This business development role will be responsible for raising the profile of Northern Trust in the target market above and generating sales. The role is strategic and commercially critical and the successful sales person will be happy to achieve a target of $4m in sales revenue annually, if not to exceed.
The role has two components – sales and marketing and the responsibilities include:
Presenting the bank's full range of multi- product capabilities – including global custody, fund servicing, investment operations outsourcing (full and or component), pensions, insurance, traditional and alternative asset management and all associated cross sell services
Identifying and building a pipeline of significant prospect opportunities with primary focus being applied to profitable sales opportunities with annualised income of greater than $250k per annum
Creating and leading deal teams to work on complex and sometimes multi-faceted technical and relationship-orientated sales
Working closely with senior management, local relationship management, operational and product teams throughout each prospect sale
Converting prospects into significant revenue generating clients
Cross-selling the bank's other products, services and capabilities to prospective clients – including FX, transition management , brokerage, asset management and securities lending
Working closely with Product Development staff and the Netherlands and other servicing centres to co-ordinate the development and promotion of product lines and capabilities.
Promoting the bank' capabilities as the 'industry expert' through round tables, conferences, media and hospitality events
Writing or assisting in the writing of articles, editorials and product features about the bank's capabilities for investment managers
Providing input and direction in respect of product-specific and strategic marketing materials
Liaising with consultants, centres of influence and the investment community to promote the bank's name and products in the Netherlands, EMEA and Globally
Networking through industry contacts and events.
QUALIFICATIONS AND SKILLS REQUIRED
Good examples of closing profitable mandates with annualised income in excess of $250k
Experience gained in a senior sales position within an Asset Servicing provider and/or systems integrator data provider
An excellent network of established contacts in some/all of the target region - Netherlands and Belgium
Experience engaging at CXO level
Knowledge of the European regulatory environment and issues facing the industry
The competencies we will be assessing for include;