Client 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.

Manages and cultivates a client base comprised of existing and high potential multinational clients. Has ultimate responsibility for the retention and growth of assigned client group across Northern Trust. Establishes oneself in a given marketplace and is involved in defined prospecting. The Client Executive provides client-specific advise-driven solutions that solidify current relationships while exploring and capturing additional opportunities.

Major Duties :

• Manages complex master trust, custody and trust/asset services clients.
• Evaluates, designs, implements and oversees clients' total relationship plan.
• Ultimate responsibility for all aspects of the relationship including worldwide custody, multinational, investments, banking, credit/treasury management services and proper introductions to Wealth Management as appropriate.
• Reviews individual client relationships to determine the banking, trust and investment needs of clients; anticipates and creates opportunities for enhancing these client relationships.
• Places emphasis on relationship building and participates in development of new solutions to client needs, brings in experts when appropriate, and closes the sale.
• Ensures smooth delivery of new services and communicates emerging needs.
• Initiates regular, ongoing dialogue with clients and clients' advisors.
• Counsels clients on emerging financial/industry issues, new bank products and services, regulatory tax changes and general environment.
• Discusses impact on client’s activities and the bank’s services.
• Manages client profitability.
• Understands competitive environment and anticipates opportunities.
• Develops pricing strategies and works with team to enhance profitability.
• Coordinates/leads Northern Trust wide relationship reviews in order to develop client-specific strategic relationship plans and assess progress in meeting the goals set forth in the plans.
• Interacts with and involves bank senior management in reporting client servicing activities/issues. Provides management with defined reports highlighting client profitability, contribution and any servicing gaps.
• Escalates issues appropriately.
• Provides input regarding team members' performance with respect to their overall contribution to team results.
• Participates in new business efforts and defined prospecting within a given marketplace.

Knowledge :

• General knowledge of trust/asset services, products, investments and business segment specific issues (e.g. plan design, unique reporting/ structure requirements).
• Broad knowledge of Northern Trust, industry issues and a strong understanding of the marketplace clients, prospects and competitors.
• Demonstrated proficiency in Interpersonal skills, negotiation, delegation and sales are necessary to service the client relationship.
• Leadership and organization skills are required to determine clients' needs and assess resources needed.

Experience :10 - 15 years of experience in relationship management, new business development and client servicing with significant exposure to banking/credit underwriting, trust/asset servicing and investments.

Salary Range:

$123,400 - 216,000 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.