Major Duties :1. Sells bank products and services to individuals focusing on trust and investment management products. 2. Utilizes business and personal contacts as well as area files to identify prospective clients. Develops a perspective on individual client situations to use as a vehicle for selling products. 3. Assumes responsibility for complex and sensitive client and account activities as assigned by manager. 4. Researches prospects'' financial picture and possible needs to determine how to best provide service. 5. Develops rapport with prospects and arranges meetings to continue the sales process. Presents bank product materials to prospective client or designated liaison (e.g. attorney, CPA, etc.). 6. Responds to questions, consulting bank partners for additional product/service information when necessary. Conducts additional prospect analysis to further determine services. 7. Consults with clients and their attorneys on the benefits of estate planning products/services. Analyzes property/assets, and develops alternatives (e.g. creation of living or insurance trusts). 8. Consults with clients, their attorneys, and other financial advisors to determine the appropriate plan for estate taxes. Utilizes knowledge of inheritance gift, income, and estate taxes to sell services to clients. 9. Summarizes account assets to determine eligibility, qualifications, and tax classification. 10. Maintains current in-depth knowledge of a full range of trust-oriented services (e.g. personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate, and tax planning). 11. Develops and maintains an understanding of all applicable federal, state, and local laws and regulations pertaining to fiduciary services and estate and tax planning to ensure the compliance of financial planning activities. 12. Initiates and follows through on any request for loan, checking, or savings account services by contacting banking and operations areas as appropriate. 13. Maintains periodic contact with client and acts as a liaison between the client and the rest of the bank for various activities (e.g. setting up accounts, facilitating transactions). 14. Cross-sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank. 15. Sets personal sales goals with manager based on sales history and product knowledge. 16. Represents personal financial planning in various business councils and task forces, (e.g. personal fiduciary service, investment management, financial consulting). 17. Participates in related seminars/presentations and product knowledge training for bank partners. Knowledge :Knowledge of fiduciary products and services (e.g. personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate planning), including fee structures and documentation, acquired through work experience is required to respond to the issues that arise during sales calls. Knowledge of federal, state, and local laws and regulations that apply to personal fiduciary, and estate and tax planning services acquired through formal education and work experience is required to consult with clients. 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. Experience :5-7 years of trust sales or trust relationship management. Salary Range: $158,010 - 276,460 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.