Director of Client Development - Global Family Office

About Northern Trust

Northern Trust, a Fortune 500 company, is a globally recognized, award-winning financial institution that has been in continuous operation since 1889.

Northern Trust is proud to provide innovative financial services and guidance to the world’s most successful individuals, families, and institutions by remaining true to our enduring principles of service, expertise, and integrity. With more than 130 years of financial experience and over 22,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service.

GFO Director of Client Development - Canada

Role Summary

Lead market development officer (sales representative) for Northern Trust's Global Family Office business focused on the Canadian family office, business owner and private investment office client community. Primarily responsible for sourcing and closing new business opportunities across investments, asset administration, banking, technology and other advisory solutions. Establishes a productive referral source network to include key external advisors, Northern Trust Canada Institutional partners/teams, and across Northern's existing GFO regional clients. Reports directly to GFO Head of Client Development, Americas, as a senior member of the sales and advisory team.

For more information on Northern Trust's Global Family Office business:

Primary Duties And Responsibilities

• Understands and positions a broad range of products and services to target prospects focusing on trust and investment management solutions.
• Utilizes business and personal contacts to identify prospective clients and advisor networks.
• Assumes responsibility for leading, end to end, the sales process (identification, profiling/discovery, product positioning/differentiation, closing and onboarding).
• Researches prospects' comprehensive financial profile and assesses requisite product solutions.
• Develops rapport with prospects (and other influencers) and arranges meetings to drive the sales process.
• Presents bank product materials to prospective client or designated liaison (e.g. attorney, CPA, investment consultant, etc.).
• 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 pertaining to investment, banking and other services to ensure the compliance of relationship servicing and solicitation activities.
• Initiates and follows through on any request for loan and deposit services by contacting banking and operations areas as appropriate. Maintains periodic contact with clients who may serve as references and/or referral sources.
• When requested, cross-sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank.
• Sets personal sales goals with manager based on sales history and product knowledge.
• Assists the GFO Canada Regional Managing Director 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.
• Provides referrals to other wealth strategists in GFO and/or Wealth Management based on where the opportunity best aligns.
• Respects and abides by risk and compliance (e.g., AML/KYC) standards and processes established by the enterprise.

Necessary Knowledge And Skills

• Knowledge of local market practices and networks to source business.
• Deep understanding of Northern Trust's products and services across the enterprise.
• Analytical and sales skills are required to relate individual customer asset situations to specific products.
• Interactive skills are required to comprehend prospect needs and respond with the appropriate solutions.

Necessary Experience And Education

• 8-10 years of trust/investment sales and (or) relationship management.
• Prior experience with Canadian family office prospects/clients preferred.

Other

• To be based in Toronto, Canada
• French-language fluency a plus but not required.

Working With Us

As a Northern Trust partner, greater achievements await. You will be part of a flexible and collaborative work culture in an organization where financial strength and stability is an asset that emboldens us to explore new ideas. Movement within the organization is encouraged, senior leaders are accessible, and you can take pride in working for a company committed to assisting the communities we serve! Join a workplace with a greater purpose. We’d love to learn more about how your interests and experience could be a fit with one of the world’s most admired and sustainable companies! Build your career with us and apply today. #MadeForGreater

Reasonable accommodation

Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at View email address on ca.talent.com.

We hope you’re excited about the role and the opportunity to work with us. We value an inclusive workplace and understand flexibility means different things to different people. Apply today and talk to us about your flexible working requirements and together we can achieve greater.