Major Duties :1. Sells bank products and services to individuals
focusing on trust products.
2. Cultivates existing bank clients as well as internal
and external business and personal contacts to
identify and develop prospective clients.
3. Researches prospect''s financial picture and
possible needs to determine how to best provide
service.
4. Composes letters to prospective clients and
follows up with telephone calls to arrange meetings.
5. 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 and their attorneys to
determine appropriate plans 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. Initiates and follows through on any request
for loan, checking, or savings account services
by contacting banking and operations areas
as appropriate.
12. Develops a perspective on individual client
situations to use as a vehicle for selling products.
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.
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 issues that arise during
sales calls. 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 :3-5 years of trust sales or trust relationship
management.
Salary Range:
$131,905 - 224,135 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.
