Divisional Sales Manager, Intermediary
056 Northern Trust Investments Inc
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Job summary
Northern Trust is seeking a Divisional Sales Manager (Intermediary) for the Wealth Client Group in Chicago. Lead Senior Market Leaders, oversee regional sales, and drive net revenue growth through strategic direction and strong team leadership.
You will supervise SMLs, coordinate with WCG leadership, and deploy analytics and new technologies to improve performance. This role requires extensive travel and quarterly HQ presence in Chicago.
Qualifications
- 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).
Responsibilities
- Supervise members of the sales team assuring knowledge, service and activity.
- Set expectations, monitor call activity and campaign-focused calls.
- Partner with National Sales Manager to design distribution strategy.
- Lead training to develop selling skills and effectiveness.
- Deploy business intelligence, sales analytics and new technologies (AI, CRM, phone) to improve outcomes.
- Coordinate with internal wholesalers to reach goals.
- Organize recruitment for division with National Sales Manager and Recruiting team.
- Attend industry events to engage clients and prospects.
- Identify opportunities and marketing needs to drive adoption of NTAM capabilities.
- Report weekly activities and opportunities via Salesforce CRM.
- Be a team player aligning with leadership and budgets.
- Travel to coach SMLs at least twice yearly (four times ideal).
Skills
Education
Tools
Job description
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.
As the Divisional Sales Manager (Intermediary) – Wealth Client Group (WCG), you will you will lead all aspects of the Senior Market Leaders (SMLs) within your division of the Intermediary sales effort including, but not limited to: supervision, recruitment, and training in an effort to drive net organic revenue growth in the Intermediary channel. You will oversee, supervise, manage and develop 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.
- 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.
- 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).
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.
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).
Northern Trust is committed to working with and providing adjustments to individuals with health conditions and disabilities.
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.
We welcome applications from all backgrounds who are driven by excellence and a desire to empower clients.
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