Senior Sales Manager, Middle East & Africa

About Northern Trust:

Northern Trust, a Fortune 500 company, is a globally recognized, award-winning financial institution that has been in continuous operation since 1889.

Northern Trust is proud to provide innovative financial services and guidance to the world’s most successful individuals, families, and institutions by remaining true to our enduring principles of service, expertise, and integrity. With more than 130 years of financial experience and over 22,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service.

Role/ Department:
The candidate will be a Senior Sales person in Northern Trust’s International sales division responsible for successfully winning major global custody, fund servicing, investment operations outsourcing and capital market business for prospects based in Middle East and Africa. Specifically we would want this individual to focus on institutional asset managers and asset owners and their related books of business elsewhere globally, leading our sector strategy for the domicile

The key responsibilities of the role include:

This business development role will be responsible for achieving a minimum target of $4m per annum and raising the profile of Northern Trust in the target market above.

Sales

• Presenting the bank’s full range of multi- product capabilities – including global custody, fund servicing, investment operations outsourcing (full and or component) and associated x 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, TCV $1m+
• 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 investment management, FX, Transition management and securities lending
• Working closely with Product Development staff and other global servicing centres to co-ordinate the development and promotion of product lines and capabilities.

Marketing

• 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 and the investment community to promote the bank’s name and products in South East Asia
• Networking through industry contacts and events.

Skills/ Qualifications:
 

The successful candidate will benefit from having:

• Proven expertise in consultative sales methodology and managing complex institutional sales process, demonstrated over 10+ years
• Proven successful track record closing profitable mandates with annualised income of $1m+, TCV $5m+
• Experience gained in senior sales position/s within an asset servicing provider and/or related financial services market participants (ie asset manager, consultancy firm etc.)
• Excellent rolodex of established contacts in the target Middle East and/or Africa asset management and asset owner sectors (ie pensions and insurance)
• Proven experience engaging at CXO level and ability to persuade and influence at all levels
• Knowledge of the Global, Middle East and African regulatory environment and issues facing both the asset management and asset owner industry
• Organisation and discipline around sales communication/the sales process and managing complex/ virtual deal teams
• High level of presentation, written and verbal communication skills.

Working with Us:

As a Northern Trust partner, greater achievements await. You will be part of a flexible and collaborative work culture in an organization where financial strength and stability is an asset that emboldens us to explore new ideas.

Movement within the organization is encouraged, senior leaders are accessible, and you can take pride in working for a company committed to assisting the communities we serve! Join a workplace with a greater purpose.

We’d love to learn more about how your interests and experience could be a fit with one of the world’s most admired and sustainable companies! Build your career with us and apply today. #MadeForGreater

Reasonable accommodation

Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at MyHRHelp@ntrs.com.

We hope you’re excited about the role and the opportunity to work with us. We value an inclusive workplace and understand flexibility means different things to different people.

Apply today and talk to us about your flexible working requirements and together we can achieve greater.