Director of Client Development, Global Family Office

2 months ago

Hong Kong, Central and Western District, Hong Kong SAR China Northern Trust Corporation Full time

About Northern Trust:

Northern Trust Corporation, a leading global financial institution, has been a trusted partner for over 130 years, providing innovative financial services and guidance to the world's most successful individuals, families, and institutions.

We are committed to delivering exceptional service, expertise, and integrity, while remaining true to our enduring principles of service, expertise, and integrity.

Role Summary:

As a Director of Client Development, Global Family Office, you will be responsible for leading market development efforts for Northern Trust's Global Family Office business in Hong Kong. Your primary focus will be on sourcing and closing new business opportunities across global custody, asset administration, capital markets, investments, technology, and other family office solutions.

Key Responsibilities:

  • Takes ownership of prospective client opportunities from internal and external referral sources
  • Collaborates with various teams across Northern Trust, ranging from Capital Markets, Asset Servicing, Global Fund Services, and Asset Management
  • Develops rapport with prospects (and other influencers) and arranges meetings to drive the sales process
  • Responds to various inquiries and consults internal partners across Northern Trust business units for additional product/service information when necessary
  • Develops and maintains an understanding of and respects all applicable local laws and regulations to ensure the compliance of relationship servicing and solicitation activities
  • Maintains periodic contact with clients who may serve as references and/or referral sources
  • Assists the GFO leadership team with market strategy, competitor analysis, and other development needs
  • Represents Northern Trust's Global Family Office at relevant prospect/COI events
  • Establishes strong working relationships and collaborates with other international teams across the enterprise
  • Respects and abides by risk and compliance (e.g., AML/KYC) standards and processes established by the enterprise
  • Assumes responsibility for leading, end-to-end, the sales process (identification, profiling/discovery, product positioning/differentiation, closing, and onboarding)
  • Utilizes business and personal contacts to identify prospective clients and advisor networks
  • Follows up with prospective clients and their advisors to initiate meetings
  • Responds to questions, orchestrates RFP responses, develops fee proposals, and consults internal Northern Trust stakeholders for additional product/service information
  • Utilizes tools and other resources to source new opportunities and research the competitive market landscape

About You:

  • Ability to work independently
  • Knowledge of local market practices and networks to source business
  • Deep understanding of Northern Trust's products and services across the enterprise
  • Analytical, interpersonal, and sales skills are required to relate individual prospect situations to specific solutions
  • Interactive skills are required to comprehend prospect needs and respond with the appropriate solutions
  • Excellent oral and written communication skills are required
  • Effective communication across a number of different stakeholders is required
  • Highly flexible and adaptable to change

Necessary Experience & Education:

  • Bachelor's Degree preferred
  • 7-10 years of trust/investment sales and (or) relationship management
  • Prior experience in working with Single Family Offices, Private Trust Company, Private Investment Office prospects/clients preferred

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