Head of Digital Sales Capabilities

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.

Lead Product Manager

Areas of Oversight

Partner Workstation Platform

Sales Enablement Capability

Objectives

Lead the transformation of the Partner Workstation platform to align with sales process optimization in the WM Sales Practice and the field to align directly with Wealth Management’s strategic growth objectives. This includes partnering with the WIN team on the creation of single sales focused partner landing page to include Client 360, book of business, share of wallet, cross sell, and new product opportunities. This role requires close partnership with the National Sales Practice and Salesforce to identify and deploy digital leads, pipeline management, unified and standardized sales dashboards, and incentive management features.

As a Platform owner, this role will also need to ensure that the Partner Workstation platform is responding to the needs of it’s embedded user base and to the DCPX capabilities that are building features on the platform. Partnership with the WM data organization will be critical in order to ensure that Partner Workstation becomes a trusted source of data for Wealth Management leadership and for advanced reporting. Finally, this role will need to work with leadership to ensure that the platform supports best practice as client service standards and segmentation definitions evolve.

This role reports directly to Jeremy Julian, Head of Digital Client and Partner Experience (DCPX), and is part of the DCPX Leadership Team.

Major Duties :1. Responsible for management of product lifecycle and the issues that impact the delivery of capability or service which include:

Discovery and Innovation: Derive market insights and formulate product strategy

New Product Planning: Concept, feasibility and definition

New Product Introduction: Development and launch of product

Post-Launch Product Management: Performance & lifecycle management

2. Leads, motivates and cultivates a team of product managers to manage product group

3. Ensures the development and execution of product roadmaps with 3-5 year horizons that outline the strategic goals as determined and prioritized in partnership with the Product Executive and Business Stakeholders. Partner with Technology Lead to ensure recommended roadmap is feasible and aligns with corporate/C&IS technology strategy

4. Manages the alignment of the business strategy and objectives to the product strategy

5. Ensures reliability, performance, quality and robustness of the product group

6. Ensures that industry and market research is conducted on product viability and competitive threats and understand how they may impact product strategies

7. Assesses the investment needs (capital and expense) through understanding trends, client’s needs and roadmap review and makes recommendations to the Product Executive and Business Stakeholders

8. Represents organization with thought leadership - product at industry events, in publications, and at client events

9. Establish, manages and monitor the financial and market progress of product group through metrics and key performance indicators

10. Understand the impact of new regulations on the business and how that may impact the business strategy

11. Serves as main product point of contact for sales teams, communicates new features and their value proposition, oversees RFI, RFPs and due diligence responses

12. Displays a balanced, cross-functional perspective, liaising with the business to improve efficiency, effectiveness and productivity

13. Makes staffing decisions, manages expenses and salary review process for the division

14. Participates in developing division strategic plan and sets goals and priorities based on the direction set for the unit; follows through to ensure that objectives are met

15. Provides leadership and guidance to staff, fostering an environment that encourages employee participation, teamwork, and communication.

Knowledge :Excellent oral and written communication skills are required. Proficient in constructing/overseeing logical and conclusive presentations, distilling complex subject matter into management-ready mat