Divisional Sales Manager, Intermediary

About Northern Trust As a global leader in innovative wealth management, asset servicing, asset management and banking services, Northern Trust (Nasdaq: NTRS) is proud to guide the world’s most successful individuals, families, corporations and institutions. Since 1889, we have aligned our efforts with our three guiding Principles That Endure: Service, Expertise, and Integrity. Together, they reflect the three cornerstones of business conduct which we strive to instill in our employees, whom we call partners, and to provide to our clients and the communities we serve worldwide. With more than 135 years of financial experience and over 24,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service. As the Divisional Sales Manager (Intermediary) – Wealth Client Group (WCG), you will you will lead all aspects of the Senior Market Leaders (SMLs) within your division of the Intermediary sales effort including, but not limited to: supervision, recruitment, and training in an effort to drive net organic revenue growth in the Intermediary channel. You will oversee, supervise, manage and develop regional sales team. You will partner with the WCG Leadership group to support the firm’s sales and service initiatives, ensuring the regional sales team has the appropriate levels of knowledge, service, professionalism and activity. You will supervise and conduct performance reviews, manage career development processes, and disciplinary actions to ensure the division meets and exceeds their sales goals. PRIMARY DUTIES: • Supervise members of the sales team assuring appropriate levels of knowledge, service and activity. • Set expectations, implement activity standards and monitor call activity, including inbound, outbound and campaign-focused calls. • Partner with National Sales Manager and WCG Leadership to design and implement distribution strategy. • Spearhead training effort to develop selling skills, professionalism and effectiveness. • Partner effectively to deploy business intelligence, sales analytics, and new technologies (including AI capabilities, CRM system, telephone system, etc.) to continuously improve and evolve. • Ensure external wholesaling team (SMLs) partner effectively within WCG, and especially with their respective internal wholesalers (Market Associates), to achieve our collective goals. • Organize all aspects of recruiting for your division (SMLs), partnering with National Sales Manager and NTAM’s internal Recruiting team. • Attend industry conferences/events to directly engage with our clients and prospects, as well as, observe and evaluate your direct reports. • Identify implementation opportunities and marketing/collateral needs, that will help drive adoption and usage of NTAM’s capabilities. • Report weekly activities, accomplishments, and opportunities through the Salesforce.com CRM, as well as, interact on a consistent bases with WCG leadership. • Be a contributing member of a team that thrives on partnership, innovation, and execution. • Manage division’s T&E budgets • Travel to observe and coach your SMLs at least twice a year with a goal of four times a year REQUIRED EXPERIENCE/KNOWLEDGE: • BA/BS degree required • NASD Series 7, 24, 63 and 65 required • MBA, CIMA, CFP and/or CFA certification preferred • 10+ years of intermediary experience with an established ETF, mutual fund, SMA, etc. distributor • 3+ years of management experience, preferably with an established ETF, mutual fund, SMA, etc. distributor • Proven understanding and implementation of competitive analytics and analysis and a high adoption rate to new technologies. • Exceptional verbal, written and sales presentation skills • High energy, motivated individual, commitment to excellence • Ability to work in a team environment is critical • Be present in Chicago HQ office on at least a quarterly basis (week at a time) • Clean U-4 Salary Range: 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. Work Authorization Applicants must be authorized to work in the U.S. without the need for employment-based visa sponsorship now or in the future. Northern Trust will not sponsor applicants for U.S. work visa status for this opportunity (no sponsorship is available for H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT or any other employment-based visa). Working with Us As a Northern Trust partner, you will be part of a flexible and collaborative work culture, which has a strong history of financial strength and stability. Movement within the organization is encouraged, senior leaders are accessible, and you can take pride in working for a company committed to an inclusive workplace and assisting the communities we serve. Philanthropy is deeply rooted in Northern Trust’s history and is an essential element of our culture. Employees around the world give their time and talent to work for the greater good of their communities. Reasonable Accommodation Northern Trust is committed to working with and providing adjustments to individuals with health conditions and disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at MyHRHelp@ntrs.com , or alternatively you can discuss your individual requirements with the recruiter you are working with.