Northern Trust

Institutional Sales Executive - Corporate Segment - East Coast

Northern Trust • $158K — $268K *
New York, NY 10025In-Person
Finance & Insurance
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10+ years in institutional sales or business development within asset management
  • Successful track record in raising assets from institutional investors
  • Experience in developing sub-advisory and strategic distribution partnerships
  • Experience selling investment management, retirement, or OCIO solutions
  • Strong existing network across the East Coast with institutional investors and advisors
  • Bachelor's degree required; CFA, CAIA, or MBA preferred
  • Series 7 and 63 licenses required

Responsibilities

  • Develop and execute a business development strategy for asset growth
  • Identify and close new institutional investment mandates
  • Build and maintain relationships with corporate leaders and advisors
  • Generate and manage a robust pipeline of opportunities
  • Lead the full sales process from prospecting to implementation
  • Develop relationships with asset managers and financial institutions for sub-advisory solutions
  • Negotiate and manage strategic sub-advisory partnerships

Benefits

  • Comprehensive retirement benefits including 401k and pension plans
  • Health and welfare benefits including medical, dental, and vision coverage
  • Paid time off and family leave options
  • Life and accident insurance
  • Voluntary and well-being benefits
  • Discretionary bonus program potentially including equity components
Full Job Description
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.

About Northern Trust

Northern Trust is a global leader in delivering innovative investment management, asset and fund administration, and fiduciary and banking solutions to corporations, institutions, and affluent individuals. They have evolved with the changing needs of their clients and their world.

Northern Trust Careers

Joining Northern Trust means becoming part of a global financial services institution that is dedicated to providing expert guidance and innovative solutions to its clients. At Northern Trust, we pride ourselves on fostering a culture of leadership, diversity, and innovation, which makes us a premier destination for career growth in the financial industry.

Work You’ll Do

At Northern Trust, you will collaborate with some of the most talented professionals in the financial sector. Our team is committed to excellence and equipped with a diverse range of skills that contribute to our dynamic environment. Here, you will have the opportunity to lead projects that transform our services and drive significant value for our clients across the globe.

Explore Job Opportunities and Internships

Whether you are starting your career or looking to make a significant impact in the financial industry, Northern Trust offers a variety of job opportunities and internships that will help you achieve your professional goals. From entry-level positions to leadership roles, our company is actively hiring individuals who are passionate, curious, and driven to excel.

Innovative Work

Northern Trust is at the forefront of financial innovation. Our employees are encouraged to think creatively and leverage cutting-edge technologies to solve complex problems. By joining our team, you will work on pioneering solutions that redefine the standards of financial services.

Be Part of a Great Team

Our team at Northern Trust is more than just a group of employees – we are a community. We value collaboration, and our culture is built on mutual respect and a commitment to diversity and inclusion. Working with us, you will experience a supportive network that is passionate about sharing knowledge and ideas.

Future-Proof Your Career

Northern Trust is dedicated to your professional development. We offer comprehensive benefits, diversity training, and numerous resources to help you grow your career. With our support, you can expand your skills, gain valuable experience, and achieve professional certifications that will enhance your career trajectory.

Stay Connected

Join Our Team

Discover the perfect role for you at Northern Trust by exploring our current job openings that match your skills and interests. We are looking for professionals who are solution-driven and eager to contribute to our legacy of financial excellence.

Keep Up to Date

Stay informed with the latest career tips, industry insights, and professional growth opportunities—all available through our careers blog. At Northern Trust, we ensure that our team members are always ahead in the industry.

Job Alert Emails

Customize your experience by subscribing to job alerts and insider tips tailored to your preferences. At Northern Trust, exciting and rewarding opportunities are always on the horizon, and we are eager to see where your talents can take us. Join Northern Trust today and be part of a company that values innovation, leadership, and a diverse and inclusive workplace. Here, every position is a chance to contribute to something bigger and to turn your job into a meaningful career.
Learn more about Northern Trust
Size
21,100 employees
Market Cap
$18.1 billion
Industry
Finance & Insurance
Net Income
$1.2 billion
Founded
1889
5 Year Trend
+4.9%
Revenue
$6.1 billion
NASDAQ
NTRS
* Ladders Estimates

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