Relationship Manager, Institutional Trust - Asset Owner Segment, Americas

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.

About the Asset Owner Segment, Americas: The Segment is part of the Asset Servicing Division, responsible for roughly half of Northern Trust’s total global assets under custody, as well as newly formed innovative businesses such as Northern Trust Front Office Solutions. This segment focuses on mission-driven asset owners across the Americas, primarily endowments, foundations, corporations, pensions, multi-national entities, and insurance companies. This is an opportunity to transform how we serve our clients, partners, and stakeholders by leveraging the invaluable assets which exist within our people and our products, and applying discipline to client management and drive business growth. Our vision: To be THE market-leading partner of choice in the asset owner segment through innovative products, unparalleled service, impeccable operational outcomes, and unyielding integrity and alignment to our clients. We cannot do this without putting culture at the core. Our people, our behaviors, the decisions we make all influence the ability to achieve success. Working Model: Hybrid - We have a balanced hybrid working model to ensure you get the flexibility you need, and the successful candidate will spend their time between working in the office and working from home. Job Description We are excited to have open the role of a Relationship Manager in Northern Trust’s Asset Owner America’s segment. Relationship Managers are responsible for strategically leading institutional asset servicing client relationships to ensure client satisfaction, retention, and revenue growth while mitigating risk for both the client and organization. Exceeding client expectations is a priority of all employees as they follow Northern Trust’s 133 year principles that endure- Service, Expertise, and Integrity. Top candidates will have the opportunity to work in a team environment where sharing expertise and experiences is a requirement. RMs have 18-22 institutional clients covering $6 to $8 M in annual revenue. As a leading global provider of asset servicing, our clients include 62% of the top US corporate pension plans, 44% of the top US Endowments, and 30% of the top US Public funds. Relationship Managers could specialize in one client type or manage clients across various types. They are the point person in the organization for all administrative and strategic client needs. Northern Trust Relationship Managers work closely with product partners to deliver innovate solutions that meet individual client’s needs, including Northern Trust Asset Management, Northern Trust Securities, and Front Office Solutions to just name a few. Key Responsibilities 1. Ensure full understanding of client business and needs to develop relationship plan detailing specific client expectations and future opportunities. 2. Execute relationship plan by engaging product (asset servicing, investments, brokerage, banking, etc.) and / or managing operational partners to deliver on expectations or develop and execute new solutions. 3. Initiate conversations with clients and their advisors to keep them up to date on industry trends, regulatory changes, and appropriate new bank products and services. 4. Work with senior managers to ensure escalation of issues and communicate product gaps or opportunities. 5. Complete annual service reviews for every client to ensure satisfaction and refresh relationship plan. 6. Ensure positive responses to the annual client service survey. 7. Contribute to the department financial goals by cross selling products to current clients and playing an integral part in identifying and winning new business. 8. Have a thorough understanding of current product offerings and solutions. 9. Manage client profitability and fee negotiations to department goals and understand the financials of the team, division, and Northern Trust. 10. Address any administrative needs of the client with internal partners including transaction processing, accounting, reporting, documentation, fees, etc. 11. Serve as mentor to new team members & other organizational partners to ensure we attract and retain employees with an emphasis on DE&I. Qualifications 1. 5 to 7 years of experience in financial services, preferably in trust, asset servicing, or investment management. 2. General knowledge of trust/asset services, produ