CAREERS

Senior Sales Representative, Institutional Trust

📁
Institutional Trust
📅
76330 Requisition #
Senior Sales Representative, Institutional Trust 

Summary 
Responsible for selling institutional trust products and services to prospective clients including corporations, institutions, and consultants, producing fee revenue for the bank. Identifies new prospects by researching potential needs and prioritizing and producing a sales plan. Makes customized sales presentations to large and complex clients utilizing knowledge of institutional trust products and services. 

Major Duties 
1. Sells institutional trust products and services to prospective clients including corporations, institutions, and consultants, producing fee revenue for the bank. 

2. Acts as the technical expert on the bank’s products and services as they relate to the competitive aspects of the institutional trust marketplace. 

3. Identifies new prospects by researching potential needs and prioritizing and producing a sales plan. 

4. Responds through letter or telephone to prospective clients presenting or recommending the bank’s products or services. 

5. Makes customized sales presentations to large and complex clients utilizing knowledge of institutional trust products and services. 

6. Oversees the request for proposal responses and fee proposals for prospective clients. 

7. Utilizes knowledge of bank’s products and services to analyze clients’ needs and recommend new services or products that would enhance the clients’ productivity or profitability. 

8. Utilizes knowledge to analyze clients’ data and processing methods to recommend products that can assist in monitoring the value of investments, net income, allocations, contribution, and benefits paid out. 

9. Cross sells the bank’s products and services to clients, involving other partners as appropriate by understanding all aspects of a clients’ relationship with the bank. 

10. Maintains on-going relationship with consultants, making them aware of the bank’s products and services. 

11. Maintains thorough knowledge of trust products and services by initiating frequent contact with other financial or competitor institutions, partners, and keeping abreast of laws and regulations affecting the industry. 

12. Promotes bank and its products through industry conferences and periodicals as an attendee, speaker, or interviewee.
Knowledge / Skills 
Knowledge of complex institutional trust products and services usually acquired through related work experience is required to analyze client needs and make recommendations. Presentation skills and the ability to communicate and sell the bank’s products and services are required to generate client sales. Knowledge of accounting and investments are required to analyze client needs and recommend products and services. Negotiation skills are necessary to respond to fee proposals. 

Experience Required 
Minimum of 7 years of financial sales experience. 


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 18,500 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 March 31,2019, Northern Trust Corporation had:  
$10.9 trillion in assets under custody / administration 
$8.2 trillion in assets under custody 
$1.2 trillion in assets under management 
$122 billion in banking assets

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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), 1800-425-0333 (India), +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
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    • APAC/INDIA 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.

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