National Sales Desk Manager, Intermediary - Wealth Client Group

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 Summary:

As the Internal Sales Manager – Wealth Client Group (WCG), you will you will lead all aspects of the Intermediary internal sales effort including, but not limited to: supervision, recruitment, and training in an effort to drive net organic revenue growth in the Intermediary channel.

You will oversee, supervise, manage and develop the internal sales desk. You will partner with the WCG Leadership group to support the firm’s sales and service initiatives, ensuring the sales desk has the appropriate levels of knowledge, service, professionalism and activity. You will supervise and conduct performance reviews, manage career development processes, and disciplinary actions 

Primary Duties and Responsibilities:

• Supervise members of the sales desk assuring appropriate levels of knowledge, service and activity.

• Ensure internal wholesaling team partners effectively within WCG, and especially with their respective wholesalers, to achieve our collective goals.

• Set expectations, implement activity standards and monitor call activity, including inbound, outbound and campaign-focused calls.

• Partner with National Sales,and National Accounts and WCG Leadership to design and implement distribution strategy.

• Spearhead training effort to develop selling skills, professionalism and effectiveness.

• Partner effectively to deploy business intelligence, sales analytics, and new technologies (including CRM system, telephone system, etc.) to continuously improve and evolve.

• Assures that sales desk activities support the objectives set by the Head of Intermediary Distribution and WCG Leadership.

• Organize all aspects of recruiting for the sales desk, partnering with NTAM’s internal Recruiting team. 

• Attend industry conferences/events to directly engage with our clients and prospects, as well as, observe and evaluate your direct reports. 

• Identify implementation opportunities and marketing/collateral needs, that will help drive adoption and usage of  NTAM’s capabilities.

• Report weekly activities, accomplishments, and opportunities through the Salesforce.com CRM, as well as, interact on a consistent bases with managerial leadership.

• Be a contributing member of a team that thrives on partnership, innovation, and execution. 

• Manage group budget 

• Field travel required, as necessary

Necessary Experience and Education

• BA/BS degree required 

• NASD Series 7, 24, 63 and 65 required  

• MBA, CIMA, CFP  or CFA certification preferred 

• 10+  years of intermediary experience with an established ETF, mutual fund, SMA, etc. distributor 

• 3+ years of management experience, preferably with an established ETF, mutual fund, SMA, etc. distributor 

• Proven understanding and implementation of competitive analytics and analysis and a high adoption rate to new technologies. 

• Exceptional verbal, written and sales presentation skills 

• High energy, motivated individual, commitment to excellence  

• Ability to work in a team environment is critical 

• Position is based in the Chicago Headquarters 

• Clean U-4

Salary Range:

$164,600 - 288,000 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.

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 strengt