Director of Client Development - Global Family Office

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 communication skills are required
• Effective communication across a number of different stakeholders is required
• Highly flexible and adaptable to change

Necessary Experience & Education:

• Bachelor's Degree preferred
• 7-10 years of trust/investment sales and (or) relationship management.
• Prior experience in working with Single Family Offices, Private Trust Company, Private Investment Office prospects/clients preferred.

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.