Institutional Distribution Executive

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.

Position Summary:

The Institutional Distribution Executive will be focused on servicing and driving new business from institutional investors including public and private retirement plans, and Taft-Hartley plans, as a member of the US distribution team. The successful candidate will be responsible for direct sales and will also include managing the ongoing relationships for select existing clients.

The successful candidate will develop a strategic plan for the acquisition of new, and retention of existing, institutional assets and revenue for the firm. He/she will enthusiastically execute on the plan to coordinate sales and servicing efforts in collaboration with other distribution colleagues and across multiple assets classes.

Important to the role are leadership, coordination, collaboration, and communication within the distribution team and with the investment teams. An articulated sales process that has resulted in a quantifiable track record of institutional sales success to institutional investors is essential. The successful candidate will have an exceptional record of management and sales through the establishment of client relationships with senior level buyers at the CFO, CIO and Trustee levels.

The Institutional Distribution Executive will have the ability to successfully represent a broad range of asset classes, from traditional strategies to alternatives. She/he will be adept at executing on a sales plan. She/he will work closely with the domestic and global distribution teams, as well as with the investment and other internal teams such as legal, compliance, and operations. She/he will play a vital role in continuing to enhance the proactive presence of NTAM with a driven, entrepreneurial, and innovative mindset executed in a highly collaborative manner.

The successful candidate will be a critical addition to the distribution team and is expected to be a significant driver of NTAM’s continued growth in the US institutional market.

Major Responsibilities

• Develop a clear understanding of the particular investment solution needs and interests of US institutional investors.
• Develop relationships to drive ongoing business development opportunities within a defined geographic territory with institutional investors.
• Promote the investment capabilities of NTAM via a consultative, solutions-oriented approach. Support the gathering and retention of AUM for customized strategies.
• Identify, execute, and close new institutional business for NTAM.
• Develop strong relationships with key decision makers in target markets. Intimately understand the needs of these clients as a solution provider.
• Effectively build close, collaborative relationships with key internal stakeholders including: other distribution teams, investment teams, the product team, the marketing team, and other relevant team members.
• Support the development of presentation/communication/marketing materials, RFP content, etc. used in support of opportunities.
• Advance the reputation and market awareness of NTAM’s institutional capabilities.
• Work collaboratively across the organization to raise assets and coordinate communication across various business units. She/he will also serve as a mentor to other colleagues.

   Qualifications

The successful candidate will have the ability to acquire new assets on behalf of NTAM. The ideal candidate will be a leader, strong business developer and relationship manager, and will be a business partner to her/his colleagues as they increase the firm’s overall client base. She/he will be result-orientated and passionate about contributing to the firm’s growth, with a desire to succeed. Partnering effectively and constructively and working collaboratively across the organization.

The Institutional Distribution Executive will have a positive attitude and be excited by the prospect of contributing to NTAM’s success, beyond the definition of their position. The successful candidate will ideally have the following experience and qualifications:

• Highly regarded and proven asset management sales leader with a minimum of 1