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 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.
