The New Business Specialist is responsible for facilitating new sales opportunities. The role involves research, sourcing, profiling prospects, positioning Northern Trust’s capabilities, appropriate placement and introductions to the Service Team. May involve anywhere from minimal to extensive engagement based on prospects’ awareness and interest in Northern Trust capabilities and solutions. The New Business Specialist must maintain current in-depth knowledge of a full range of Wealth Management services (e.g. personal trusts, investment management, financial consulting, estate and tax planning, banking and brokerage) along with knowledge of core solutions in Asset Management and Corporate & Institutional Services.
Key responsibilities include:
1. Either supports or takes ownership of prospective client opportunities from internal and external referral source. Referrals may come from all over the country and internationally
• Profiles prospect fully, positions Northern Trust’s capabilities and determines appropriate placement on servicing team based on guidelines and knowledge of prospect
• Follows up with prospective clients and their advisors to arrange meetings
• Presents bank product materials to prospective client or designated liaison (e.g. attorney, CPA, etc.)
• Responds to questions, orchestrates RFP responses, develops fee proposals and consults bank partners for additional product/service information when necessary
• Conducts additional prospect analysis to further determine services
• Initiates and follows through on any request for loan, checking or savings account services by contacting banking and operations areas as appropriate
2. Assist existing Relationship Managers with existing client opportunity expansion as needed. Cross-sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank
3. Operates independently; has in-depth knowledge of business unit / function
4. As subject area expert, provides comprehensive, in-depth consulting and leadership to team and partners at a high technical level
5. Carries out activities that are large in scope, cross-functional and technically difficult
6. Role is balanced between high level operational execution and development, and execution of strategic direction of business function activities
7. Responsible for direct interaction with different committees and/or management
8. Strategic in developing, implementing and administering programs within functional areas
9. Utilizes tools and other resources to source new opportunities and research the competitive market landscape
10. Assists in other key initiatives around partner development, advisor development and internal reporting/presentation
The successful candidate will have:
• Excellent verbal and written communication skills are required
• In-depth Functional / Industry Knowledge is required
• Highly flexible and adaptable to change
• Technical skills / systems knowledge (e.g. MS Office, Workday) are required
Experience: A College or University degree and/or relevant proven work experience is preferred.
Salary Range:
$95,600 - 162,400 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.
