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Sales Associate, Corporate & Institutional Services

📁
Institutional Trust
📅
72285 Requisition #
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For more than a century, Northern Trust has worked hard building our legacy of outstanding service, expertise and integrity. From a Chicago-based bank founded in 1889, we now have more than 20 international locations and 16,500 employees globally. We serve the world’s most-sophisticated clients – from sovereign wealth funds and the wealthiest individuals and families, to the most-successful hedge funds and corporate brands.

We burnished our reputation as a global leader delivering innovative investment management, asset and fund administration, fiduciary and banking solutions enabled by sophisticated, leading technology. And through it all, we continually laid a solid, forward-looking foundation on which future generations can continue growing and achieving greater.

As of June 30, 2018, Northern Trust Corporation had:

$135 billion in banking assets
$8.1 trillion in assets under custody
$10.7 trillion in assets under custody/administration
$1.1 trillion in assets under management

Provides sales support to the C&IS North American Sales Team and works alongside Sales Managers on individual opportunities, in addition to assisting on broader territory management.  Reports to the Head of NA Sales Operations/Sales Associate Manager and supports a number of ad hoc projects as needed.  Daily tasks are myriad, but include creation of pricing models, maintenance of applicable databases and sales reporting, and management of communication to internal stakeholders and prospects.  The Sales Associate looks to be an assistant to, and extension of the Sales Managers, and lends support and flexibility in all sales related activities.  The Sales Associate strives to increase firm and team productivity by streamlining processes and procedures.

    
The key responsibilities of the role include:

  1. Prospect and market research
  2. Analyze competitor data to identify differentiators and product gaps.
  3. Management of entire pricing process, including FTE request, generation of fee models and pricing proposals.  Present to NT’s Pricing Committee on behalf of the Sales Team.
  4. Maintain sales/prospect databases and assist in data management for all sales activity, including contact management, firm information, sales calling activity, etc.
  5. Manage all reporting for the Sales Team, including weekly pipeline reports, wins, losses, as well as monthly and quarterly sales analysis.  Produce any ad hoc sales reports as requested by Senior Management.
  6. Assist in Territory Management with Sales Team, including identifying and tracking applicable prospects and developing calling plans.
  7. Manage targeted sales’ prospecting efforts due to market events or strategic direction
  8. Prepare and coordinate all aspects relating to Sales Presentations and Due Diligence visits.  These include: logistics, presentations, prep sessions, briefing memos, agendas, etc.
  9. Participate on prospect calls with the Sales Team and write recap Call Reports.
  10. Assist Sales Team in the preparation and execution of NT conferences/events, working alongside Corporate and C&IS Marketing Teams.
  11. Support mass marketing efforts, via Exact Targets or other mailing mediums.
  12. Ad hoc logistical or travel duties, including reservations, conference registrations, expenses
  13. Lend support on a secondary basis to the RFP Team to ensure accurate and quality information in contained in our proposals and review draft to ensure the RFP is customized to prospects' needs.
  14. Assist in other marketing material enhancement as needed.


 
Sales Associate Additional Job Focus: Special Projects 
Special project assignments to aid in territory management and improvement of sales process, as determined by Sales Team Management.
  • Examples of Special Projects:
  • Team Offsite Meetings
  • Management of targeted sales’ prospecting efforts
  • Reporting improvements via Salesforce enhancements
  • Marketing material enhancement via new documents and storage
  • Conference analysis and budget planning
  • Fee analysis over multiple deals


The successful candidate will benefit from having:

  • 2 or more years of related experience
  • Knowledge of NT’s products and services and basic sales concepts (usually obtained through related work experience or formal education) is required to assist with the sales process.
  • Expert understanding of related computer applications, including Excel, Word, PowerPoint, is a must.
  • Well-developed interpersonal, written and verbal communication skills are required to interact with internal partners and prospects.
  • Should be able to work independently and manage multiple, time sensitive items while maintaining a calm demeanor.  
  • Flexibility, adaptability, and attention to detail are essential personality traits.

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Reasonable Accommodation
Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please email our HR Service Center or call 1-800-807-0302 (North America), +630-276-5353 (Asia Pacific), +44(0)207 982 4357 (Europe, Middle East and Africa) and let us know the nature of your request and your contact information.

Equal Employment Opportunity Statements
  • APAC EEO Statement
    • APAC EEO STATEMENT

      It is the policy and practice of Northern Trust to provide equal employment opportunities to all employees and applicants. Northern Trust does not discriminate on the basis of race, colour, religion or belief, nationality, ethnic or national origin, sex, marital status, sexual orientation, disability or age. All employment decisions will be made in a non-discriminatory manner in accordance with our obligations under the law and codes of practice. This includes human resources’ decisions relating to recruitment, terms and conditions of employment, transfers, promotions and access to learning and development.

  • Canada EEO Statement
    • Canada EEO STATEMENT

      Northern Trust is an Equal Opportunity Employer. Hiring and other employment decisions at Northern Trust are made without regard to race, colour, religion, sex, ancestry, national origin, ethnic origin, age, disability, citizenship, veteran status, sexual orientation, record of offences, marital status, family status, or any other characteristic protected by federal, provincial, or local law, regulation, or ordinance.

  • EMEA EEO Statement
    • EMEA EEO STATEMENT

      It is the policy and practice of Northern Trust to provide equal employment opportunities to all employees and applicants. Northern Trust does not discriminate on the basis of race, colour, religion or belief, nationality, ethnic or national origin, sex, marital status, sexual orientation, disability or age. All employment decisions will be made in a non-discriminatory manner in accordance with our obligations under the law and codes of practice. This includes human resources’ decisions relating to recruitment, terms and conditions of employment, transfers, promotions and access to learning and development.

  • USA EEO Statement
    • USA EEO STATEMENT

      It is the policy of The Northern Trust Company to afford equal opportunity in all phases of employment without regard to an individual's age, race, color, religion, creed, gender, national origin, citizenship status, marital status, pregnancy, sexual orientation, gender identity, gender expression, genetic tests and information, physical or mental disability, protected veteran status or any other legally protected status. EEO poster (U.S.)EEO is Law Poster Supplement