Head of Sales, Southeast Asia

1 week ago

Singapore THE NORTHERN TRUST COMPANY Full time

**Role Summary**

**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.

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