Head of Sales for Australia and Nz

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.

Head of Institutional Sales (Australia & New Zealand)

Northern Trust Asset Management Australia is seeking a Head of Institutional Sales to play a key leadership role in the continued growth and development of Northern Trust Asset Management’s business in Australia and New Zealand. The Head of Institutional Sales will play an instrumental role in reviewing, defining and implementing the sales strategy, assisting with the prioritization of marketing initiatives and continually seeking to understand the market and its changing requirements and will report to the Head of APAC Institutional Client Group based in Melbourne.

This is an opportunity to operate in an entrepreneurial and dynamic environment, with the support of one of the world’s largest Asset Managers.

We are looking for a person with a successful track record of developing relationships with Asset Owners and financial intermediaries, including proven expertise in providing client driven solutions. The person must have outstanding teamwork and communication skills.

Duties and Responsibilities include:

- Developing and executing on a targeted sales strategy including developing a sales pipeline for different stages of the sales cycle and achieving sales targets.
- Managing the Sales Associate and working in close collaboration with team members in Australia as well as offshore locations.
- Developing and reporting on key sales metrics.
- Collaborate with Asset Management Marketing to develop necessary product positioning, thought leadership, and other collateral for positioning in the marketplace
- Build strong external partnerships with clients, prospects and consultants.
- Consult with sophisticated asset owners about trends in the industry and how NTAM can develop solutions to meet their needs
- Maintain thorough knowledge of investment products and services by initiating frequent contact with other financial institutions, partners and keeping abreast of laws and regulations affecting the industry. Maintain a thorough knowledge of competitors, and their product offerings
- Promoting the company and its products through industry conferences and periodicals as an attendee, speaker, or interviewee.

Qualifications:

- Bachelor's Degree, master's in business administration and/or CFA preferred.
- 5+ years of experience in Institutional Asset Management product & solutions sales to Institutional Asset Owners and financial intermediaries.
- Collaborate across Northern Trust’s business units to explore wider synergies to meet prospect business needs
- Ability to collaborate with high-performing teams and individuals throughout the firm to accomplish common goals.
- Ability to work independently to create targets, develop revenue streams and grow the business in a supportive and dynamic environment
- Exceptional collaborator and team minded professional
- Proven ability to effectively lead and/or navigate through complexity and drive innovation
- Subject matter expertise in Superannuation Funds, Australian Unit Trusts and ideally knowledge of the New Zealand institutional market place also
- Knowledge of all areas within the global investment management industry, including fixed income, quantitative active and passive equities
- Strong presentation and communication skills. Able to translate complex and/or technical concepts in an understandable manner to influence others at all levels of various organizations.
- Highly organized/structured and able to effectively prioritize multiple demands.
- Excellent logical and problem-solving skills.

Personal and Professional Competencies
- Results Orientation - Rigorously holding one’s self and others accountable for achieving high levels of individual and organizational performance and is keenly focused on results. A true passion and drive for sourcing and selecting opportunities aligned with NTAM’s strategy
- Judgement - Showing wisdom in making decisions and acting with a view to what is most appropriate, reasonable, timely and realistic.
- Conceptual Skills - Understanding complex situations or organizations in their entirety, grasping interrelationships and essential elements, and seeing their implications.
- Learning Agility - Quickly absorbing new information and the significance of changes in dynamic situations.
- Curiosity - Demonstrating a passion for learning, speculating on “what if” scenarios, and engaging in strategic inquiry