Job Summary: Sells investment management, advisory, asset servicing, and consultative services to foundations, institutions, endowments, and nonprofit organizations with investable assets of $10 - $250 million. Responsible for generating new recurring revenue for the Foundation & Institutional Advisors (FIA) segment in the West region (Southern California, Nevada). Responsible for identifying, cultivating, and converting prospects into profitable client relationships. Serves as a technical expert to clients and co-workers with regard to institutional investment strategies and product. Maintains ongoing contact with clients and promotes relationship enhancement opportunities through relationship managers. Major Duties: 1. Sells investment management, advisory, and asset servicing to the institutional market, focusing on foundations, endowments, and nonprofit organizations with investable assets of $10 - $250 million. 2. Utilizes business network and internal contacts to identify prospective clients. 3. Actively calls in-market to raise brand awareness, obtain leads, and qualify prospects. 4. Responds to RFP's (Request for Proposal) utilizing the Sales Support Group. Maintains responsibility for completion and delivery of the response to RFP prior to deadline. 5. Coordinates and conducts sales presentation to include participation by appropriate internal professionals. 6. Maintains in-depth knowledge of the issues affecting the target market to successfully position oneself as a technical expert and resource. 7. Participates in industry-related conferences and programs which may include speaking engagements. 8. Identifies opportunities to cross-sell other services and products to the target market. 9. Works closely with local and FIA management to leverage the network and ensure client retention. 10. Assumes responsibility for complex and sensitive client and account activities as assigned by manager. 11. Researches prospects' financial picture and possible needs to determine how to best provide service. 12. Develops rapport with prospects and arranges meetings to continue the sales process. Knowledge/Skills: Thorough understanding of investment, advisory and asset servicing products and solutions used by foundations, endowments and nonprofit organizations. Excellent communication, presentation, and analytical skills. Sound understanding of considerations that institutional investors weigh in selecting and engaging a professional money manager and custodian. Knowledge of philanthropic and planned giving strategies. Analytical and interactive sales skills are required to customize solutions to each institutional clients circumstances and needs. Experience: 7 or more of years of experience in institutional sales or related role In-depth knowledge of the target market and the assigned territory (Southern California and Nevada) CIMA, Series 7 and 63. This role can be based in Pasadena, Los Angeles or other parts of our Western Region.
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 worlds 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 December 31, 2018, Northern Trust Corporation had: $10.1 trillion in assets under custody/administration $7.6 trillion in assets under custody $1.1 trillion in assets under management $132 billion in banking assets