Institutional Sales Executive - Corporate Segment

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:

Northern Trust Asset Management (NTAM) is seeking a highly motivated and experienced Institutional Sales Executive to drive new business growth across the U.S. Corporate Segment on the East Coast. This senior business development professional will be responsible for originating, developing, and closing new institutional relationships with corporate defined contribution plans, defined benefit plans, healthcare organizations, corporate investment portfolios, and sub-advisory partners.

The successful candidate will partner with senior executives, investment committees, consultants, and intermediary organizations to deliver investment solutions that address evolving client needs. The role will focus on gathering assets and revenue across NTAM's full suite of investment capabilities, including equities, fixed income, alternatives, OCIO, multi-manager solutions, and customized sub-advisory partnerships.  The role also requires enterprise level collaboration across asset management, banking, and asset servicing..

Primary Responsibilities:

New Business Development

• Develop and execute a business development strategy to drive asset and revenue growth across the East Coast Corporate Segment.
• Identify, cultivate, and close new institutional investment mandates and strategic partnerships.
• Build and maintain relationships with corporate executives, benefits leaders, investment committees, retirement plan fiduciaries, consultants, and advisors.
• Generate and manage a robust pipeline of opportunities while maintaining disciplined sales management practices and CRM reporting.
• Lead all aspects of the sales process, including prospecting, qualification, discovery, proposal development, finalist presentations, negotiations, and implementation.

Sub-Advisory Business Development

• Develop and expand relationships with asset managers, retirement providers, banks, wealth managers, and other financial institutions seeking sub-advisory investment solutions.
• Identify opportunities to deliver NTAM investment capabilities through third-party products, platforms, collective investment trusts, mutual funds, ETFs, and separately managed accounts.
• Negotiate and manage strategic sub-advisory partnerships to drive long-term revenue and asset growth.

Required Knowledge and Skills:

·Institutional Investment Expertise - Comprehensive understanding of institutional asset management and capital markets, including equities, fixed income, alternatives, OCIO, and multi-asset investment programs.

·Business Development and Sales Leadership - Demonstrated success sourcing, developing, and closing complex institutional investment relationships. Proven ability to generate new assets and revenue through consultative selling.

·Enterprise Mindset - Experience working within a large, multi-disciplinary asset management organization and the ability to navigate complex organizations to deliver solutions for clients. Demonstrated ability to collaborate across multiple business lines and functional teams.

·Communication and Executive Presence - Exceptional presentation, negotiation, and relationship-building skills with the ability to engage effectively with C-suite executives, investment committees, consultants, and senior stakeholders.

·Strategic Thinking - Ability to identify market opportunities, anticipate client needs, and develop creative solutions that differentiate Northern Trust Asset Management in a competitive marketplace.

Experience and Qualifications:

·10+ years of institutional sales, business development, or relationship management experience within asset management. 

·Demonstrated success raising assets from institutional investors and intermediary partners.

·Direct experience developing sub-advisory relationships and strategic distribution partnerships.

·Experience selling investment management, retirement, or OCIO solutions.

·Proven ability to work successfully within a large, global, multi-disciplinary asset management organization.

·Established network of institutional investors, consultants, advisors, and intermediary relationships across the East Coast.

·Bachelor's degree required.

·CFA, CAIA, MBA, or other advanced investment designation preferred.

·Series 7 and 63 licenses

·Ability to travel approximately 65-80%.

Preferred Candidate Profile:

·Based in New York or Boston.

·Existing relationships within corporate retirement, healthcare, and sub-advisory channels.

·Track record of success gathering assets across both traditional and alternative investment strategies.

·Demonstrated ability to partner across complex organizations and leverage enterprise-wide resources to win client relationships.

·Entrepreneurial, resilient, collaborative, and highly client focused.

Salary Range:

$158,010 - 268,640 USD

Salary range is a good faith estimate of base pay. Northern Trust provides a comprehensive benefits package including retirement benefits (401k and pension), health and welfare benefits (medical, dental, vision, spending accounts and disability), paid time off, parental and caregiver leave, life & accident insurance, and other voluntary and well-being benefits. Northern Trust also provides a discretionary bonus program that may include an equity component.

Work Authorization

Applicants must be authorized to work in the U.S. without the need for employment-based visa sponsorship now or in the future. Northern Trust will not sponsor applicants for U.S. work visa status for this opportunity (no sponsorship is available for H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT or any other employment-based visa).

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 committed to an inclusive workplace and assisting the communities we serve.

Philanthropy is deeply rooted in Northern Trust’s history and is an essential element of our culture. Employees around the world give their time and talent to work for the greater good of their communities.

Reasonable Accommodation

Northern Trust is committed to working with and providing adjustments to individuals with health conditions and disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at [email protected], or alternatively you can discuss your individual requirements with the recruiter you are working with.