Director of Client Development - Global Family Office (GFO)

Northern Trust • Chicago, IL

12d

About The Position

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. For more information on Northern Trust’s Global Family Office business: http://www.northerntrust.com/familyoffice

Requirements

• 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.
• 8-10 years of trust/investment sales and (or) relationship management.
• Series 7 & 66 licenses required

Nice To Haves

• Prior experience in working with Single Family Offices, Private Trust Company, Private Investment Office prospects/clients preferred.

Responsibilities

• Understands and positions a broad range of products and services to target prospects focusing on trust and investment management solutions.
• Utilizes business and personal contacts to identify prospective clients and advisor networks.
• Assumes responsibility for leading, end to end, the sales process (identification, profiling/discovery, product positioning/differentiation, closing and onboarding)
• Researches prospects' comprehensive financial profile and assesses requisite product solutions.
• Develops rapport with prospects (and other influencers) and arranges meetings to drive the sales process.
• Presents bank product materials to prospective client or designated liaison (e.g., attorney, CPA, investment consultant, etc.).
• Responds to various inquiries and consults internal partners across Northern Trust business units for additional product/service information when necessary.
• Develops and maintains 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.
• Initiates and follows through on any request for loan, checking, or savings account services by contacting banking and operations areas as appropriate.
• Maintains periodic contact with clients who may serve as references and/or referral sources.
• When requested, cross-sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank.
• Sets personal sales goals with manager based on sales history and product knowledge.
• Assists the GFO Regional Managing Director with market strategy, competitor analysis and other development needs.
• Represents Northern Trust’s Global Family Office at relevant prospect/COI events.
• Establishes strong working relationship and collaborates with other international teams across the enterprise.
• Provides referrals to other wealth strategists in GFO and/or Wealth Management based on where the opportunity best aligns.
• Respects and abides by risk and compliance (e.g., AML/KYC) standards and processes established by the enterprise.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed