Northern Trust
Senior Sales Representative - Institutional Trust, Private Equity Segment (Finance)
SUMMARY
Responsible for selling private equity fund administration and related institutional products and services to prospective clients, and the consultants that support them. Manages a sales territory, produces and maintains a sales plan, identifies and qualifies new prospects and manages internal and external aspects of the sales process, including customized presentations and pricing, resulting in successful outcomes. Generates revenue to meet or exceed a stated target on an annual basis.
MAJOR DUTIES
1. Identifies new prospects by researching potential prospects, prioritizing and producing a sales plan within a defined sales territory.
2. Builds and maintains strong relationships with prospects and industry stakeholders, making them aware of the bank's products and services.
3. Sells fund administration and related institutional trust products and services to prospective private equity company clients producing fee revenue for the bank.
4. Qualifies opportunities based on knowledge of the bank's products and services and the prospect requirements, budget, timing.
5. Acts as a technical expert on the bank's relevant products and services and / or leverages other internal subject matter experts as required during the sales process.
6. Overseas the RFP process, fee model generation and approval process, and makes customized sales presentations to prospective clients.
7. Cross sells the bank's products and services to clients, involving other partners as appropriate by understanding all aspects of a client's relationship with the bank.
8. Maintains thorough knowledge of industry requirements, trends and regulations and by utilizing available resources including internal partners, external consultants and industry organizations.
9. Promotes bank and its products through industry conferences and periodicals as an attendee, speaker, or interviewee.
KNOWLEDGE / SKILLS
- Knowledge of fund administration and related institutional trust products and services usually acquired through related work experience is required to analyze client needs and make recommendations.
- Writing and presentation skills and the ability to communicate and sell the bank's products and services are required to generate client sales.
- The ideal candidate will possess an understanding of the fund administration needs of private equity clients in order to analyze and recommend products and services.
- Negotiation skills are necessary to manage the proposal process.
EXPERIENCE REQUIRED
A minimum of 10 years of fund administration industry experience and a minimum of 5 years of experience selling within the fund administration market, preferably directly to private equity firms.
About Northern Trust: Northern Trust provides innovative financial services and guidance to corporations, institutions and affluent families and individuals globally. With over 130 years of financial experience and nearly 20,000 partners, we serve the world's most sophisticated clients using leading technology and exceptional service.
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 that is committed to strengthening the communities we serve!
We recognize the value of inclusion and diversity in culture, in thought, and in experience, which is why we are honored to receive the following awards in 2021:
• Gender Equality Index Member, Bloomberg
• Top Financial & Banking Company, Black EOE Journal, Hispanic Network Magazine, Professional WOMAN'S Magazine
We'd love to learn more about how your interests and experience could be a fit with one of America's best banks and most sustainable companies! Build your career with us and apply today.