Client Executive, Inst Trust at Northern Trust

Chicago, Illinois, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Financial Services, Banking, Trust and CustodyIndustries

Requirements

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 to service the client relationship
Leadership and organization skills to determine clients' needs and assess resources needed
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

Responsibilities

Manages and cultivates a client base comprised of existing and high potential multinational clients, with ultimate responsibility for retention and growth across Northern Trust
Establishes oneself in a given marketplace and participates in defined prospecting
Manages complex master trust, custody and trust/asset services clients; evaluates, designs, implements and oversees clients' total relationship plan, including worldwide custody, multinational, investments, banking, credit/treasury management services and introductions to Wealth Management as appropriate
Reviews individual client relationships to determine banking, trust and investment needs; anticipates and creates opportunities for enhancing relationships
Places emphasis on relationship building, 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 on emerging financial/industry issues, new bank products and services, regulatory tax changes and general environment, discussing impact on client’s activities and the bank’s services
Manages client profitability; understands competitive environment, anticipates opportunities, develops pricing strategies and works with team to enhance profitability
Coordinates/leads Northern Trust wide relationship reviews to develop client-specific strategic relationship plans and assess progress in meeting goals
Interacts with and involves bank senior management in reporting client servicing activities/issues; provides reports on client profitability, contribution and 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