Role Summary
The candidate will be a Senior Sales professional in Northern Trust’s International sales division responsible for successfully winning major global custody, fund servicing, investment operations outsourcing and capital market business for prospects based in Southeast Asia. Specifically, this individual will focus on institutional asset managers and asset owners domiciled in Singapore, Brunei, Indonesia, Malaysia, Philippines, Thailand and Vietnam etc and their related books of business elsewhere globally, leading our sector strategy for the domicile.
What you will do
This business development role will be responsible for achieving a minimum target of $4m per annum and raising the profile of Northern Trust in the target market above.
Sales:
Presenting the bank’s full range of multi- product capabilities – including global custody, fund servicing, investment operations outsourcing (full and or component) and associated x sell services
Identifying and building a pipeline of significant prospect opportunities with primary focus being applied to profitable sales opportunities with annualised income of greater than $250k per annum, TCV $1m+
Creating and leading deal teams to work on complex and sometimes multi-faceted technical and relationship-orientated sales
Working closely with senior management, local relationship management, operational and product teams throughout each prospect sale
Converting prospects into significant revenue generating clients
Cross-selling the bank’s other products, services and capabilities to prospective clients – including investment management, FX, Brokerage, Transition management and securities lending
Working closely with Product Development staff and other global servicing centres to co-ordinate the development and promotion of product lines and capabilities.
Marketing:
- Promoting the bank’ capabilities as the ‘industry expert’ through round tables, conferences, media and hospitality events
- Writing or assisting in the writing of articles, editorials and product features about the bank’s capabilities for investment managers
- Providing input and direction in respect of product-specific and strategic marketing materials
- Liaising with consultants and the investment community to promote the bank’s name and products in South East Asia
- Networking through industry contacts and events.
About You
- Proven expertise in consultative sales methodology and managing complex institutional sales process, demonstrated over 8+ years
- Proven successful track record closing profitable mandates with annualised income of $1m+, TCV $1m+
- Experience gained in senior sales position/s within an asset servicing provider and/or related financial services market participants (ie asset manager, consultancy firm etc.)
- Excellent rolodex of established contacts in the target Southeast Asia asset management and asset owner sectors (ie pensions and insurance)
- Proven experience engaging at CXO level and ability to persuade and influence at all levels
- Knowledge of the Asian and European regulatory environment and issues facing both the asset management and asset owner industry
- Organisation and discipline around sales communication/the sales process and managing complex/ virtual deal teams
- High level of presentation, written and verbal communication skills.