’s T&E budgets
• Travel to observe and coach your SMLs at least twice a year with a goal of four times a year.

Required Experience/Knowledge

• BA/BS degree required
• NASD Series 7, 24, 63 and 65 required
• MBA, CIMA, CFP and/or CFA certification preferred
• 10+ years of intermediary experience with an established ETF, mutual fund, SMA, etc. distributor
• 3+ years of management experience, preferably with an established ETF, mutual fund, SMA, etc. distributor
• Proven understanding and implementation of competitive analytics and analysis and a high adoption rate to new technologies.
• Exceptional verbal, written and sales presentation skills
• High energy, motivated individual, commitment to excellence
• Ability to work in a team environment is critical
• Be present in Chicago HQ office on at least a quarterly basis (week at a time)
• Clean U-4

Salary Range

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).

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.