Senior Sales Associate, Institutional Trust

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.

The Senior Sales Associate reports to the Head of Sales Operations and works closely with all departments at NT, including Product, Operations, Client Servicing and Marketing.  The role supports a variety of activities, working directly with experienced sales professionals responsible for winning new business and clients for Northern Trust.  The Senior Sales Associate works alongside Sales Managers on individual deals, and assists in prospecting and broader territory management.  Duties include financial modeling of deal profitability, maintaining the sales pipeline, conducting research, assisting with marketing and event planning, and creating and editing presentations.  The role is focused on best practices to generate revenue growth and drive an efficient sales process.  The role requires frequent communication with senior leaders and internal stakeholders, in addition to coordination with external prospects and consultants.

Work Model: Hybrid

MAJOR DUTIES:

• Conduct prospect and market research.
• Analyze competitor data to identify differentiators and product gaps.
• Manage pricing process, including modeling and proposal generation.
• Manage daily and monthly reporting for the Sales Team.
• Organize and prepare sales presentations, including logistics, materials, and prep sessions.
• Participate in prospect meetings with Sales Manager and assists with associated tasks and communication, including call reports.
• Coordinate conferences/events alongside Marketing.
• Identify and recommend processes to gain efficiencies and improve best practices.
• Assist with meeting scheduling and coordination across internal stakeholders
• Develops strong knowledge of all product offerings.
• Develops strong understanding of the competitive landscape and the differentiators of our offering / organization
• Solves complex problems
• Takes a new perspective on existing solutions
• Exercises judgment based on the analysis of multiple sources of information
• Manages ad hoc projects alongside daily job responsibilities

KNOWLEDGE / SKILLS:

• Knowledge of NT’s products and services and basic sales concepts (usually obtained through related work experience or formal education) is required to assist with the sales process.
• Expert understanding of related computer applications, including Excel, Word, PowerPoint, is a must.
• Well-developed interpersonal, written and verbal communication skills are required to interact with internal partners and external prospects.
• Should be able to work independently and manage multiple, time sensitive items while maintaining a calm demeanor.  Flexibility, adaptability, and attention to detail are essential personality traits.
• Requires in-depth conceptual and practical knowledge in own job discipline and basic knowledge of related job disciplines.
• Applies best practices to all tasks with a commitment to excellence
• Employs creative solutions to improve efficiency and team execution.
• Is aware of the competition and the factors that differentiate NT in the market.
• Explains difficult or sensitive information; works to build consensus.

EXPERIENCE REQUIRED:

• Minimum of 3-5 years of related experience
• Acts as a resource for colleagues with less experience
• May lead significant projects with manageable risks and resource requirements

Salary Range:

$99,600 - 169,200 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 strength and stability is a