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The Senior Sales Associate assists the US based Global Family Office (GFO) Sales Organization (Directors of Client Development/Sales Reps) with all aspects of the Sales Process related to sourcing, closing and ultimately generating new business for Northern Trust.Over time, successful Sales Associates should develop into lead Sales Representatives for the GFO practice.
Primary duties include supporting GFO Sales Reps in seeking prospective clients through active calling efforts; researching and uncovering potential prospects; preparing highly customized materials for client meetings and new business presentations; development of fee proposals and profitability analysis; facilitation of RFPs; coordination of activities around both GFO sponsored conferences and networking events.Duties also include Advisor (COI) and regional Northern Trust partner cultivation; new business documentation; selectively work on projects and other initiatives which advance the GFO business globally.
Identify and research key targets (prospects, advisors and competitors) by utilizing numerous web-based, database and other tools
Develop customized materials (i.e. correspondence, presentations, etc.), as directed by GFO Sales Rep, for all active prospect, advisor or client meetings
Orchestrate GFOs focused Direct Prospecting Programs which are focused on establishing relationships with the wealthiest of families and family offices globally
Formulate and respond to select prospect/client inquiries through written correspondence, telephone and, when appropriate, in person
Work with Sales Reps to maintain active prospect files and reminders to initiate calls for making forward progress
Coordinate the end-to-end process for all RFP responses
Selectively work with and support GFO Client Advisory Team (Relationship Management) on client cross-sell, rebid and recapture situations
Work with US Sales Reps to review and assemble all prospective client related material into a format which allows Northern Trust to determine which products and other solutions are most relevant both near and long-terms
Lead special projects (i.e. coordinating reports, competitor analysis, preparing relationship analysis, and workflow reports) as needed by GFO Sales Reps, GFOs Global Head of Sales or Executive Team members
Coordinates with the Client Advisory Onboarding Team the transition of new relationships to Northern Trust
Help coordinate and develop enterprise wide partner areas on all aspects of the GFO business
Proactively develop an in-depth knowledge of the full range of Global Family Office related solutions investment advisory, portfolio management, banking, trust, asset management, family education, financial planning and other solutions
Serve as back-up to other GFO Sales Associates/Assistants, as needed
Strong analytical (IQ), organizational and interpersonal (EQ) skills are required to proactively support the GFO Sales Organization and Sales Process
Working knowledge of trust, banking, investment, global asset administration and custody solutions are required to perform primary functions, along with possessing strong intellectual acumen, written and research capabilities
Skilled on Salesforce, software applications (MS PowerPoint, Excel, Word) and other research tools/databases
Knowledge of the services offered within the various departments of the bank acquired through work experience is required to direct inquiries and requests for client-related information
Three years of sales and/or relationship servicing experience preferred
Northern Trust provides innovative financial services and guidance to corporations, institutions and affluent families and individuals globally. With 130 years of financial experience and nearly 20,000 partners, we serve the worlds most sophisticated clients using leading technology and exceptional service.
As a Northern Trust partner, you will be part of a collaborative work culture that provides growth and opportunity along with 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 investing in and actively working to strengthen the communities we serve.
We recognize the value of a diverse workforce and embrace inclusion and diversity of culture, thought, and experience.
Wed love to learn more about how your interests and experience could be a fit with one of the worlds most admired and ethical companies.
Ranked #1, Americas Best Employers for Diversity (Forbes Magazine, 2018)
A World's Most Ethical Company (Ethisphere Institute, 2017 4th Consecutive Year)
Worlds Most Admired Companies (Fortune Magazine, 2018 12th Consecutive Year)
Internal Number: 6741082
About Northern Trust
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