Senior Wealth Strategist, Foundation & Institutional Advisor (FIA)

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.

SENIOR WEALTH STRATEGIST - FOUNDATION & INSTITUTIONAL ADVISORS (FIA)

OH: R135088

In this role, you will be responsible for growing our foundation, endowment and nonprofit investment advisory business through lead generation activity, prospect cultivation, new client acquisition and on-boarding of new clients in the Central Region. You will represent our Foundation & Institutional Advisors practice which is a dedicated boutique team of advisors within Northern Trust that focuses exclusively on managing assets and providing philanthropic advisory services to foundation, endowment and nonprofit organizations with AUM (Accounts Under Management) between $25 million to 500 million. You must demonstrate deep knowledge of our Outsourced Chief Investment Officer (OCIO) model, acting as an extension of a Finance & Investment Committee while working closely with staff, through the delivery of our strategic advice, asset allocation, investment implementation, manager due diligence and administrative services. You will be the primary partner responsible for identifying, cultivating, and leading the sales process to convert prospects into profitable client relationships in your assigned geographic markets. You will serves as a technical expert to clients and co-workers with regard to the best practices, the evolving nonprofit trends, investment strategies and the broad ancillary non-investment related services and advice relevant to the institutional client base.
 

Major Duties and Responsibilities:

1. Direct outreach calling activity to foundations, endowments and nonprofit organizations to increase our visibility and promote our expertise in the marketplace
2. Increase market awareness of our Foundation and Institutional Advisory Team to insure we are considered an OCIO industry leader and regularly included on the RFP (Request for Proposal) short list for OCIO consideration
3. Works closely with organizations to collaboratively advise on the development of customized, cost-effective investment strategies designed to achieve the organizations’ objectives
4. Consults directly with boards, committees and professional staff on a variety strategies including cash management, endowment best practices, charitable giving, sustainability investing and community development support
5. Leverages Northern Trust resources and subject matter experts (SMEs) to further engage prospective clients on a variety of focus areas (i.e. alternative investing, ESG/DEI strategies, grantmaking best practices, board education, donor development, fiduciary governance, social impact investing, etc.)
6. Utilizes business network and internal contacts across your geographic coverage to identify leads and prospective clients through the WM Personal Wealth channel
7. Actively cold calls in-market to raise brand awareness, obtain leads, and qualify prospective prospects
8. Responds to RFP's (Request for Proposal) utilizing Central Sales Support and owns the responsibility for completion of an well drafted, strategically targeted RFP as well as the timely delivery to the prospect
9. Coordinates and conducts sales presentation to include participation by appropriate internal professionals
10. Maintains in-depth knowledge of the issues affecting the target market to successfully position oneself as a technical expert and resource
11. Participates in industry related conferences and programs which may include speaking engagements
12. Identify opportunities to cross-sell other services and products to the target market
13. Works closely with local management to leverage the network and ensure client retention

The ideal candidate will benefit from having the following competencies:

• Candidates should have a proven track record of success and have at least 7 or more years of experience in an institutional sales role
• In-depth knowledge of the target market and the assigned territory
• Thorough understanding of the investment, custody, and consulting services used by foundations, institutions, endowments and nonprofit organizations
• Excellent communication, presentation, and analytical skills are required
• Sound understanding of the issues this market segment considers in the selecti