Sales Manager, Institutional Trust

This business development role will be responsible for achieving a minimum target of $4m per annum and raising the profile of Northern Trust in the target market above.

• 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: