Wealth Strategist/Client Development Sales Executive

Overview:

At Northern Trust, our Wealth Strategist position is a key business development sales role to support our growth. Wealth Strategists are responsible for cultivating new relationships with individuals, families, non-profit institutions, and other entities. This is a client development sales executive role.

As a senior member of the Northern Trust team, you will oversee new client development, solutions sales strategy, and execution of our goals-driven approach to wealth management planning.  With the support of our local team of specialists and national resources, you will identify prospective clients, share Northern Trust capabilities in conversations and meetings, and follow through to convert prospects to clients.  You will also manage the transition of ongoing client contact and account management to the appropriate teams within Northern Trust to encourage the enhancement and expansion of existing relationships.  As a local brand ambassador in the community, you will actively engage as a leader for local civic and philanthropic organizations.

What You’ll Do:

• You’ll bring your entrepreneurial spirit, motivation to close new business, collaboration and communication skills together to create and implement a business development strategy and approach for your targeted new client base. 
• You’ll work with ultra high net worth(UHNW) individuals, families and businesses as you cultivate new investment management relationships in the UHNW client space.  You’ll share and support our goals-driven wealth management approach to both prospective and current clients to develop new business. And you’ll do that year after year with persistence and patience. 
• You’ll take a long term consultative approach with clients (and their representatives including attorneys) on the benefits of estate planning services, utilizing your knowledge of wealth transfer and tax planning strategies. And you’ll check-in regularly with your clients and act as their liaison to the rest of Northern Trust as their needs evolve.
• You’ll cultivate internal and external personal and professional networks to identify new client relationships, and showcase the full capabilities and services of Northern Trust to members of the community, clients (new and existing), and professional advisors.
• You understand this is an all-encompassing endeavor – and have a plan to look for opportunities and connections in your communities, networks, and philanthropic organizations.
• You won’t be alone – you’ll have and be expected to work with a full team of respected experts to provide support along the way as you work to understand the needs of potential clients and showcase how Northern Trust can help them achieve their goals and objectives.

What will make you successful in the role:

• You live and breathe business development and have 10 or more years of sales and relationship management experience, preferably working with wealth management clients.
• You have(or have a plan to build) a strong network of Centers of Influence (COIs) for ultra-high net worth individuals and families to include attorneys, estate planning professionals, and CPAs. 
• You have knowledge of fiduciary capabilities and services (e.g., personal trusts, living trusts, wills, investment management, custody, financial consulting, estate and tax planning), including fee structures and documentation. Keeping up-to-date with in-depth knowledge is key to long term success and credibility with your clients.
• You are able to profile a client’s financial landscape and needs to determine how best to advise and deliver solutions across the full span of Northern Trust capabilities.  You’re willing to spend the time understanding both the client and what Northern Trust can offer to bring success to the client.
• Series 7 and 63 licenses are required. Additional professional designations such as CFP, CFTA, CFA, CIMA are strongly preferred. 
• You know how to use your strong analytical and sales skills to connect individual client asset situations to our specific capabilities and services. 
• Your strong communication skills will ensure you can understand clients’ needs and respond with the appropriate solutions. 
• You value the input of others and look forward to working collaboratively across all of Northern Trust to grow the business. No lone wolves here!

Salary Range:

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.