Relationship Manager, Institutional Trust Asset Owners
Summary
The Relationship Manager serves as a trusted relationship manager for institutional trust and custody clients, driving client satisfaction by coordinating the service team, aligning resources for timely delivery and issue resolution, and clearly communicating client needs to internal partners.
This individual leverages expertise in master custody services to deliver thoughtful guidance, identify value added solutions, and strengthen long term client relationships. Proactively recognizes opportunities to cross sell products and generate additional revenue.
Major Duties
Manages client relationships for institutional trust and custody clients.
Develops a complete understanding of the client’s business, objectives, goals, and market challenges, and ensures the bank relationship plan is aligned.
Cultivates strong working relationships with client contacts. Demonstrates the ability to add value by anticipating potential solutions and partnering with the client to implement them.
Educates clients on emerging issues, bank products and services, regulatory and tax changes, and the general institutional trust environment, advising clients on the impact to their business and on our services.
Cross sells bank products and services and participates in the development of solutions to client needs, coordinates presentations, brings in experts when appropriate, closes the sale, ensures smooth delivery of new services, and communicates emerging needs.
Manages client profitability, understands the competitive environment, develops pricing strategies, and works with the team to enhance profitability.
Knowledge and Experience
Bachelor’s degree or equivalent experience.
5 to 7 years of experience in financial servicing, preferably in trust or asset services.
Knowledge of trust or asset management and accounting, usually acquired through related work experience, is required to manage client relationships.
Knowledge of general finance and portfolio management concepts, usually acquired through formal education or experience, is needed to consult on client needs.
Skills in negotiation, delegation, leadership, and sales are necessary to service the client relationship.
Salary Range:
$83,100 - 141,300 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.
Work Authorization
Applicants must be authorized to work in the U.S. without the need for employment-based visa sponsorship now or in the future. Northern Trust will not sponsor applicants for U.S. work visa status for this opportunity (no sponsorship is available for H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT or any other employment-based visa).
