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.
Role Summary:
Lead market development officer (sales representative) for Northern Trust’s Global Family Office (GFO) business in Asia, based in Singapore.
Primarily responsible for sourcing and closing new business opportunities across global custody, asset administration, capital markets, investments, technology, and other family office solutions. The position reports directly to the Americas and APAC Head of Client Development for GFO.
Establishes a productive referral source network to include key external advisors
Represents Northern Trust’s Global Family Office business in the market
Attends events to cultivate and develop relationships
Focus of role is building and personally executing a market development growth strategy
Driven, self-starter and has the ability to work independently
What you will do:
The key responsibilities of the role include (but not limited to):
Takes ownership of prospective client opportunities from internal and external referral sources
Collaborates with various teams across Northern Trust, ranging from Capital Markets, Asset Servicing, Global Fund Services, and Asset Management
Develops rapport with prospects (and other influencers) and arranges meetings to drive the sales process
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 to ensure the compliance of relationship servicing and solicitation activities
Maintains periodic contact with clients who may serve as references and/or referral sources.
Assists the GFO leadership team 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
Respects and abides by risk and compliance (e.g., AML/KYC) standards and processes established by the enterprise
Assumes responsibility for leading, end to end, the sales process (identification, profiling/discovery, product positioning/differentiation, closing and onboarding)
Utilizes business and personal contacts to identify prospective clients and advisor networks
Follows up with prospective clients and their advisors to initiate meetings
Responds to questions, orchestrates RFP responses, develops fee proposals and consults internal Northern Trust stakeholders for additional product/service information
Utilizes tools and other resources to source new opportunities and research the competitive market landscape
Assists in other key initiatives around partner development, advisor development and internal reporting/presentations
About You:
Ability to work independently
Knowledge of local market practices and networks to source business.
Deep understanding of Northern Trust’s products and services across the enterprise.
Analytical, interpersonal, and sales skills are required to relate individual prospect situations to specific solutions
Interactive skills are required to comprehend prospect needs and respond with the appropriate solutions.
Excellent oral and written…