Wealth Strategist

Northern Trust; Phoenix (AZ); On-site; USD 85,000 - 120,000; Full time

Job summary

Northern Trust is seeking a skilled trust sales professional in the Phoenix area to drive sales of trust products and cultivate relationships with clients and professionals, including attorneys and CPAs. The role emphasizes understanding fiduciary services and tailoring solutions to client needs.

Ideal candidates will have 3–5 years of trust sales or trust relationship management experience and be authorized to work in the U.S.

Qualifications

• Knowledge of fiduciary products and services (e.g. personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate planning).
• Analytical and sales skills are required to relate individual customer asset situations to specific products.

Responsibilities

• Sells bank products and services to individuals focusing on trust products.
• Cultivates existing bank clients and internal/external contacts to identify prospective clients.
• Researches prospect's financial picture and possible needs to determine how to best provide service.
• Composes letters to prospective clients and follows up with calls to arrange meetings.
• Presents bank product materials to prospective client or liaison (e.g., attorney, CPA).
• Consults with clients and their attorneys on the benefits of estate planning products/services.

Skills

Trust sales

Relationship management

Prospect analysis

Sales skills

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.

Major Duties

• 1. Sells bank products and services to individuals focusing on trust products.
• 2. Cultivates existing bank clients as well as internal and external business and personal contacts to identify and develop prospective clients.
• 3. Researches prospect''s financial picture and possible needs to determine how to best provide service.
• 4. Composes letters to prospective clients and follows up with telephone calls to arrange meetings.
• 5. Presents bank product materials to prospective client or designated liaison (e.g. attorney, CPA, etc.).
• 6. Responds to questions, consulting bank partners for additional product/service information when necessary. Conducts additional prospect analysis to further determine services.
• 7. Consults with clients and their attorneys on the benefits of estate planning products/services. Analyzes property/assets and develops alternatives (e.g. creation of living or insurance trusts).
• 8. Consults with clients and their attorneys to determine appropriate plans for estate taxes. Utilizes knowledge of inheritance, gift, income, and estate taxes to sell services to clients.
• 9. Summarizes account assets to determine eligibility, qualifications, and tax classification.
• 10. Maintains current in-depth knowledge of a full range of trust-oriented services (e.g. personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate and tax planning).
• 11. Initiates and follows through on any request for loan, checking, or savings account services by contacting banking and operations areas as appropriate.
• 12. Develops a perspective on individual client situations to use as a vehicle for selling products.
• 13. Maintains periodic contact with client and acts as a liaison between the client and the rest of the bank for various activities (e.g. setting up accounts, facilitating transactions).
• 14. Cross sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank.
• 15. Sets personal sales goals with manager based on sales history and product knowledge.

Knowledge :Knowledge of fiduciary products and services (e.g. personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate planning), including fee structures and documentation, acquired through work experience is required to respond to issues that arise during sales calls.

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.

Experience :3-5 years of trust sales or trust relationship management.

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.

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.